Prospecting Mindset, Elite Interview Tips, and Offer Negotiations

Question 1:

I HATE Prospecting. Are there any mindset shifts or things you'd recommend to someone to start to enjoy the process or at least tolerate it?

Prospecting isn’t the most exciting part of your job, but it can be the most rewarding.

A point structure can be helpful for folks. Reward yourself. Take a look at this example

1 cold email sent = 1 point
1 cold call = 2 points
1 voicemail = 1 point
1 LinkedIn DM = 1 point
Cold email reply = 5 points
Cold call connect = 3 points
LI reply = 5 points
Meeting booked from cold email = 10 points
Meeting booked from cold call = 10 points
Meeting booked from LI DM = 10 points

Example goal per week: 200 points

If you meet or exceed your goal, treat yourself to something. Maybe it’s a cheat meal. Dessert. A night out.

Try it out. Make it fun.

Top qualities of great prospectors - be consistent, professionally persistent, and, most importantly, patient.

Don’t annoy your prospects!

Question 2:

What are some good questions to ask in an interview that don’t sound the same as everyone else?

Questions are the most underrated part of an interview. It’s where you can stand out from the pack. Ask questions that are relevant, thought provoking and ones that most don’t ask. Here are a few examples:

Good Coach?

"How many AEs met quota last year? For those who did not, what could they have done differently?"

Let them prove to you they’re a good leader and coach.

Your knowledge
"I understand that competitor X and Y have a strong presence in your space. What do you feel are your top 1 or 2 competitive differentiators?"

Check out Owler to find them. Shows that you know the space. Bonus, bring your PoV and share 1 key competitive differentiator based on your research.

Close them.
“Based on what you’ve heard from me today, is there any reason you would not hire me for this role?”

Question 3:

How can I negotiate a higher offer in the interview process?

1. Book a call with the recruiter or hiring manager you’re negotiating the offer on.Be grateful for the opportunity
2. Show your commitment and excited for the role (no one wants someone who’s on the fence or not 100% committed to the role)
3. Be transparent - talk to the fact that you were making so and so at your previous company or your current role. Bring up that you’re excited to join and want to continue to grow your career, but that also includes income growth. You may also want to bring up the fact that the cost of living has gone up and talk to the fact you have a family and want to make the best decision moving forward (share the cost of living if you feel the offer is below market value).

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See you next week!