HubSpot Sales Interview - Phone Screening
Challenger Sale
A sale in which the rep teaches the prospect something about their business, tailors the pitch to resonate with customer concerns, and take control of the sales process
Inbound Marketing - Buyer's Journey
Awareness Journey - Understanding their problem, not your solution Consideration Stage - Clearly defined goal or challenge and buyers evaluate different ways to solve the problem Decision Stage - Deciding on a specific category.
What's your current and expected salary?
Buildout: Money is not your only motivation. Critical to be motivated by other benefits, good training program, option for tuition reimbursement.
Would you rather finish something late and perfectly or on-time and good?
Buildout: No right or wrong, choose to make a decision and back it up. Answer: My answer is good and on time. In my experience, strong relationships with team members and client's rely on reliability and collaboration. However, "Good" should be constantly edging towards perfect for the next goal or project.
Challenger Sale Characteristics
Challenger Characteristics Offers a unique perspective to the customer - University knowledge Strong 2-way communication skills Can identify economic drivers of customer's business Is comfortable discussing money Can pressure the customer Do three things well -Teach -Tailor -Take Control - loved negotiations about price.
Challenger Sale - Commercial Teaching
Commercial Teaching Steps The Warmer - Build credibility and show your prospect you understand their challenges. The Reframe - connect those challenges to a bigger problem or opportunity they didn't consider. Rational Drowning - Show them the numbers for why Emotional Impact - Create an emotional connection between the pain in the story and the pain they feel everyday. A new way - Show them the way they should be thinking about their business Your solution - Demonstrate how your solution is the best out there
What are your greatest weaknesses?
Hard Skill - Data Analytics - Excel Udemy Class I would say of the skills you are seeking in this role, data analytics comes the least organically to me. As an example, I built financial projections for the family business and it was a difficult and ugly spreadsheet to build in the capital costs, ongoing expenses, revenue, and projections. Hard Skill - Writing - On Writing by Stephen King I just recognize when people are much better at conveying ideas succinctly and capturing the right tone. Lenient - I'm highly empathetic to couriers
Commitment to Win/When have you had a quota carring experience?
Ideas: Restaurants per Campus Couriers per campus Upselling - restuarant promotions per campus Wholistic measures - orders per campus, revenue per campus Not afraid to be measured, always sought metrics Answer: At Tapingo, I had to meet several quotas. Every campus I managed, I was measured by the number of restaurants I sold on the platform as well as how engaged they were post-sale. Restaurant engagement was measured by a quota for how many promotions they ran. In my time at Tapingo, I never missed a quota. Tapingo was in its formative stages in some metrics and forecasting, but I was measured by couriers on-boarded, courier efficiency, and revenue on the campus.
Detail the most successful idea you have taken from concept to launch
Ideas: Tapingo Times Gusching Orthodontics - business Buildout: Demonstrate skills and what I was capable of achieving in the past. Problem-solving skills and ability to work around obstacles. Emphasis how it benefited the business. Focus on results at all stages from ideation to implementation. Brainstormed around company problems and executed focused on the problem. The most glaring answer would be the work I did from planning to execution at Gusching orthodontics, but my favorite example is the Tapingo times.
Can you tell me where you are in the job search, and what you hope to accomplish?
Ideas: Highlight MassChalleng & MentorCollective have sales, adding value and emphasis on customer success Buildout: Details on job search, other companies which I applied. Show focus in jobs, show confidence that the Customer Success role is the right one for me.
What attracted you to this role and our organization?
Ideas: HubSpot's full focus on the customer, the fact the culture code says customer first as a guiding principle. - I'm a highly empathetic individual and I loved the people the client's I worked with and love advocating on their behalf. HubSpot is the place to do that. Buildout - Express interest in the taskes required for the specific role, NOT the secondary benefits from working at your company. Demonstrate research of the company and job listing in particular. Say, "In particular, I'm interested in working closely with partners to maximize their use of HubSpot". HubSpot's full focus on the customer, the fact the culture code says customer first as a guiding principle. - I'm a highly empathetic individual and I loved the people the client's I worked with and love advocating on their behalf. HubSpot and the Customer Growth role the place to do that.
What is the biggest challenge you've faced in your current role?
Ideas: Implementing change at Gusching Orthodontics - Phone slip with Debb. Managing the massive amount of communication at Tapingo Buildout: Demonstrate problem-solving methods. Able to reach a mutually beneficial compromise and learned to work with a client by adopting my own strategy. Answer: I am a very passionate person and get into a world wind when attacking a problem. Unfortunately, I realized that my energy did not match the energy of my dad's staff, some working there for 30 plus years. One example is a phone slip I redesigned, I didn't know it by name, but it was the principles of inbound marketing.
What can you tell me that isn't on your resume that is important for me to know about you?
Life-long learner. The effort and research conducted to start Gusching orthodontics. Understanding the patient's decision process in choosing their orthodontist. Interest in exploring areas to improve Charismatic and Highly engaging. - The only way I can measure that is by my company culture award at Tapingo and before that, an award for best camp counselor at my summer camp.
If you could have dinner with three famous people who are no longer living, would they be and why?
Malcom Gladwell Alexander Hamilton Eric Greitens - Reselence book
Challenger Sale - PAUSE FRAMEWORK
Preparation for the coaching conversation Affirm the relationship - safe situation for coaching to occur Understand Expected Behavior - managers should understand what to look for in a meeting Specify behavior change - managers should have objective standards for judging behavior Embed New behavior - managers should give reps the tools to implement coaching suggestions.
What is Consultative Sales?
Sales process focused on the experience that the potential customer feels and sees during their interactions with you. It's about how you find ways to provide your leads with value and make it all about them. Not your product, your business, or your numbers.
What is the most important skill you've learned in your current role? What's an area you'd like to improve upon?
Skill: Communication and critical thinking. Improve upon: Data analytics. We had team members hired for this role, worked collaboratively but want those skills myself. Buildout: Description + deeper explanation. Example: "In my last job, I learned a lot about SEO, but I think there's still room for me to grow in that area. In particular I'd love to learn more about keyword research, and how I can use more advanced tactics to grow my company's organic traffic. I'm hoping my next role will offer learning opportunities in that area." Answer: Effective communication is the most important - especially from changing the way staff work. SAME AS BELOW. Eugene at Tapingo was the data king. I saw how much power he had in forecasting and building models. I want to get to that level and improve my data analytics abilities.
Experience leading a consultative and customer first sales process/Any sales related questions steps
The Warmer: Build credibility and show your prospect you understand their challenges. Demonstrated knowledge on specific demographic, and based on geographic location, students were critical for the businesses I spoke with. The Reframe - connect those challenges to a bigger problem or opportunity they didn't consider. Understand what the limitations of the restaurant was as it pertains to college students. College students are very concerned about time for instance, if I can help a slower service restaurant better plan for the afternoon rush, that might be an area of focus. If the restaurant had a small footprint, Rational Drowning - Show them the numbers for why Used numbers of similar restaurants in similar markets to demonstrate the value. Emotional Impact - Create an emotional connection between the pain in the story and the pain they feel everyday. Accurately described how efficient we can make the operations or payments. Describe bottlenecks at the register or having to deny students from using their meal card. A new way - Show them the way they should be thinking about their business Used credibility to assist restaurants get into the new age of technology. Technology also does not need to be complicated. Your solution - Demonstrate how your solution is the best out there Demonstrated that Tapingo was the only platform focused on college demographics, and how are unique partnership with the university and the advantages we have in operations makes us the best in this area.
What is Inbound Marketing
The focus is on the buyer rather than the seller. Adapted to how the world has shifted, buyers have all the information, act as a guide
Tell me about yourself?
Well, for the last three years I have been in highly communicative, and strategic sales roles helping customers find solutions. I got my start at Tapingo, a tech company recently acquired by GrubHub. I worked as a manager for our university partnerships, handling 9 campuses total, including the top two most profitable campuses, Ohio State and Arizona. After that, I ran all the business aspects of an orthodontic clinic including leading our campaigns for community outreach, marketing, and patient acquisition. In these roles developed among many things, strong communication skills, critical thinking, and a customer-first mentality. That's why I feel so connected to this Customer Growth Specialist role and HubSpot in general. I am looking to further develop my sales skills and now that I have experience running my own business, I feel that I can connect with HubSpot customers on a whole new level. HubSpot seems like a great opportunity for me to make an impact right away and grow professionally.
