Harnessing Conversational Intelligence for Sales Success

ACTIONABLE TAKEAWAYS:

• Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness.
• Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers.
• Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; stay more involved with junior managers to ensure quality.
• Standardize Key Processes: Create an 80% standardized approach for pipeline reviews, forecast calls, and one-on-ones, with 20% flexibility for personalization.

SHANES'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Gong
• Chief Revenue Officer @ TalkDesk
• President @ MX
• EVP of Sales @ Qualtrics

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal