Page 30 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

Yes!
[Marketing Manager] “I have.”
[Candidate] “How did they go?”
Yes!
[Marketing Manager] “Okay.”
[Candidate] “Okay? What do you mean? ”
Yes!
[Marketing Manager] “Well, we did generate a lot of new emails from the
campaigns. Unfortunately, I am not sure the people we are attracting are
really qualified for our service.”
[Candidate] “Interesting. What types of people are qualified for your
service? What types of people did the Facebook campaign attract? ”
Yes!
Does the candidate lead with great questions? Or does the candidate “show up
and throw up,” as we say in the industry?
Does the candidate ask about the specific areas the prospect cares about? Or
does the candidate bore the prospect with her company's elevator pitch?
Curiosity: the ability to understand a potential customer's context through
effective questioning and listening.

Prior Success

Prior success: a history of top performance or remarkable achievement.
Prior success is probably the easiest characteristic to evaluate, especially if the
candidate is coming from a reasonably sized sales force. It is the most
objectively measurable of the “big five” traits.

[Hiring Manager] “I noticed you were an account executive at your last
employer. How many account executives were there at the company?”
[Candidate] “125.”
[Hiring Manager] “Where did you rank?”
[Candidate] “Six.”