In this series, we’ve talked about the traditional sales process and how it does not work.

People don’t like to be sold. Period.

The traditional sales approach also applies during a job interview. Remember, we don’t like this approach. Many people walk into job interviews with the thought that they will sell themselves. The endless list of things you’ve done might be a turn-off.

Recruiters and hiring managers don’t need to know your features and benefits, especially at the start.

When it comes to a career in tech sales, we adopt the mindset of the companies we collaborate with or aim to work with. They’re not just selling a product but they’re all about solutions, culture, experiences, and lifestyle.

It’s a process of listening, researching, and telling a story.

Watch this to see what we mean.

Companies are telling stories and solving their customer’s problems.

So…how does this relate to you getting a career jump start?

Before a job interview, research the problem the company solves and the pain points it alleviates for its customers. Then, figure out how it makes money, aka revenue.

As soon as a job description pops up, figure out what the company is trying to accomplish. How does it relate to its bottom line? It’s likely looking for people who can make more money for them indirectly or directly.

Your goal would be to understand how you fit into the position, the work culture, and how you can help them make money.

Our CEO, Shelton Banks, gives an example here:

When you walk into that job interview, remember that you’re there to help the team and hiring manager succeed. Shifting your mindset from selling yourself to offering solutions that help the person across you win will be a pitch worth buying.

If you cringe thinking of all the times you’ve applied the traditional sales method, you’re not alone. Think of it as a fresh start to adopt the growth mindset.

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