AJ Tennant

Yeah. Part of the going deep into the why and the chronological side, we move from there to a panel interview. And that panel interview is they get an hour, they get a prompt. That prompt is tell us your history. Tell us about like, you know, your biggest career challenge. Talk about.

a large win that you have and then walk through an example deal of selling how you would not sell Glean, but how you would prep for like going after this account. You don't give them much guidance after that. And you see a wide range. You see people come in that have like no slides. And that's fine. I don't care about the slides or whether whether they look beautiful.

a large win that you have and then walk through an example deal of selling how you would not sell Glean, but how you would prep for like going after this account. You don't give them much guidance after that. And you see a wide range. You see people come in that have like no slides. And that's fine. I don't care about the slides or whether whether they look beautiful.

a large win that you have and then walk through an example deal of selling how you would not sell Glean, but how you would prep for like going after this account. You don't give them much guidance after that. And you see a wide range. You see people come in that have like no slides. And that's fine. I don't care about the slides or whether whether they look beautiful.

I want to understand the deep thought that you've done in preparation. And then in that moment, the thing that I do and I'm going to I'm going to say it now. I used to tell candidates, like, please don't tell other candidates I'm going to do this, but I'm just going to do it because I think it's a good lesson that I'd love to just share with others.

I want to understand the deep thought that you've done in preparation. And then in that moment, the thing that I do and I'm going to I'm going to say it now. I used to tell candidates, like, please don't tell other candidates I'm going to do this, but I'm just going to do it because I think it's a good lesson that I'd love to just share with others.

I want to understand the deep thought that you've done in preparation. And then in that moment, the thing that I do and I'm going to I'm going to say it now. I used to tell candidates, like, please don't tell other candidates I'm going to do this, but I'm just going to do it because I think it's a good lesson that I'd love to just share with others.

And I learned this actually from Lexi Reese, who is one of my bosses at Facebook. So anyway, what I ask is I throw off the interview mid-interview and I say, hey, hey, like, let's pause here for a sec. If I give you like your book of business today, 100 accounts, an Excel spreadsheet on column, I'll call them A is the name of the accounts.

And I learned this actually from Lexi Reese, who is one of my bosses at Facebook. So anyway, what I ask is I throw off the interview mid-interview and I say, hey, hey, like, let's pause here for a sec. If I give you like your book of business today, 100 accounts, an Excel spreadsheet on column, I'll call them A is the name of the accounts.

And I learned this actually from Lexi Reese, who is one of my bosses at Facebook. So anyway, what I ask is I throw off the interview mid-interview and I say, hey, hey, like, let's pause here for a sec. If I give you like your book of business today, 100 accounts, an Excel spreadsheet on column, I'll call them A is the name of the accounts.

I want you to fire off right now 10 data points that you would use to prioritize that book of business and tell me why and stack rank them one to 10. Some people get to like employee count, what industry they're in, and then they're like, oh, you know, and I'm like, no, no, no, I want 10. And you push them.

I want you to fire off right now 10 data points that you would use to prioritize that book of business and tell me why and stack rank them one to 10. Some people get to like employee count, what industry they're in, and then they're like, oh, you know, and I'm like, no, no, no, I want 10. And you push them.

I want you to fire off right now 10 data points that you would use to prioritize that book of business and tell me why and stack rank them one to 10. Some people get to like employee count, what industry they're in, and then they're like, oh, you know, and I'm like, no, no, no, I want 10. And you push them.

Because if you're on customer calls, this is what like, you gotta be able to, what I've described to the team, like the competency that I'm looking for is creative problem solving capabilities. You asked me earlier on this session about like, what is the skillset that junior AEs struggle with?

Because if you're on customer calls, this is what like, you gotta be able to, what I've described to the team, like the competency that I'm looking for is creative problem solving capabilities. You asked me earlier on this session about like, what is the skillset that junior AEs struggle with?

Because if you're on customer calls, this is what like, you gotta be able to, what I've described to the team, like the competency that I'm looking for is creative problem solving capabilities. You asked me earlier on this session about like, what is the skillset that junior AEs struggle with?

What I described to you there was almost like the early stages of creative problem solving, which is like, EQ creative problem solving, which is like listening to a prospect and kind of morphing what you're doing based on what they're saying.

What I described to you there was almost like the early stages of creative problem solving, which is like, EQ creative problem solving, which is like listening to a prospect and kind of morphing what you're doing based on what they're saying.

What I described to you there was almost like the early stages of creative problem solving, which is like, EQ creative problem solving, which is like listening to a prospect and kind of morphing what you're doing based on what they're saying.

What I'm looking for in that question is actually like higher level thinking of like, how can you think not only quickly, but strategically and then map it to what is actually going to be your job? Like you are going to get 100 accounts and you are going to need to figure out which ones you spend on.