AJ Tennant

No, absolutely not. The sales reps that are coin operators are the ones you don't want to hire. The sales reps that have that insightful IQ that you talked about want career development. They want challenges. They want to figure out how to get coached and mentored. That's what good sellers look like. You mentioned a hiring panel. Chad, Pete's. Yeah. Says that's stupid, right?

Yeah. Agree to disagree. Help me. I'm naive. Yeah. I think that a hiring panel is equivalent to you showing up to a customer meeting and there's three or four people that are in the room that you are presenting to. A panel presentation is, for me, an opportunity to see how someone is going to have the IQ and EQ to read a room and present.

Yeah. Agree to disagree. Help me. I'm naive. Yeah. I think that a hiring panel is equivalent to you showing up to a customer meeting and there's three or four people that are in the room that you are presenting to. A panel presentation is, for me, an opportunity to see how someone is going to have the IQ and EQ to read a room and present.

Yeah. Agree to disagree. Help me. I'm naive. Yeah. I think that a hiring panel is equivalent to you showing up to a customer meeting and there's three or four people that are in the room that you are presenting to. A panel presentation is, for me, an opportunity to see how someone is going to have the IQ and EQ to read a room and present.

I think that it's a miss to bring someone into your company that their core job is to get on exactly a call like that every week, multiple times a day, and you don't see them in action. I think it's important. You give them take-home assignments. We don't, we're debating this. So at Slack, anyone that was coming in as an AE had to do a writing exercise and it wasn't a take home.

I think that it's a miss to bring someone into your company that their core job is to get on exactly a call like that every week, multiple times a day, and you don't see them in action. I think it's important. You give them take-home assignments. We don't, we're debating this. So at Slack, anyone that was coming in as an AE had to do a writing exercise and it wasn't a take home.

I think that it's a miss to bring someone into your company that their core job is to get on exactly a call like that every week, multiple times a day, and you don't see them in action. I think it's important. You give them take-home assignments. We don't, we're debating this. So at Slack, anyone that was coming in as an AE had to do a writing exercise and it wasn't a take home.

Like I think you just had to write something. The take home that we sort of do at Glean is more about asking them to follow up with a artifact that they've done. Like we had this one great AE that's coming over from Pinecone who built this incredible advanced prompting methodology for how to like prep for a customer call. It was amazing.

Like I think you just had to write something. The take home that we sort of do at Glean is more about asking them to follow up with a artifact that they've done. Like we had this one great AE that's coming over from Pinecone who built this incredible advanced prompting methodology for how to like prep for a customer call. It was amazing.

Like I think you just had to write something. The take home that we sort of do at Glean is more about asking them to follow up with a artifact that they've done. Like we had this one great AE that's coming over from Pinecone who built this incredible advanced prompting methodology for how to like prep for a customer call. It was amazing.

He used Enterprise Chat GPT and now he's using Glean to do it. And we're implementing it. And like he he shared that artifact with us. And it wasn't like IP for the company that shows like that's a that's an artifact that has depth.

He used Enterprise Chat GPT and now he's using Glean to do it. And we're implementing it. And like he he shared that artifact with us. And it wasn't like IP for the company that shows like that's a that's an artifact that has depth.

He used Enterprise Chat GPT and now he's using Glean to do it. And we're implementing it. And like he he shared that artifact with us. And it wasn't like IP for the company that shows like that's a that's an artifact that has depth.

Yeah. Fun fact. So when I was interviewing at Glean, and I like when reps do this, I found out who the customers of Glean were and interviewed the buyers about their experience with Glean. I think as much as more important, frankly, is that people are making the right decision on the company they're going to go to.

Yeah. Fun fact. So when I was interviewing at Glean, and I like when reps do this, I found out who the customers of Glean were and interviewed the buyers about their experience with Glean. I think as much as more important, frankly, is that people are making the right decision on the company they're going to go to.

Yeah. Fun fact. So when I was interviewing at Glean, and I like when reps do this, I found out who the customers of Glean were and interviewed the buyers about their experience with Glean. I think as much as more important, frankly, is that people are making the right decision on the company they're going to go to.

It's all in the delivery and it's all on the approach. Now, I had relationships with Airbnb and Uber and networked in in a warm intro way. Funny story, like the head of procurement at Uber, who I was like calling, she's like, AJ, we're not a customer of Glean. Sorry, like watch out for this company. They're lying to you. And I was like, what? She's like, no, no, no, no, no. Sorry, nevermind.

It's all in the delivery and it's all on the approach. Now, I had relationships with Airbnb and Uber and networked in in a warm intro way. Funny story, like the head of procurement at Uber, who I was like calling, she's like, AJ, we're not a customer of Glean. Sorry, like watch out for this company. They're lying to you. And I was like, what? She's like, no, no, no, no, no. Sorry, nevermind.

It's all in the delivery and it's all on the approach. Now, I had relationships with Airbnb and Uber and networked in in a warm intro way. Funny story, like the head of procurement at Uber, who I was like calling, she's like, AJ, we're not a customer of Glean. Sorry, like watch out for this company. They're lying to you. And I was like, what? She's like, no, no, no, no, no. Sorry, nevermind.

Their company name used to be Sayo and that's what's in our procurement system. So, but yeah, it was- Your halt skips a beat. Yeah, it actually did skip a beat in the moment. But what I'm saying is what we wanna see out of AEs is creative, proactive approaches to how you're thinking. And that can come in the form of, okay, let's get an example of an artifact that you built.