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During Interview
This section focuses on the interview process from both sides of the table.
Founders and hiring managers will learn how to structure effective sales interviews, ask questions that reveal true selling ability, and shorten time-to-hire without sacrificing quality.
Candidates will get tips on how to prepare for interviews, answer sales-specific questions, handle objections, and pitch themselves like a pro.
Mailbag: How Do I Explain a Bad Startup Move Without Killing My Next Interview
Good reps land in bad startups. Own it, show what you learned, refocus on your track record, and keep the resume entry tight. Use clear language that signals maturity, better decision making, and intent to stick and scale.
Jay Green
Nov 52 min read
Turn a Rough Startup Stint Into a Killer Pitch
Bad numbers at a messy startup do not have to tank your next interview. Own it. Reframe what you learned, show overlap with their ICP, prove adaptability, and bring the chip on your shoulder as an edge. Use clear, specific language that signals you can create motion and add value fast.
Jay Green
Nov 52 min read
Pick a Lane and Say It With Confidence
Telling a hiring manager you are open to AE or CSM sounds flexible...but it reads as unsure. Pick the role where you win, back it with proof, and state it clearly. Use simple lenses to choose your lane, then position your story with crisp scripts for AE or CSM so you come across as focused and hire ready.
Jay Green
Nov 52 min read
One Sharp AE Story for Early-Stage Interviews
Interviewing for a new business AE role at an early-stage startup. Bring one sharp story that proves you can create pipeline and close without brand or machine. Frame it like a founder pitch: clear, scrappy, specific. Use scene, hunt, process, product reality, results, and adaptability.
Jay Green
Nov 52 min read
Run Roleplays with Account Executive Candidates That Reveal Startup-Ready Talent
Most startups don’t need polish, they need proof. Use roleplays that have candidates sell what they already sell. You’ll see how they think, communicate, adapt, and stay coachable in a real buyer scenario.
Jay Green
Sep 103 min read
Pitching Your Startup to Candidates: What Founders Get Wrong
Pitch your startup to candidates like you pitch investors. Many founders undersell when hiring their first GTM hires. This guide shows the common mistakes, what a great pitch includes, and how to tailor your message for AEs, player coaches, SDRs, and CSMs so top talent sees upside, ownership, and momentum.
Jay Green
Sep 33 min read
Tonality, Pace, and Presence in SaaS Sales Interviews
Sales interview tone and pace can make or break the offer. Use this guide to control your delivery, apply strategic pauses, and project presence. Learn which questions deserve slower, more intentional responses, how to practice with prompts, and what to listen for so you sound clear, confident, and ready to win.
Jay Green
Aug 223 min read
How to Pitch You: Crafting a Strong Sales Interview Opener
Sales interview opener that lands fast. Use a tight, relevant intro that shows who you are, why the company should care, and invites the next question. This guide breaks down the “Now, Back, Next” structure, gives examples, and shows how to tailor your pitch to ICP, deal size, and responsibilities so you start strong.
Jay Green
Aug 223 min read
Storyselling in Sales Interviews: How SaaS AEs Sell the Best Product They Have...Themselves
Storyselling in interviews helps you prove fit, not just list achievements. Use three sharp stories, structure them with CERO, avoid clichés, and tailor your narrative to the company’s motion. This guide shows how to demonstrate process, reveal how you think, and signal coachability so hiring teams see clear evidence you can win in their environment.
Jay Green
Aug 223 min read
How to Ask Smart Questions in a Sales Interview
Smart questions in a sales interview help you stand out and qualify the role. Use this guide to ask targeted questions about quota, ICP, sales process, leadership, customers, and support so you know exactly what you are joining and signal that you think like a revenue owner.
Jay Green
Aug 224 min read
How to Ace the SaaS Sales Interview (and What to Expect)
SaaS sales interview prep that helps you stand out. Know each interview stage, nail discovery and roleplays, handle objections with confidence, and ask smart questions that prove you are ready to carry quota. Use this guide to prepare like a pro and turn interviews into offers.
Jay Green
Aug 224 min read
Read the Room: How to Actually Qualify a Manager (During the Interview)
Qualify a manager during your sales interview, not just the role. This guide shows what real signals to look for...green flags, red flags, and smart questions...to help you evaluate your future manager's style, support, and impact. Don’t leave your career to chance...ask the right questions before you commit.
Jay Green
Aug 222 min read
How to Evaluate a Startup’s Stability (Before You Join)
Evaluate startup stability before signing on. Use this guide to vet early-stage companies on funding, leadership, revenue, customer validation, and team health. Learn smart questions to ask and red flags to avoid, so you invest your time in a startup that can scale...without blind spots.
Jay Green
Aug 224 min read
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