As a seller interviews kind of suck, yeah? There’s so many rules that we’re not taught in school about how to properly navigate the interview process. It's like a game where the rules keep changing, and no one bothers to tell you how to play. 

You're expected to be this perfect, polished version of yourself, but at the same time, they want you to be 'authentic’ — but don’t be too honest because it might come off poorly. Authenticity only counts when you’re like them.

You endure a savage beating of “get fucked by the interview gauntlet”, having to tango with so many people and having to tell the same stories over and over.

Then there’s power dynamics at play. Please kiss my ego with smooches, I have something you want.

Dance for your banana monkey! Dance!

Oh shit, am I the banana now?

Fear not! Ol’ Landon is gonna rizz you up, son! We’re gonna get you that job you deserve. Don’t worry boo, I got you.

Interviews don’t have to suck

I don’t mean to toot my own horn but your boy here is solid at the game. Been doing it for 16+ years. I smash interviews like it’s professionally my job. If there was an Olympic sport for interviewing, I’d be like Michael Phelps, but for getting jobs. I’ve been given offers waaaay out of my hillbilly depth but I credit it to the incalculable degree of fuck ups I’ve had along the way.

And while yes, it’s true interviews are the worst, it turns out that they’re way more formulaic than you’d think. It’s actually pretty dumb how samsies most interviews follow the same structure, at least at the IC level. Once you understand how the game is played, you can reliably predict and anticipate what to expect — which leads to more consistent and favorable experiences.

The game follows universal principles that apply to every sales role since the dawn of man. What I don’t want to do is give you cookie cutter advice that you can Google.

These are:

The Big Question

The primary question the interviewer is asking themselves: "how long will it take before you make me money?”

Understand that this is a simple matter of economics to the business. What is the relationship to ROI you’re contributing to the bottom line. Every company ever is asking this question throughout getting to know you.

​If you present yourself as someone who knows their numbers, comes ready with a game plan, and has a well thought out a process → You will be in the top 10% of interviews they have. Come ready as an undeniable force of nature and you’re propelled to the tippy top of candidates.

And how do demonstrate we are the top 1%

Getting more granular though…

The 8 Strategies

These strategies are designed to protect our dignities while also maintaining strength in the dialogue. 

1. Employ a 'Power' frame

2. Protect Our Dignities

3. Pipeline in Abundance

4. Equal Business Stature

5. Tell Customer Stories

6. Situational Elaboration

7. Tell me more 

8. Call out the bullshit

Employ a 'Power' Frame

The stronger frame controls the conversation and thus the outcome. 

You are a force of a nature, an expert in your field. 

A person of value, you do not chase opportunities. 

Ex: "tell me about yourself", don't talk about your dog. Lead with achievements. 

Ex: if the interview is for 30 minutes and the interviewer spends 25 minutes grilling you "well we have 5 minutes left, what questions do you have". Strong frames will say something like "I have a lot of questions actually that will need more than 5 minutes, do you have a hard stop or should we reschedule?"

This goes hand in hand with protecting your dignity.

Protect Our Dignities

Do not allow yourself to be disrespected. 

We do not dance for bananas. 

We do not convey neediness, only strength. 

If the interview process crosses a line, do not pass go. 

Be firm with your boundaries. 

Keep repeating these words until you believe them.

Pipeline in Abundance

The principle of indifference. 

We become emotionally detached because we always have a pipeline of opportunity. You don’t care about what happens because will always have another job lined up.

Remember, there are many jobs "just like this one". 

If you do not get this job, it is okay, because you are a person of value and there will be many more "just like this one"

Equal Business Stature

Equal Business Stature is the principle that the title does not define the man. We are all equals irrespective of our roles, past or present.

You are to be treated with respect, regardless of the title of the person interviewing. 

Ex: if your interview is scheduled for 30 minutes and the interviewer is late 6 minutes, this is not okay. Do not move forward with the interview. If you were late, would they wait for you? No. No they wouldn't. 

Tell them "To ensure we have a productive interview so that my answers don't feel rushed, I would like to reschedule the interview. Appreciate your understanding"

Tell Customer Stories

Have 5 customer stories in your back pocket at all times. 

Stories stick and weave multiple elements of action vs telling.

Have stories tied to specific customers and deals. These can be things like displacing a competitor, your toughest deal, your worst loss, your best win, how you built a champion, how you deployed cross collaboration, etc. 

But always have these stories ready and rehearse them until you’re blue in the face.

The general theme should be:

1. The setup

2. The conflict

3. The stakes

4. The hero

Might sound like: Worked on one of my most competitive deals in my career. We were fighting hard against our top 3 competitors. We were priced higher..

I was dealing with an “anti sales” director of solution engineering, they didn’t want to be hard sold and only wanted to speak with my SE…

A lot was on the line here. My entire quota leaned on this one deal but the rewards would make it a company best.

So how we won was…

And in the end what happened was…

(This is actually a snippet from a true story I’ll share another time).

Situational Elaboration 

Provide a situational question that allows you to elaborate with a story. 

"In your opinion, where is the fallout happening with our deals"

Followed by:

"In my previous role, we handled that by.."

Ask questions where the gaps are and demonstrate to the interview how you would overcome the gaps with thoughtful execution.

Tell me more

When asked a difficult question, ask for context or the purpose of the question. 

"Before I answer, can you tell me more about…"

Think of it like a discovery. Treat your interview like you would with prospects by challenging their questions or assumptions with your own. 

It helps you gather intelligence so you don’t make assumptions about the type of answer you think they want to hear. I do this especially for technical solution selling.

Call Out the Bullshit

If something sounds off, call it out. 

If the numbers aren't adding up, call it out. 

If the quota doesn’t make sense, call it out.

If the math ain’t mathing, call it out.

If the employer did layoffs but talks about healthy culture — Call. It. Out. 

Lastly, we are fucking inevitable.

Remember, you are worthy.

You will get the job you deserve.

You are a bad motherfucker.

You got this.

Stay savage.

-Landon

If you found this helpful, maybe share it with it a friend?