E115 Part 3 - TAG IT, FLAG IT: Selection Methods for New Talent and ICPs with Mark Stephenson
Mark Stephenson is back for one last round with Randy in this latest episode of Tech Sales Insights. In today’s discussion, Mark talks about different ICPs in different industries, tips for sales leaders looking to hire new talent, the flag method of candidates, and finding the best customers by looking at who needs your product the most. Stay tuned until the end to learn the best from Mark.
INSIGHTS OF THE DAY
MARK: A SALES LEADER’S ROLE IN HIRING
“The key is not HR, but the sales leader should define what the spec is for an AE or a BDR. Anybody who's a sales leader anywhere in their role, not HR, you need to define the spec that you're going for. If you don't do it in granular detail, then you're gonna get hornswoggled by somebody that's a fast talker that you like that is outside of your spec, classic blunder in hiring.”
MARK: HIGHEST NEED, BEST CUSTOMER
“You want to focus on customers that have the highest need for what you have, that they're going to be able to adopt and expand with you, and you could build a great business around it.”
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