Better Network: Better Info
Evaluating a Sales Role and Opportunities Part II
Last week, Sam Marelich and I kicked off a 3 part series providing perspectives on how to best evaluate a new sales role, whether you’re on the market or not. If you missed part I, The Hidden Trap of OTE, you can check it out here.
Today, we’ll dive into how networking can provide you with not only better opportunities, but BETTER INFO. Sam has provided a TON of FREE content from his course, including resume templates and videos on how to work with external recruiters.
As a quick reminder, if you’re interested in purchasing the course, Sam has provided all Hacking Sales subscribers a limited time offer of 50% off with the promo code “HACKING” expiring next Sunday, November 17th.
In any sales call you conduct as an AE, you’re ultimately selling a product. In the case of jobs or new sales roles, you’re essentially doing the same thing.
During the interview you’re selling a product, and that product is YOU. A few things we’ll cover today:
Setting up your positioning: The easiest resume template you’ll ever use
How to network with your direct and cold connections
How to work with external recruiters
Setting up your Positioning: The Easiest Resume Template You’ll Ever Use
Your resume is marketing tool. Use it that way. The biggest mistakes we often see with candidates is:
a lengthy resume with a historical reference of your career
A resume that says a lot while saying nothing (ie no objective data for business KPI’s)
You can use this FREE Resume Template that Sam has provided as a starting point to craft a solid resume. It’s a great template that gets to the basics of objective accomplishments, ie logos, quota attainment, average order value, and other brags. I use this framework in my resume as well - it works.
As stated, the resume is a marketing tool. When you’re looking for and evaluating AE roles you need to understand how you can best tailor yourself to the role based on your experience and if you’re going to be successful.
The best way to do that?
Networking.
How to Network with Your Direct and Cold Connections
When you are doing research into companies, it’s key that you identify people who are second connections to people you know, or are on the sales team you’re looking to get hired for. The goal here again is to get information. You’re trying to understand if this is a fit for you and if you’ll be successful in that role.
If I had to start from scratch, I’d set up a list with the following to see if they were connected to my target companies:
direct or second connections
alumni/alma mater
industry groups/associations (paid or unpaid)
previous customers
Direct Connections/2nd connections
If you have a list of direct and second connections that you know well - ask for an introduction to target contact/company. If they’re at the target comapny, ask to learn more via zoom/call. If you don’t know them well but they’re connected to target contact, it’s fine to cold email that target contact and reference your relationship.
I’ve taken the approach of cold emailing/cold LI messaging both hiring managers along with AE’s on the team. My suggestion is to start with AE’s.
Why?
They get bonuses for referrals, so they’ll gladly spend 30 minutes with you. They also have NO incentive to sell you on the role.
Use the list above to get as much “warm” leads as you can.
Do this preferably on a cadence ie when you don’t need something. Every few months is fine. Keep your contacts warm so its not you always reaching out when you need something.
Not a second connection, reaching out cold
In this scenario, craft an email to said AE/hiring manager with reasons why you’d be a good candidate along with why you’re interested and a strong CTA, ie time to meet or share more.
The main point of the email is to simply get across:
Familiarity and reason for reaching out (show you’ve done your research)
Why you’re reaching out (probably about industry or open role)
Why you think you’d be a good fit (in a sentence)
CTA - call, resource, etc.
Set up a campaign, but most importantly, FOLLOW UP. We’re in sales, so, do the thing.
Now, after you’ve nailed down how to market yourself, as well as network, you’ll need to master how to position yourself with recruiters and work with them .
How to work with external recruiters
Here’s some a video from Sam’s course, showing you how to best manage networking with external recruiters and positioning yourself.
It’s broken out into 4 parts:
We are paid by the client and want to keep them happy (0:00 - 4:09)
The best tine to work with a recruiter (4:10 - 5:27)
The brutal math of being an applicant (5:27 - 8:52)
How to best use a recruiter (for your own ends) (8:52 - 9:51)
Next week, we’ll talk through how to have continued your success in your role and potential open opportunities.
Resources for reference:
Check out Sam’s newsletter here - it’s once a week and aimed at hiring managers (but reps can learn a lot too).
Finally, remember to use the promo code “HACKING” at checkout for 50% ( off if you end up purchasing Sam’s Course (Expiring November 17th).
As always, thanks for reading and see you all next week. If you have any questions or thoughts, shoot me a DM or email andrew@hackingsales.xyz.
See you all next week.
-Andrew K
PS - if you liked this article, feel free to give a “like”, “comment”, or “share” with your network.