The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 6: Phone Presence in Job Interviews


What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.

Hey everybody, it's Sam Jacobs.Welcome to two thousand and nineteen. If you're listening to this, it shouldbe January eleven. I hope that it is, which is, I guess, the first full week of work in two thousand and nineteen and it's goingto be a wild year. It's going to be a great year. Now, this is Friday fundamentals. I'm Sam Jacobs, your host. I amthe founder of the revenue collective, where the fastest growing advocacy group for commercialexecutives in the world. We're live in New York, London, Denver,Toronto, Amsterdam and Boston and we're going to be expanding really dramatically over thecourse of two thousand and nineteen. So if you want to learn more aboutthe revenue collective, just message me on Linkedin. Friday fundamentals is also broughtto you by outreach. Outreach triples the productivity of sales teams and empowers themto drive predictable and measurable revenue growth by prioritizing the right activities and scaling customerengagement with intelligent automation. Outreach makes customer...

...facing teams more effective and improves visibilityinto what really drives results. Now one of the things we want to talkto you about. Coming up in March, outreaches launching a really, really excitingconference. It's called at leash, two thousand and nineteen and it's thesales engagement conference. Now, this is going to be the definitive great newsales engagement conference and it will take place March ten through twelve in San Diego. So listeners of the POD, if you're out there listening right now,you get a hundred dollars off your ticket simply by entering the Code Shpod,that is sh pod. So if you want to go to unleash and andthere's a there's going to be an incredible line of a speakers. Of courseI will be one of the speakers. So if you want to meet mein person, that's a possibility. Hop over to unleash dot outreach dot ioh, so that that website is unleashed dot outreach dot ioh and use the codesh pod to save a hundred dollars off your ticket. It's going to beamazing. And now Friday. Fundamentals.

What are we talking about today?Here's what we're talking about. We're talking about generally phone presence, and specificallyphone presence in the course of a job interview. Now all of us areout there looking at an employment market. I think you know the unemployment ratesat three point nine percent or the job was right whatever. However, thegovernment is telling us to to sort of specify and articulate that number. Butthe point is a lot of companies are hiring and a lot of companies arehiring for sales positions and marketing position and I personally, when I was buildingan SDR team, we called it MDR, over the course of two thousand andeighteen I was doing a lot of phone interviews and so I encountered boththe good and the bad of candidates out there, particularly for us Dr Positions, but really for any kind of position, and I'll tell you so. Hereare some very actionable tips. But this applies to all business phone conversations. All business phone conversations will require a few things. One of the thingsthey require is your energy and your presence.

So what that means is number oftimes I would call the candidate and the person would answer the phone belowand you can sort of hear the the energy in my voice. Hullo,and it's really weird. It's not good when a job hiring manager or somebodycompany is trying to figure out if you're going to be the right person fora sales position, a sales position that's the position where you spend a goodamount of your time on the phone anyway, and you answer basically like you wentout partied last night, got really wasted and you're super hungover and nowyou're picking up the phone. That doesn't work. So don't do that.Also, don't do, if you can at all avoid this, don't doa phone screen and a crowded coffee shop where you have, you know,you're using your are pods or something like that and your Bluetooth headphones are cuttingin and out and there's noise in the background and I can't hear what you'resaying or the job manager can't hear what you're saying. And again, ifthis this is also true of the course...

...of a prospect. But don't dothat. Give the impression to the hiring manager on the phone screen that youcare and that you've got energy and that you're excited to be on that phoneconversation. So what are we going to do when you've got any kind ofphone conversation, but particularly when it's a job interview, you're going to answerhi, this is Sam Jacobs from the revenue collective. You know, firstof all you're going to say that at a minimum and and hopefully you're goingto say how are you today, etc. So the point is bring a littlebit of energy and bring a little bit of preparation so that when youwhen they call you, you don't say below, but you say hi,this is Sam Jacobs, or obviously you would insert your own name. Don'tuse my name, but that is what we're trying to do and also tryto find, obviously, a phone booth or, you know, a meaningin a conference, from a private room where it's quiet and you can conveythat you've prepared, that you're ready, that it's quiet and that you're somebodythat speaks well on the phone. So just remember when you answer the phone, say hi, this is say your... If you're in sales andthis isn't a job interview, translate this to saying it's your name and whatcompany you're calling from or what company represent. Hi, this is Sam Jacobs fromthe revenue collective. How are you? How can I help you today?Etcetera, etcetera. Just bring a little bit of energy and then,of course, try to do a little bit of research on who that personis that's calling you so that in that phone conversation you can reference who theyare, their background, a little bit about the company. That's basic onehundred and one stuff. But it seems to me that basic one hundred twostuff is just answering the phone with a little bit of energy and a littlebit with a little bit of presents. So just do that. Do thatbecause it's professional and because you don't want to give the impression that you don'tcare. Even if you don't care, then don't take the call in thefirst place. But if you're sort of middling about it, at least giveyourself the best possible opportunity by bringing some Oomph, by bringing some passion,by bringing some some zealousness to the phone conversation. Again, all we're reallylooking for is high, this is my name, and then if it's aif it's a cold call and or somebody's...

...calling you back, Reference Your Company. But if it's a job interview, high, this is my name,how are you today, etcetera, etc. Fairly straightforward, but we spent sixminutes talking about it. This has been Friday fundamental, thanks to oursponsor outreach. We will talk to you next time.

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