Cyber Go-To-Market Talk | Cybersecurity B2B Sales, Marketing & Revenue Growth · Doubling a Sales Team in 2 Months Without Dropping Standards | Lauren Lynch, Cyber Sales Leader
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During interviews, pause for 3-4 seconds after mentioning a challenge (e.g., pipeline generation) to see if the candidate asks follow-up questions
“I have this framework called pause, perceive, proceed... pause long enough to regulate my own emotions... perceive... ask ourselves some questions... then proceeding, which is, you know, having the conversation”
“If nothing was really happening, I would ask a question to see what they would say... I would chime in from off camera.”
“He gave remarks, then called on people to give their opinion, asked follow-up questions, and led breakout sessions.”
“I specifically say interview because for some reason, when you tell the AI to interview you, it goes a lot deeper and asks really pinpointed questions.”
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