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.”

Don’t miss out on our previous episodes and watch out for the next ones!

• E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson
• E115 Part 2 - THE “C” IN ICP: How to Approach C-Level Buyers Differently with Mark Stephenson

Find out more about Mark Stephenson in the links below:

• LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/
• Evisort: https://www.evisort.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Trender.ai: https://www.trender.ai/