Research the products and services the company is selling, to whom it sells, where it stands in the marketplace, and how its sales have been trending, advises Jill Konrath, author of SNAP Selling and Selling to Big Companies. “Just like prepping for a conventional sales call, get online and turn over every possible stone in learning about the company,” adds Art Sobczak, President of BusinessByPhone.com, who recommends making calls to the company before and after the interview. “The best place [to call] is the sales department,” he suggests. “Talk to people who are already in the position. Be upfront about your intentions. Learn about how they sell, what it's like to work there, training, challenges they are facing, initiatives for the short- and long-term, and ask about their hiring process. The bottom line is that you're looking for needs you can fill, problems you can solve, or any value you could add to the organization.”
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