You might also like [1] Sharon Drew Morgen's Buying Facilitation Its message, "buyers don't know how to buy", helps make sense of some of the controversy in

You might also like [1] Sharon Drew Morgen's Buying Facilitation Its message, "buyers don't know how to buy", helps make sense of some of the controversy in this thread. If you're hiring 100 software engineers, god help you if you don't know how to hire. But if you're hiring your first CFO, say, it's more likely that you "don't know how to hire", and that a commanding (yet polite) interviewee will be helpful. Sharon Drew Morgen emphasizes the process of questioning and the "systemic" nature of the uptake. Again, more relevant for a "big hire" than a dozens per year hire. If you're the first CFO ever hired, especially, it makes sense to help the hiring team think through how the company will adjust to having that new role and whether they've done the necessary groundwork for those adjustments. [2] The Challenger Sale Similar, but with an emphasis on the content. Do your research in advance to figure out how your type of widgets solves specific problems that most of your customers have. The hiring analogue again fits best for "big hires". E.g. "since this is your first CFO, a big part of the job will be to straighten out the ad hoc financial routines that have grown up so far. I have the necessary great financial/accounting skills, but I'm also a great listener/researcher with the people skills to bring people into more constraining routines." [1] https://buyingfacilitation.com/blog/buying-facilitation-new-way-sell-influences-expands-decisions/ https://buyingfacilitation.com/blog/buying-facilitation-new-... [2] https://www.cebglobal.com/insights/challenger-sale.html https://www.cebglobal.com/insights/challenger-sale.html