IBM Sales interview questions

Very detailed and spread over multiple weeks. Had to speak with multiple people in multiple capacities. Had to make multiple inquiries to make sure the process was still moving forward. Culminated in an onsite interview on the East Coast

I came prepared with a 30-60-90 day plan that outlined how I would ramp up in a new territory. This including all possible penetration angles, including 1) Networking, 2) Inside Sales, 3) Cross Sell into install base, and 4) Provocative Executive Pitches for the Tier 1 "whitespace" accounts. I also researched the top accounts in the patch and developed a tactical plan to build awareness/interest/sponsorship at different levels of the org chart to schedule an executive meeting by the end of 90 days. Lastly, I rehearsed an elevator pitch for the various roles that would be involved in the sales process, with different pain points and compelling reason to act for each.