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Recruiting and the Art of the Interview with Frederik Maris

Recruiting and the Art of the Interview with Frederik Maris

Revenue Builders vor 1 Jahr

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9:08

In this short segment of the Revenue Builders Podcast, we revisit
the discussion with Frederik Maris, CRO at Atoss Software SE.
Frederik shares how he interviews, assesses, and hires elite
enterprise sales talent by focusing on EQ, character, and
curiosity over resumes alone. Learn the power of the ICE criteria
and how seasoned leaders spot top performers by blending science,
gut instinct, and situational awareness.

KEY TAKEAWAYS

[00:01:00] The ICE criteria: Intelligence, Character,
Coachability, and Experience—what it means and how to apply it in
hiring

[00:02:00] How “Spin Selling” still applies to modern interviews
and what it reveals about candidates

[00:03:00] Why understanding hiring criteria is a test of a rep’s
customer empathy

[00:04:00] EQ as a deal accelerator—how top reps build champions
both internally and externally

[00:05:00] The role of self-awareness, curiosity, and integrity
in elite salespeople

[00:06:00] How to spot emotional intelligence in subtle cues
during interviews

[00:07:00] Why gut feel, not just metrics, is a critical part of
hiring decisions

[00:08:00] Frederik’s favorite interview question that reveals a
rep’s self-awareness instantly

QUOTES

[00:01:00] "If they don't ask what I'm looking for in this
interview, how are they going to understand what a customer
wants?"

[00:04:00] "EQ is about the ability to build champions—internally
and externally."

[00:05:00] "I'm looking for people who do what's right for the
customer, the partner, the company—and hopefully, the
world."

[00:06:00] "You can feel EQ—how they interact with the
receptionist, how they carry warmth in a conversation."

[00:08:00] "How do you think you're doing in this interview?"
That one question shows me their self-awareness instantly."

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/training-your-teams-for-complex-enterprise-sales-with-frederik-maris

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Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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