Presented by: David Kahl, Managing Partner, ValueSelling Associates
          Many job candidates think they must put on a show for the interview process. But often, candidates talk about things that are not important or relevant to the interviewer or the organization. Candidates must of course talk about themselves. But by first gaining a better understanding of the challenges faced by the organization and what they are looking for in a potential hire, candidates will be able to effectively sell themselves as the solution. This “discovery model” is used by the most successful sales professionals and it can help candidates improve their chance of having a great interview - and getting that job offer!
During this session you'll learn:

• How to research insights about the company and their key business challenges;
• How to effectively "kick-off" the meeting and establish your personal credibility;
• How to get the interviewer talking about their organization, the issues they face and what they're looking for in the ideal candidate;
• How to close the interview and determine the next steps in the process;
• How to write a follow up that concisely captures the key discussion points and the process moving forward.

David Kahl, Managing Partner of ValueSelling Assoicates, is a sales and marketing veteran with over 25 years of experience as a contributor, manager and executive. His extensive experience and education enable him to identify the unique needs of each client and customize a solution that addresses their specific issues, regardless of industry or location. His client engagements span North America, Europe, Australia and Asia. Previously, he was Vice President of Sales and Marketing at Parlano, Inc., an enterprise software firm specializing in real-time collaboration.
Kahl also spent 13 years at Gartner, Inc., in sales, sales leadership and analytical roles, where he spearheaded the opening of Gartner’s Chicago office. He earned a MA in management from the J.L. Kellogg Graduate School of Management at Northwestern University. He also holds undergraduate and graduate degrees from Clark University in Worcester, Massachusetts.