How to Prepare for a Software Sales Interview (and Stand Out)

Ryan Cavezza
Jun 25
2 min read

Crushing a software sales interview takes more than just having a strong resume. The best candidates approach the process like they would a sales cycle: with thoughtful research, tailored outreach, and clear value messaging.

Here’s a step-by-step guide to prepare—and win.

1. Start with Deep Company Research

Go beyond just reading the "About Us" page. You need to understand how they sell and why customers buy.

Product Understanding: Watch product demos on the company’s website or YouTube channel. Try to identify the core value prop. What pain does it solve? Is it time savings, cost reduction, increased revenue, or efficiency?
Target Audience: Look at the company’s case studies and customer logos. Who are their ideal customers? What job titles do they sell to?
Sales Motion: Are they selling SMB, mid-market, or enterprise? Is it a high-volume transactional sale or a long, complex sales cycle?
Competitor Landscape: Who are their main competitors, and how are they positioning themselves differently?

2. Prep Like You’re Already on the Team

Hiring managers love candidates who act like they already belong.

Build a 30-60-90 Day Plan: Outline what you’d do in your first 90 days. Include sections on how you’d ramp, build pipeline, and generate early wins.
Know Your Numbers: Be ready to speak confidently about past quota attainment, average deal sizes, sales cycles, and any verticals you’ve succeeded in.
Tailor Your Talking Points: Prepare examples that tie directly into how you can help this specific company reach revenue targets or enter new markets.

3. Send a Pre-Interview Email (It Works)

This step is often skipped—but it can instantly separate you from other candidates. Here's a sample:

Subject: Before our call tomorrow | [Your Name] Interview Body: Hi [Interviewer’s Name], I'm looking forward to connecting with you at [time in their time zone] to learn more about the opportunity with [their company] and share where I can come in and drive value for the team. I came across this [article, podcast, post, etc.] that I thought aligned really well with [their company]'s value prop. It talks about [short recap of main idea]. Thought you might want to give it a [read or listen]. Here's the link if you want to check it out! Talk soon, [Your Name]

This short and simple email shows initiative and signals that you’re treating the interview like a discovery call.

4. Prepare Smart Questions

Don’t just ask about the culture or day-to-day—dig deeper:

“What’s the top challenge your team is working to solve this quarter?”
“What separates your top reps from the rest?”
“How does leadership define success in the first 90 days?”
“What does pipeline generation look like today, and where’s the biggest opportunity to improve it?”

Final Thoughts

Approach your interview like a sales opportunity. Personalize your outreach, lead with value, and show that you’ve done the work. If you can prove you're a closer before you're even hired, odds are - you will be.