REPS Shorts: Seven Clips for Your Next Sales Move
REPS Shorts is a curated collection of seven short video clips covering practical sales topics, from interview preparation and handling rejection to discovery and getting hired. Each clip is paired with a reflection prompt to help sales professionals and first-time reps apply the lessons to their next call or practice session.
This story was produced through MarketScale. See how Business Services teams put it to work with Executive Thought Leadership.
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Key takeaways
Use specific personal examples in sales interviews rather than generic lists of strengths
Ask whether you’re understanding the buyer’s situation or steering every answer to your product
The best way to get hired in sales is not by applying, but by making your interest specific and easier for hiring managers to understand
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Seven clips. Pick the one you need today.
REPS with Hunter Lopatin · The quick-watch collection
Getting ready for an interview? Coming off a rough call? Trying to get better at discovery? Start with the question in front of you. These seven Shorts from Hunter’s REPS channel give you a quick way into the show, with the full conversations linked below when you want more context.
Each link opens the original clip on YouTube. Choose one, watch it, and bring one question to your next practice session.
01 · Preparing for a sales interview?
A multi-billion company president just gave away his sales interview question →
Start here when you want to hear how a sales leader approaches hiring. After watching, think of a real example from your own experience that you could discuss in an interview. Specific experiences give you more to work with than a list of strengths.
02 · Coming off a “no”?
Every “no” made him president of a multi-billion-dollar company →
A quick entry into the show’s conversation about rejection and a career in sales. Your reflection prompt: what can you learn from the last call, and what should you leave behind before the next one?
03 · Behind your number?
Almost fired → president of a multi-billion-dollar company →
The short route into Mike O’Neil’s early-career turnaround. For the fuller story of the 90-day window and the truck-stop breakthrough, read the episode notes linked below. Ask yourself where customer fit deserves another look.
04 · Been told you’d be great at sales?
“You’d be great at sales” is a trap →
A useful starting point for students and first-time reps. After watching, name a skill you can practice this week. Being comfortable with people gives you a starting point; choose the behavior you want to improve next.
05 · Looking for your first sales role?
The only way to get hired in sales (it’s not applying) →
Watch this clip for the show’s take on getting a foot in the door. Reflection prompt: how could you make your interest in a role more specific, better informed, and easier for a hiring manager to understand?
06 · Feeling pressure to get the yes?
Why the best reps don’t care if you buy →
Bring this question to the clip: are you trying to understand the buyer’s situation, or are you steering every answer back toward your product? Use it as a conversation starter with a teammate.
07 · Ready for the coffee-cup challenge?
“Sell me this cup.” Here’s why you’d fail. →
Watch, then try your own version with a colleague. Notice what you ask before you explain the product. Compare your approaches and choose one question to improve.
Go deeper: the full conversations and field notes
- Mike O’Neil: the 90-day turnaround, detailed notes, and timestamped moments →
- Dr. Tim Butler: listening, discovery, and a five-minute practice drill →
- REPS Field Notes #001: the newsletter archive →
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Clip titles are from Hunter Lopatin’s YouTube channel. Reflection prompts are REPS editorial suggestions; they are not quotes or transcript summaries.
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