Hacking Your Way into Tech Sales with Luís Henrique
welcome to the tech sales funnels podcast where we dive deep and answer the ultimate question how did you hack into Tech sales each week we bring you inspiring stories proven strategies and Insider tips from Top performers who crack the code to break into Tech sales and Thrive whether you're just starting out making a career pivot or ready to level up this is your go-to space for actionable advice and real world success stories let's crack the code together because hacking into Tech sales isn't Just a Dream It's your next move now with your host the founder of tech sales funnels and the tech sales hacker himself davidon to Silva hello everyone welcome to the tech sales funnels podcast I'm super excited today I'm bringing a friend uh his name is El Luise he's actually from Brazil as well I'm from Brazil so super excited he works for Google he has an amazing career in Tech sales and today he's going to review and he's going to tell us a little bit more of how he transitioned to Tech sales and I'm super excited to hear his story I actually never heard of you know his original story and uh I just met him a few few weeks ago here in Dallas but super excited to have him teach you and maybe he can talk a little bit more about Google how you can transl you to Google so welcome I'm going to welcome here right now hello hello welcome how you doing Exel podcast today thank you thank you for the invitation and I was just I was just telling everyone that you you are also from Brazil so we're both yeah Brazilian tax speaking English we could be doing this in Portuguese no it's okay don't worry about it but so this message goes you know even further and more people can hear well let's just go ahead and do in English thank you so much for joining today I'm super excited um I actually never heard your original story and how you you made your way into you know into Google but I know Google is a dream of many or you know many people I I dream working for Google yeah of course for Google never never would you hack into Google before but um let's hear a little bit more about you who you are first just a quick introduction and then we're going to dive into the question of this podcast which is how did you hack to Tech sales right so welcome again and thank you okay great so thank you thank you again for the invitation so it's very excited to be here so it's a great pleasure to to be invited to talk about it so uh to be honest with you I never managed to talk to talk or to to work with Google or to talk about my career at Google but I I began this journey in Tech sales when I was uh 22 23 years old I had a chance to to work in in a z-rock representative it's a kind of a branch of Z Rock so I began my journey 16 17 years ago and it was crazy because before joined this position in sales for Tech I was working on business uh doing some kind of off job just organizing documents doing different kind of things and I was looking for a new job and I received an invitation to participate in a process uh to work with sales uh selling products from Z Rock so it was crazy because for me I was a kind of good communicator but I never managed to talk about sales or say or sell something for somebody and I began this journey as as this journey as I told like 70 years ago it was good for me and I was in zro for five years and after that I migrated to another uh companies and I had a chance to work with it with software with infrastructure with uh Hardware different kind of Technologies like as I told as 16 years ago 70 years ago the technology space it was completely different from today but it was a great uh opportunity to to understand how the things Works around sales around Tech around how to sell how to to convince people or how to persuade them to sell to to buy something so it was good for me and I I worked for different companies for a for a long time and almost for years ago I to to short my history and I received an invitation to participate in a process for Google and it was it was incredible because in in my in my opinion I wasn't deserving this opportunity because I think okay maybe they are wrong about my profile they are lost on their research for guy the right people to sell something and of course so it was crazy to talk about this because I was invited for a process for Dan and I I I took it the first interview with the HR lady and after the interview I told her maybe I'm not the right guy for you maybe I have some friends to indicate to you and she said why are you thinking this and I said oh maybe I I'm not the right guy in terms of background in terms of what are you looking for and he said okay I want to talk with your friends and I I sent to her some two or three indicates other guys and she talk it she she she she talked to then and after one or two days she she came back to me and she said your friends is great they are amazing but I really love it to talk to you he said are you sure that you are not the right guy and I was thinking maybe I'm the right guy I don't know maybe it's a kind of uh syndrome impostor syndrome I don't know right away yeah but it was good because I I was really uh excited about this opportunity ER at this time I was looking a new opportunity um three years and a half ago and I was at tibo tiico it's a kind of an amazing company an American company uh selling analytics and data and AI products for tiico for two years I was a sales director there but the company it wasn't so good in Brazil or Latin America company hasn't has a lot of changes and uh some changing their structure and I was for a new opportunity all of my friends in the beginning of the journey journey of Tibu was leaving the company and I was there like alone may maybe I should to to to begin a a a research or looking for and I talked with different kind of companies and hiring managers and it was good because because I was really excited with this uh products and solutions for Google and currently as I as you told so I me working for Google right now I'm selling the data analytics products for Google cloud and IED in this journey three years ago three years and a half ago so it's it's incredible for me because I really loved Google The Cure of Google it's amazing but this is I landed on on on Tech on sales it was a kind of surprise for me because I really love it to work with sales but it's a kind of my it's a kind of uh part of my life right now it's a it's my my my blood right now it's sales or to Sal something for someone so this is part of my my life right now wow I I you Tred to summarize the 16 years of he saids 16 years of your life yeah that's amazing we can we can dive in so many directions here I heard so many things that I like I'm probably going to forget but you you you talked about I'm pretty sure people want to hear more about this like you talked about being invited by Google which is like oh my gosh how do you get to the position that you get invited right by a recruiter that's something that we can dive deeper you talked about how you first started and you started in sales that was not even Tech sales right and then you eventually start learning technology and you and you transition to Tex sales you talked about how you were naturally talking to hiring managers and talking to people networking which is another strategy of being introduced to Tech sales I love that just dive right right into the question that we want to answer let's go back now to that day okay I know you're very humble and uh you thought that that that role wasn't for you but um how did she find you was that she reached out via LinkedIn or was like an email a phone call Great Rel started with Google they found me around LinkedIn and to be hon I I never had afraid to connect different people or to connect everyone or I was very comfortable to connect with people to be honest I'm not uh the best networker guys sometimes I'm just sending invitation to connect to everyone and to be in their Network for example and sometimes I don't know the PE the right people but I'm connected with them I know who who they are what they are looking for or for example I know all of the directors of Google for example maybe I don't know then but I know who is and who who they are for example I think this is really important where they find me where they found me it was great because they said oh we have some friends in common and I was looking for your name at Google and I figure out that you have some uh indications or some friends that uh indicated you for Google some years ago maybe you can talk more about this and what where they found me to be honest uh they found me because of my profile LinkedIn and found me yeah they found me because of my posts or my connections or my completed uh profile for example and I I never give up regarding to post a lot on link or to connect with people today I have more than 20,000 people on my network on LinkedIn this is amazing because sometimes I don't know the people I don't know who are who are looking for a new guy but I maybe 90 90% of the time I will be connected with these people through someone or I will be connected with another person with this person I don't know so but this is not a problem for me to connect with another person and to connect with a lot of people in different companies because I don't know the day tomorrow so I need to be connected to everyone and this is working for me very well and to be honest H when I was looking for at TB qu and I was looking for a new position H before to go to Google all of my friends were leaving tiico to going through amazing companies like Salesforce or Microsoft and I was thinking what's happening to me because they are not looking for me and where when when Google found me I thinking okay maybe I'm doing the right things right here at Linkin so it was amazing for me and to be honest uh uh there were um an opening position and they contacted me I did all of my interviews in three weeks and from first day of they contacted me until the I received an offer from then it took like 20 days so it was incredible wow amazing it's not a normal time because the normal path at go at Google not even for uh sales positions H at least one two months in normally away but on my case just took it three weeks for example from the first Contact until the job offer so amazing for me but to be honest all of my interviews it was a kind of for me it was a tough interview but I think most of my process it was connected with my preparation I was prepared for the interviews because I was doing my homework what they are looking for what they want to hear what they are looking on for this position what's important for them what's important for Google in terms of culture for example what is important in a process for Google what is important to know about Google internal process for all of this for me worked very well but I think it was a kind of homework that I was uh preparing doing my journey sales for example and looking for go also no I love it so listen everyone everyone who's listening to this right now he just dropped like two big bums over there that is going to help you to hack into Tech sales first you have to be active on LinkedIn I tell everyone like LinkedIn is the number one networking too and he he he he had his profile and he was active posting uh actively connecting with people it doesn't matter who you know you don't have to be buddy buddies and best friends with people but he can connect uh because of that he became a magnet to to Opportunities right and I'm pretty sure now that he works for Google I guarantee you that every other week someone reached out to him offering something or or some sort of a connection or opportunities because he's active right yeah and then second he didn't take that for granted he's like oh they're coming for me me I'm going to just go jump on interview and it's going to be cool now he prepared for it he did his homework he researched and he didn't want to let the opportunity go so he was ready so hey um I know he's being super humble here but you know have your LinkedIn ready strong right make the connections be active and opportun going to come to you and then when they come to you be ready to interview yeah now um so you mention about your interview process it took about three weeks so you talked to the recruiter uh who else did you talk with in order to get the interview with Google how was the the the two weeks the interview process that was like a sales page you had to give or you just talk to the hiring manager how usually is Google I I pretty sure people want to understand yeah I know your kid was very unusual but what usually happens when people want to work for Google's house Google CL great question so depends of the position that you are interviewing for Google so could be uh um tech tech or Tech sales for example Tech or non Tech depends of the position that you are looking for on my case it was non Tech as non Tech process it was completely different because you don't have the technical or hard technical skills or technical interviews for example my case at Google so I joined the interviews to be honest I did three interviews that main three interviews in the same day for example with three interviewers all of them are sales manager or a a sales director and the hiring manager it was my direct manager in the in the future for example but all of them it was uh sales managers and each of them did a different kind of interviews for example the first one it was more connected with problem solving more connect with my ability uh to solve sales problems or how to answer a customer request or how to solve some kind of problem with a contract that you are dealing so I don't know so those kind of questions so this is really important about the Google process for me they are not a mystery they are there is no secret about this there's a lot of videos on YouTube talking about this process for Tech or non Jack and the first interview it was more connected about problem solving and my ability to be persuasive to to to solve some problems that we have or challenges that we have on sales on field on the field for example and the second one it was more connected about leadership my capacity to lead to to be a leader but not just about leading people or managing people it it was more connected about my capacity not just about solving problem but the lead to be a leader in different kind of situations how to be a leader to to transitioning that a company that's sometimes you don't have uh people to support you in a project for example and you need to to to to to leader to be a leader for a huge project and you need to connect people and you need to request for support so those kind of questions they brought to me and they ask they asked me to solve these kind of answers okay how you think about to be a leader on those situations for example and the third one it was with the with my my hiring manager and it was more connected with the the position about the products about the competition about the solutions that I was uh working with it was more connected with with the job description for example okay we are looking for this tell me about a situation that we can work with this that we are looking for maybe you are the right guy show me that you are the right guy for this job description so uh all of these interviews as I told they made in the same day it was insane because I was looking to be prepared for each one of these interviews and they sent me they sent me a a documentation or a kind of one page to to tell me about the different kind of interviews things that I need to be prepared to answer and they sent me and I prepared some pages on my computer to be more prepared for the answers prepared for about the questions and I researched I I researched a lot about these questions or possible questions for example and erh all of these interviews to took just three or four questions no more than that it was like 45 minutes it's a standard for Google interviews theard interviews is5 minutes no more than that sometimes it will take like one hour but then normal it's 40 minutes 45 minutes but they asked me three or four questions and sometimes some follow-up questions and it's as I told it's not a secret but my my my point is be prepared about yourself your results what you did in the past what do you are who you are in in fact who you are tell tell me about your results H be prepared about uh what you think about your career what you did in the past the most project the most important projects that you you work for example all of these things uh it was great for me because I was like tell me telling about my life tell telling about my career it wasn't different it was like tell me about uh mix it between Apple and Orange no there's no questions like this random questions maybe in the past people think about this but there's no questions about this it's tell me about a project that you have this kind of situation tell me about a project that you have some kind of competition tell me about a project that you have some kind of this budget and you are facing some kind of problem regarding price of our products so the normal situations of sales for example for me it work it well H and this is the the summary of the process that I took wow thanks so much for walking through I'm pretty sure people who listening to this right now they want to transition to Google uh remember there's no secrets stuff is available in fact I think Google give questions that they can potentially ask so be open to that and and just prepare as you were talking I was thinking about the both that I saw last week that are from the the Oly Olympian the fastest man I think y on both his name yeah and he's like you know how he ran nine seconds and then he prepared for four years El guy he was prepared it it's sounds like it was only 3 hours of interview um and then he just kind of you know went through it but he was prepared right for many years um not preparing you know technically for Google for many years but he was he was ready for to answer those questions about his life about his experience so have those experiences uh written down very specific results it's super important I I'm not the best of interviewing I'm going to be 100% honest and I have I have to work hard as well to prepare and uh but they are needed they're super powerful because that's how people how you can build trust right quickly and uh thanks so much for walking through that I I know Google is begging to you know googler referrals they call the googlers and and all that and I have been referred by a couple of times by different go googlers friends since you have been with Google have you been able to I just maybe not but have you been able to recommend someone that got actually got hired and uh can you tell a little bit more D how did you help someone to hack into Google yeah so this is an amazing question because to be honest I think in the top 10 guys indicating people for Google right now and I really appreciate those kind of requests because uh working for more than 15 years we have a lot of friends good friends good professionals so sometimes I'm just receiving some kind of U uh referral and it's okay for me it's not a problem the process at Google uh everyone working at Google can herro people to work at Google so of course this is uh counts a lot because we are receiving a lot of hes we are receiving a lot of candidates for amazing positions and some times we are just looking uh amazing people to work for us to work with us and of course I have it's much better than go through as someone that no one doesn't know him for example I don't know so uh to be honest uh I can indicate everyone that I want for different positions different areas different companies of alphabet the holding of Google and uh when I indicate someone this person could apply until three positions per month for example and if this uh indication or this herro ends after 30 days I can reply again or I can I can indicate again I canow again so interesting this is the part of this is part of the process there's no problem but to be honest uh about the hacking process as you asked it so I have some good links that I can send to someone if you are interested on this I have some good links regarding how to be prepared or about how the these questions works and what is the process for Tech what is the process for non Tech what is the process for soft engineering what is the Trap what is the tips there's no traps about it but sometimes you are preparing some way and the way it's completely different the idea here is to give some ideas to avoid some traps that that there exist is in the market for example but I think there's no uh structured wre about the interview but I think there is a good way to be prepared to be interviewed for Google this is what I believe around this okay is there any I know this podcast is about tips and tricks hack and yeah strates is that any secret that you can share today about you know getting a tech sales job at Google um do maybe 9% of the people get recommended or yeah not everyone's like you the recruiter goes and finds you is that any one maybe one tip of secret I oh there's two tips that I want to share the first one is watch the movie The Internship about Google about Google here is at Google I think it's a good tip that I it's really important to understand our cuture what what we think of course everything there everything there it's not of course true but I think it's a good idea that you can have about Google about our cuture but I think the the most important tip about is about googliness people doesn't know what is to be a what is the the what is the real uh mean about to be a googler and think about it what Google believes what it's important for us what is our culture for example it's really important to understand what googliness means and this is the main reason that we are interviewing people and the main reason that we are looking uh for a good candidate it's not just about problem solving or leadership skills or the capacity or ability to to to fulfill the job description but is how this guy can add for us in terms of googliness how this guy can support us in our mission how this guy can work with us and be okay with our cuture what do we think about the life the process the company the project for the future for example so so uh besides of the whole process all of the interviews all of the questions I think it's really important to understand our cuture what do you think about Job space work space I don't know so a lot of these things it's really important very very interesting everyone listening to this gold gold here listen some organizations might be hiring because of your technical skills or your sales skills which is super important for Google you know as you can train and develop and to grow especially a startup who's just starting like they need that Revenue so they need right but Google is looking for googliness and uh that's a cultural fit right there so uh I know you started this whole interview talking about uh Tech uh Tech techy right opportunities non Tech yeah right and in both they're looking for this core idea of googliness and so they in in the all the three interviews or four whatever they going to go through I always have that in the back of your head you know if your Google this is coming out right if you if you're answering the questions uh feing the culture of the organization and especially the bigger that the the organization gets you know the more nichy they can get on that fit right F because there's so many people applying yeah and so many good sellers so many technical people how how how how can you differentiate these people really good hack here everyone listening to this if your dream is working for Google uh you might put on your resume that you your googliness certified or I understand what googliness is I think it's abely I think it's really important to talk about this h on this in your first interview I think go I love it so we're coming out to the 30 minutes time went by we can spend a whole day here talking God but final words for people who are on their fence they're thinking like yeah is Tech cells really for me how has Tech cells changed your life Louis yeah and uh so we can summarize and wrap this up yeah I think it's uh what you L what you're looking for for your future for example so when I was 21 years old 22 23 when I was beginning this journey I was a passionate about people I was passionate about telling to people and communication with people uh I was a kind of uh persuasive guy so all of this uh skills it it is really important for sales uh I think this is a kind of uh soft skills that you need to develop if you are looking to be a sales guy so I think if you are looking for a position in sales or Tech sales I think I think it's really important to be a guy that loves people that loves to talk that loves to talk and other people and to be persuasive and it's really important to have patience it's really important to have uh some kind of uh hard skin to support some problems with the deals with contracts with products and solutions sometimes you are not selling a perfect products for example so uh all of my journey I had a lot of different uh products that I had a chance to to to talk about it so I think it's this is the the point think about what you want if you loves all of these things that we are discussing here I think tax sales could be a great area to develop your career this is my best tip around this thank you thank you so much uh let's close it um again thanks so much herea from Google Cloud sales lead U analytics and Google an amazing organization amazing amazing company has changed the world in in multiple ways highly recommend you to check Google uh follow how do do they find you Alan LinkedIn of course right yeah of course linking all the time send a connection uh and stay connected thanks so much for all the tips and strategies today and we might have to bring you back here man because that was too short thank you so much podcast thank thank you bye-bye thanks for tuning in to the tech sales funnels podcast where we crack the code and uncover the strategies to break into Tech sales if you found value in today's episode don't forget to subscribe leave a review and share it with someone who's ready to hack their way into this exciting career remember hacking into Tech sales isn't just a goal it's a mission let's keep hacking learning and winning together together catch you next time
2025-01-08 20:23
