iancho dimitrov linkedin.com/in/iancho · • cv • linkedin profile • motivation letters->...
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Iancho Dimitrovlinkedin.com/in/iancho
TestCon Europe 2019, Vilnius October 17th, 2019
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2TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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3TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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4TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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5TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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6TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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7TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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8TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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9TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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10TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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slido.com | testcon2019 | Hall 2
11TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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12TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Any experience in sales?
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13TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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slido.com | testcon2019 | Hall 2
14TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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15TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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16
• convince
• make a motivated proposal
• negotiate effectively
How do you define success?
TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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17TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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18TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
QA Expert's Work QA Expert's Career (IT) Sales
introduce automated testing new job @ a new company start-up
start using a new tool promotion to a new role your own company
implement a process change switch to a PM/AM role pre-sales engagements
justify team size increase speak at conferences :)
convince developers to…
![Page 19: Iancho Dimitrov linkedin.com/in/iancho · • CV • LinkedIn profile • Motivation letters-> make them convenient to use and well structured. slido.com | testcon2019 | Hall 2 TestCon](https://reader034.vdocuments.us/reader034/viewer/2022042220/5ec6de532dfa263589407eed/html5/thumbnails/19.jpg)
slido.com | testcon2019 | Hall 2
19TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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20TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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21TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• Look for win-win cases and fits
• Focus on client’s end results - and not on you or your product/service
• Be 100% committed to delivering client’s success
• Don’t go for the deal at all costs, ever
22TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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23TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• know in detail and believe in what you sell
• be an expert in successfully delivering value through your product/service
(hardly anyone buys your product/service for the sake of having it)
24TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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25TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• everybody has their own unique agenda and perspective
• understand their business priorities(not buying priorities)
• try to eliminate assumptions
• look for common context
26TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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27TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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28TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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29TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• Well done is better than well said
• Achievements vs. just experience
• Referenceable examples
• Data and facts vs. claims/opinions
30TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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31TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• don’t lie and be 100% precise in what you claim – be able to get into details
• do discuss risks and potential problems
• don’t always agree with the client
• always do the right thing, even when “no one is watching you”
32TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• know who will be listening/reading – their priorities, what they do and don’t understand, etc.
• manage expectations during the process - be there for them
• make it easy for them in their next steps internally – with the right information in the right format
33TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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• Comprehensible and audience tailored
• Structure and format
• Executive summaries / diagrams / etc.
• Present effectively
• Anticipate questions – and be prepared with answers
34TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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2. Pricing and what you get – aim reasonably high
– Analyze what value your client gets from you
– Be ready to negotiate and adapt
– Research and have an eye on the competition
35TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
1. Get a thrill from what you do / your company does
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#1 Don’t Sell (consult and “be the pig”)
#2 Be a Sales expert
#3 Context and perspective – mind the gap
#4 Third-party validation, examples, facts, data
#5 Fairness, integrity
#6 Stakeholders, decision-making process
#7 Deliver effective content
36TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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37
Yes ---> pleasе raise your hand
No ---> stand still ☺
TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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slido.com | testcon2019 | Hall 2
38TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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39TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
QA Expert's Work QA Expert's Career (IT) Sales
introduce automated testing new job @ a new company start-up
start using a new tool promotion to a new role your own company
implement a process change switch to a PM/AM role pre-sales engagements
justify team size increase speak at conferences :)
convince developers to…
![Page 40: Iancho Dimitrov linkedin.com/in/iancho · • CV • LinkedIn profile • Motivation letters-> make them convenient to use and well structured. slido.com | testcon2019 | Hall 2 TestCon](https://reader034.vdocuments.us/reader034/viewer/2022042220/5ec6de532dfa263589407eed/html5/thumbnails/40.jpg)
40TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• win-win: solve the team's "pain" while achieving project goals
• consult from the very beginning
• understand concerns - and calibrateyour plan and proposal accordingly
• invest in initial research & analysis
• take your part of the initial risk
• start small – phased approach
• win-win: discuss and understand the company and team goals
• evaluate and discuss IF and howyou could be a good fit
• show you understand the risk the company takes - and be ready to take your part in it (e.g. trial period at much smaller salary)
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41TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• know the “what”
• know the “how”
• know the “who”
• have a plan (phased)
• know well any tooling that will be used
• do your analysis – on:
o the specific role
o the big picture
and articulate clearly how with your skills you THINK could add value
• strive to be proficient in the technical and process areas of interest to them
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42TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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43TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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44TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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45TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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46TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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47TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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48TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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49TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• talk their language
• how much it will cost – to setup and to operate
• what would be the tangible benefits
o man-days work saved per Sprint
o shortened time to market
• other factors – high-prio releases ahead, tight deadlines, etc.
• verify all assumptions you might have for you being a good fit
• ask questions during the interviews - esp. in the beginning – so you understand the context better and tailor your answers to it
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50TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• reference – a team in your company is doing it, or you did it in the past?
• external research data (not tool vendor’s materials) – for similar context?
• quantify both benefits and costs
• commit to and track metrics/KPIs
• references
• public code / articles / portfolios
• conferences
• when asked about a skill:
o share experience with examples
o talk about achievements
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51TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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52TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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53TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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54TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• analyze and discuss risks – and have a plan for managing them
• don't exaggerate expected benefits
• don't understate needed efforts and costs
• provide full transparency – through regular progress updates
• don't exaggerate neither skills, nor experience
• “not really, but…”
• be 100% professional:
o re: past employers
o re: confidential data
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55TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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Sprint 1 Sprint 2 Sprint 3 Sprint 4
Effort Distribution (%)
New Tests Impl. Results Analysis Maintenance Framework Enhancements
Sprint TA Scope DONE
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56TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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57TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• find out about:
o Decision Makers and Influencers
o what is the process (approvals, int. discussions...)
and focus on addressing each of them
• “win” them one by one in advance – ask for opinions (“don’t sell”)
• find out about:
o Hiring Manager(s)
o HR Responsible
o the hiring process steps
• research the people in advance
• be punctual and available “early” for each step in the process
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58TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
Introducing Automated Testing Getting a New Job @ a New Company
• in your proposal/presentation:
o short & long versions
o well structured
o easy to comprehend
o use diagrams
o clearly state what you want to achieve
• CV
• LinkedIn profile
• Motivation letters
-> make them convenient to use and well structured
![Page 59: Iancho Dimitrov linkedin.com/in/iancho · • CV • LinkedIn profile • Motivation letters-> make them convenient to use and well structured. slido.com | testcon2019 | Hall 2 TestCon](https://reader034.vdocuments.us/reader034/viewer/2022042220/5ec6de532dfa263589407eed/html5/thumbnails/59.jpg)
slido.com | testcon2019 | Hall 2
59TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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60TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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Get guidance for learning, get challenged, get coaching
61TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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Shadow your Mentor
62TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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…and vice versa : )
63TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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64TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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65TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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66TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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67TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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68TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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69TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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70
…appetite comes with eating!
TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts
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Iancho Dimitrov
LinkedIn.com/in/iancho
71TestCon Europe 2019, Vilnius – Sales Skillz for QA Experts