【科技销售】23岁拿下Google和Amazon的科技销售o

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P1 · 【科技销售】23岁拿下Google和Amazon的科技销售offer p01 中英字幕 (P1)

【科技销售】23岁拿下Google和Amazon的科技销售offer p01 中英字幕 (P1)

发布于 2026-08-04 · 时长 40:26

字幕摘录

时间	英文	中文
0:00	Chase, what's going on, man?	蔡斯,怎么了,伙计?
0:01	Dude, nothing.	哥们 没什么
0:01	I'm excited.	我很兴奋
0:03	It日啰.
0:04	Ready to dive into this.	准备潜入其中。
0:05	Yeah.	对
0:05	Hell yeah.	当然
0:06	For everyone watching, Chase currently works at Amazon.	大家看,蔡斯现在在亚马逊工作。
0:09	Also, when he graduated, got several offers from several companies, not to mention Google as well.	而且,当他毕业时, 得到了几个公司的一些报价, 更不用提谷歌了。
0:14	I wanted to take a chance today for those of you looking at breaking into tech sales and certainly	今天我想为你们中那些 正在研究科技销售的人冒个险 当然

展开字幕全文（880 条）

序号	英文	中文
1	Chase, what's going on, man?	蔡斯,怎么了,伙计?
2	Dude, nothing.	哥们 没什么
3	I'm excited.	我很兴奋
4	It日啰.
5	Ready to dive into this.	准备潜入其中。
6	Yeah.	对
7	Hell yeah.	当然
8	For everyone watching, Chase currently works at Amazon.	大家看,蔡斯现在在亚马逊工作。
9	Also, when he graduated, got several offers from several companies, not to mention Google as well.	而且,当他毕业时, 得到了几个公司的一些报价, 更不用提谷歌了。
10	I wanted to take a chance today for those of you looking at breaking into tech sales and certainly	今天我想为你们中那些 正在研究科技销售的人冒个险 当然
11	gunning for top companies, regardless of your background, really some good insights from the	无论你的背景如何,为顶尖公司开炮, 真正从一些很好的洞察力
12	beginning to the end, even just before applying how you even get yourself attractive to these	从头到尾,甚至在应用之前 你是如何让自己吸引这些
13	companies and we'll continue to break it down.	公司和我们将继续 打破它。
14	Last thing I'd say before I hand it over to you	在交给你之前我最不想说的
15	for your background, just for everyone's reference, we have helped people without degrees get into	对于你的背景,只是大家的参考, 我们帮助人们没有学位进入
16	Amazon.	亚马逊.
17	Chase, I would say on paper has more of a traditional path, but one of the things we were	蔡斯,我想在纸上说, 有更多的传统道路, 但我们曾经是一件事
18	talking about before recording as well is you had, at least on paper, some of the strongest	在录音之前你也有 至少在纸上,一些最强的
19	internships you can have at VMware and then ultimately Amazon.	你可以在VMware进行实习,最后是亚马逊。
20	Just for everyone's reference,	为了大家的利益
21	the reason we wanted to make this podcast is even though he had worked at Amazon, he struggled to	我们想让这个播客的原因 就是尽管他在亚马逊工作过
22	get interviews with other companies as well.	接受其他公司的采访
23	I just want to emphasize, you may listen to this	我只是想强调一下,你可以听这个
24	and think that, hey, I either don't have a degree or I don't have that great of internships.	想想,嘿,我要么没有学位 要么我没有那么好的实习机会。
25	Of	员额
26	course he's getting interviews because he has these internships.	因为他有这些实习
27	That was not the case and	事实并非如此,
28	we're going to break down in a ton of detail all the things that you had to do to ultimately get	我们要详细分解所有你必须做的事
29	an offer at Amazon.	在亚马逊的报价。
30	Chase, man, that was hopefully not too long of an intro, but just share a little	蔡斯,伙计,希望那不会太长 介绍,只是分享一点点
31	bit about your background.	关于你的背景。
32	That was great, man.	太棒了,伙计。
33	Obviously, we'll touch more on that last piece	显然,我们会多接触 最后一部
34	later because that was definitely something I want to talk more about.	以后因为那绝对是我想谈的
35	I, like you said,	就像你说的
36	went the traditional route, came into college as a computer science major, thought I wanted to go	走传统路线,进入大学 计算机科学专业,认为我想去
37	the route of coding and that whole gist of things and quickly realized that I wanted to be in more	编码的路线 以及所有的事情 并很快意识到 我想在更多
38	of a customer-facing role.	扮演客户角色
39	As I'm sure as everyone out there has seen, the buzzword tech sales has	我敢肯定,每个人都看到, 蜂鸣字技术销售有
40	just been thrown around everywhere and I was one of those many people who became very attracted	到处被扔,我是那些 很多人之一 谁变得非常吸引
41	to it.	对它。
42	Early on in college, I remember my freshman, sophomore year, I decided to switch	大学初期,我记得大一,大二,我决定换班
43	majors to management information systems, a little bit more business-facing sort of thing,	主要是管理信息系统, 一点点 更业务化的东西,
44	and then obviously we'll go deeper into it.	然后我们显然会更深入地探讨这个问题。
45	But then I was fortunate enough to get two internships	但后来我幸运地得到两个实习
46	in my college time, both of those actually being in tech sales, which is what led me down the path	在我的大学时代, 这两个实际上都是 在技术销售,
47	of, okay, this is what I want to do for a career.	好吧,这就是我想做的事业。
48	I know this is what I enjoy, what I want to be in	我知道这是我喜欢的,我想加入的
49	for a while and then flash forward to now, I'm fortunate enough to have that job at Amazon AWS	有一阵子,然后闪现到现在, 我很幸运能在亚马逊AWS工作
50	where I'm currently at and it's been a pretty good path and I'm excited to dive deeper into	我目前所处的位置 这条路相当不错 我很高兴能深入到
51	how we got to this point.	我们怎么走到这个地步的
52	Yeah, for sure, man.	是的,当然,伙计。
53	Yeah, so four-year degree management information	是啊,所以四年学位管理信息
54	systems.	系统。
55	Let's talk about one thing I want to, a lot of college students as well, whether it's a	我们来谈谈我想要的一件事, 很多大学生,是不是...
56	full-time job or an internship, you got an intern as a sophomore, which is decently rare, especially	全职工作或实习,你有实习生 作为大二, 这是体面的罕见的,特别是
57	在一个公司 像VMware。
58	So just to note, whether it's an internship or whether it's	所以,只是注意到, 无论这是一个实习,还是它是
59	full-time experience here for maybe that college grad or person that is literally just saying,	在这里的全职经验 也许大学毕业 或个人 字面意思是,
60	hey, I took C++, how do you even interview well, set yourself apart when you literally have no work	嘿,我拿了C++,你如何 甚至面试好, 把自己分开 当你字面上没有工作
61	experience to then go to VMware as an example?	然后去VMware作为例子的经验?
62	Yeah, and that's a good point.	是啊,这是个好主意。
63	And for anyone	对任何人来说
64	listening too, I would almost say that getting an internship as a sophomore in college is probably	听着,我几乎会说 在大学上大二的实习可能
65	harder than getting a full-time offer out of college.	比在大学毕业时获得全职职位更难
66	So if you're thinking, oh, like	所以,如果你在想,哦,喜欢
67	internship in college, that doesn't apply to me, I'm looking for full-time roles.	大学实习,这不适用于我,我在找全职的角色.
68	No, this principle that I went through to getting an internship as a sophomore	不,这个原则,我通过 获得实习作为一个大二
69	is almost something that I would say is harder to do.	几乎是一件我可以说更难做的事情。
70	So all of these apply greatly to even	所以,所有这一切都 大大适用于平
71	outer college, couple of years, even if you're already in the workforce right now.	外科大学,几年, 即使你已经在工作了现在。
72	And honestly,	说实话
73	it's something where everyone thinks that just by you reaching out to these companies and doing	这是每个人都认为 只是通过你接触这些公司和做
74	whatever that- To be specific, that's just like when you say reaching out, is that just submitting	不管怎么样... 具体来说,就像你说的"伸手", 就是只是呈递
75	your application?	你的申请?
76	What do you mean by reaching out?	你说联系是什么意思?
77	Yeah, that's a good question.	是啊,这是一个很好的问题。
78	And so a lot	这么多
79	of people, and this goes for both internships and full-time roles, when people want to get	当人们想得到
80	these internships, full-time jobs, they're applying.	这些实习,全职工作, 他们申请。
81	They think, okay, let me tailor my resume,	他们认为,好吧, 让我裁剪我的简历,
82	let me go through, and they spend hours upon hours making this resume as good as possible.	让我通过, 他们花几个小时的时间 使这个恢复 尽可能好。
83	They think, all right, if I have all the numbers, if I have these really good bullet points and	他们认为,好吧,如果我有所有的数字, 如果我有这些非常好的子弹点和
84	highlight my skills, spend days doing this.	突出我的技巧,花几天时间做这个。
85	They submit that resume, they submit it to one, two,	他们提交简历, 他们提交一,二,
86	three, dozens of these companies, and then they never hear back.	三,几十个这样的公司, 然后他们从来没有听到回。
87	And they think it's a resume	他们认为这是简历
88	problem.	问题。
89	They think it's, oh, I wasn't good enough, I don't have the experience.	他们认为,哦,我不够好,我没有经验。
90	Well, when I was a	嗯,当我是一个
91	college, my only experience was college classes.	我唯一的经验是上大学
92	I didn't have any work experience, and everyone	我没有工作经验,每个人
93	told me, hey, internships are something you get as a junior.	告诉我,嘿,实习是 作为初级。
94	You have more experience built up,	你积累了更多的经验
95	that's the time to do it.	是时候了
96	No sophomores ever get it, especially trying to get a job at one	没有一个大二时得到它, 特别是试图在一个工作
97	of the top cloud computing countries or companies in the country.	或国内顶级云计算国家或公司。
98	And it all comes down to this,	事情就这样发生了
99	and this is the principle that I applied to full-time as well.	这是我适用于全职的原则
100	Every time you submit an	每次你提交一个
101	application without going through a referral or reaching out to someone in that company,	申请时没有经过转介或联系公司人员,
102	you can consider that application basically dead.	您可以认为申请基本上已经失效。
103	The moment you click submit on that website,	当你点击那个网站的提交,
104	that application is done.	申请已经完成。
105	You can think of it as almost lost in the system,	你可以认为它几乎在系统丢失,
106	because you're being shuffled in with thousands of other candidates that are doing the exact same	因为你被打乱了 与成千上万其他候选人 在做同样的事情
107	thing.	东西。
108	And at a granular level, they're not going to interview thousands of people for these roles.	而在颗粒级上,他们不会为这些角色采访数千人.
109	They're going to interview a top select few that have credible sources inside of that company that	他们要采访少数 公司内部有可靠消息的人
110	are vouching for them.	以物配主,
111	So I knew going into it, okay, if I want to work at a company like VMware	所以我知道,如果我想在VMware这样的公司工作
112	that is huge, has a lot of resources, and is a very credible source, I have to try and network	这是巨大的,有很多资源, 而且是一个非常可信的来源, 我必须尝试和网络
113	my way in.	我进去了
114	And I know a lot of people, especially if you're going applying to jobs, you have LinkedIn.	我认识很多人,特别是如果你要申请工作, 你已经有了LinkedIn。
115	That's a great place to start.	那是个好起点
116	And I almost thought of this as a cold outreach approach,	我几乎把这当成一种冷酷的推广方法
117	almost like cold calling, where I would go on LinkedIn, and you find the job that you want.	几乎像冷打, 我在那里会去 LinkedIn, 而你找到你想要的工作。
118	For instance, I want it to be an intern as like an SDR, an SDR intern.	例如,我希望它像特别提款权、特别提款权实习生一样成为实习生。
119	我去过VMware,
120	and I found every single SDR that I could, and I just shot them a message.	我找到所有我能找到的SDR, 我刚刚拍了他们一个消息。
121	Hey, my name is Chase,	嘿,我的名字是蔡斯,你好吗?
122	you know, etc.	你知道吗,等等。
123	I'm in this college, I'm this major.	我在这所大学,我是一个少校。
124	And then this is the part where most people kind	然后这是大部分人喜欢的地方
125	of get lost.	滚开
126	They know to outreach, they know to this.	他们知道拓展, 他们知道这一点。
127	But the biggest thing is, if you're on	但最大的问题是,如果你在
128	the other end of that message, and you have someone reaching out to you, and in your mind,	信息的另一端,你有人 联系你,在你心里,
129	you're thinking, why should I respond to this person?	你在想,我为什么要回应这个人?
130	What is a compelling reason for me to	我为什么要这么做?
131	respond to them?	回应他们?
132	And that's where you have to come in, and you have to provide value.	这就是你必须进来的地方,你必须提供价值。
133	If you just make	如果你只是让
134	the ask of, hey, you know, I want to apply to this internship, can you help me?	我想申请这个实习 你能帮我吗?
135	Well, it's like,	嗯,这就像,
136	okay, why should I help you?	好吧,我为什么要帮你?
137	And that's the part where you have to come in.	这就是你必须进来的部分。
138	And obviously,	显然,
139	if you don't have experience, you just have to show that you're willing to learn.	如果你没有经验,你只需要表明你愿意学习。
140	You want to say,	你想说,
141	hey, I want to come in, I want to learn from you, you know, bolster them up a little bit,	嘿,我想进来,我想学习 从你,你知道, 支撑他们一点点,
142	highlight, hey, I've checked out your page, and you seem like you have great skills.	重点,嘿,我已经检查了你的页面, 你似乎有很好的技能。
143	I love the	我喜欢
144	path you've went down.	你走过的道路。
145	And you do this across x amount of people, someone will respond.	你做这个跨越X数量的人, 有人会回应。
146	I remember	我记得
147	when I got my one at VMware, I sent 180 LinkedIn messages, and 180 LinkedIn messages, six people	当我在VMware收到我的信时,我发送了180条链接信息,180条链接信息 在留言中,6个人
148	responded.	回应。
149	Out of those six people, I met with four of them.	那六个人中,我见了四个人.
150	And out of those four people,	而在这四个人中
151	three of them vouched to give me an offer to get into the company.	他们三个保证会给我一个进入公司的条件
152	Flash forward, 10 interns across	闪亮前进,10名实习生横跨
153	the whole United States, and I'm the only one that is a sophomore.	整个美国, 而我是唯一一个 一个是大二。
154	And, you know, that just goes to	而且,你知道,这只是去
155	show like, hey, and this applies to full time as well.	这也适用于全职
156	I mean, I know I'm talking a lot.	我的意思是,我知道我说话很多。
157	No, no, I just want to highlight too, you know, for those of you on a college career path, like,	不,不,我只是想强调一下,你知道的, 对于你们中那些 在大学的职业生涯,喜欢,
158	I studied engineering as well.	我也学过工程
159	Same exact thing.	同样的事情。
160	Like, it was funny, I did get a co-op as a	就像,这很有趣,我得到了一个合作作为一个
161	sophomore.	二年级。
162	But there was almost this like iron curtain of like, you get a lower tier internship	但几乎有这样的铁幕 像,你得到一个低级的实习
163	as a sophomore.	作为大二。
164	So then you can try and go for like a borderline fang type of company as a junior.	所以,你可以尝试去 像边际 尖牙类型公司作为初级。
165	And so I just want to reemphasize, like, this is what it takes folks in terms of like messaging.	所以我想再次强调一下,比如说, 这需要人们像发短信一样。
166	And that's the other thing I appreciate you spelling out is so many people think like, okay,	还有一件事我很感激你拼写出来 是这么多人想,好吧,
167	I got a message that SDR at the company because Chase said so.	我收到一个消息,SDR在公司 因为大通说。
168	But then they're like, they try	但后来他们像,他们尝试
169	and like sell themselves in like a three paragraph message versus like trying to set it up.	并像卖自己 像一个三段信息 和像试图设置它。
170	So many	这么多
171	nuggets, I'm sure we'll break down with also the Amazon process.	杂碎,我敢肯定,我们会打破 亚马逊进程。
172	But whether you're going	不过你是否要去
173	for an internship or full time, that's like incredible advice, I think like not to be glossed	实习或全职, 这就像令人难以置信的建议, 我认为像不被颂扬
174	over.	结束了。
175	I want to transition to so aside from the internship ins and outs, you have that kind of	我想从实习中转过来 除了实习外 你有那种
176	sticker on the resume, you're starting to go into your junior year, you ultimately do land at AWS.	在简历上贴纸,你开始进入你的大二, 你最终做着陆 在AWS。
177	Maybe if there's anything different about those processes, or like it was it the same process	也许如果这些过程有什么不同, 或者说它是相同的过程
178	messaging a bunch of people just curious if there's any quick nuances to call out?	给一群人发短信,只是好奇 如果有任何快速的细微差别可以召唤出来?
179	Yeah,	对
180	no.	没有
181	And honestly, it was, to my surprise, I will touch on this after for full time.	老实说,我感到惊讶的是,我会在全天候讨论之后再讨论这个问题。
182	But I thought,	但我觉得
183	okay, as a sophomore, I have VMware on my resume, surely, I should be able to go and get an internship,	好吧,作为一个大二, 我有VMware在我的简历, 当然,我应该可以 去得到实习,
184	no problem at any company, let me just throw my application out there.	公司没有问题,让我把申请扔出去
185	And to my surprise,	令我惊讶的是,
186	it wasn't that easy.	没那么容易
187	Obviously, there's 1000s of other students wanting to do the same thing,	显然,有1000多 其他学生想做同样的事情,
188	especially at a company like AWS, probably the biggest cloud computing company in the world,	特别是在AWS这样的公司 可能是世界上最大的云计算公司
189	with 1000s and 1000s of employees, I had to make myself stand apart.	1000和1000名员工, 我不得不把自己分开。
190	And so people said, hey,	所以人们说,嘿,
191	Chase, you know, you had that VMware internship, you should be fine, apply, you'll get any job	蔡斯,你知道的,你有 VMware 实习,你应该没事, 申请,你会得到任何工作
192	you want.	你想吗?
193	And no, I did the exact same process where I messaged 150 200 people at Amazon to	不,我做了一个完全相同的过程, 我告诉150200人在亚马逊
194	make sure before I even thought about submitting an application, I had someone on the inside	在考虑递交申请之前 先先确定一下 里面有人
195	vouching for me.	为我作担保.
196	And it just takes that little bit of extra work that you really have to want it.	它只是需要 一点点的额外工作 你真的需要它。
197	And	还有
198	if you do those extra steps, tenfold, it will return.	如果你做这些额外的步骤, 十倍,它会回来。
199	And obviously, that's kind of how I landed	显然,我就是这样降落的
200	the same thing at another internship.	在另一个实习中也是一样
201	So the process was very much the same in terms of getting	所以这个过程在获得
202	there.	这里
203	Yeah.	对
204	And I think like also calling out like for a lot of people that may be like scared	我想,也一样呼唤出来 像很多人 也许像害怕
205	of messaging, you know, if you're going for like managers or VPs, like maybe that's a different	信息,你知道,如果你要去 像管理者或VP,也许这是不同的
206	conversation.	谈话。
207	But I also think like there's a lot of like, at least in my experience, a lot of	但我也认为,就像有很多类似, 至少在我的经验, 很多
208	people who either get these internships or full time jobs as SDRs, they went through it themselves	要么是获得这些实习机会 要么是全职特别提款权工作的人 他们自己经历了
209	like within a year or two at most.	最多一两年之内
210	And they're also very excited to be there usually and like	而且他们也非常兴奋 在那里通常和喜欢
211	are willing to help people who just aren't like a dipshit like excuse the language.	愿意帮助那些 不像一个蠢货的人 像借口的语言。
212	But it's like,	但它就像,
213	yeah, they're getting pinged.	是啊,他们得到了ping。
214	And they don't like you interned at VMware.	他们不喜欢你在VMware实习
215	Now you're trying	现在你在努力
216	to break into Amazon.	闯入亚马逊
217	It's like the credibility compounds over time.	这就像可信度的复合 随着时间的推移。
218	And that's quite frankly,	老实说
219	the path we've seen with people that don't have degrees, get your foot in the door and get six to	我们和没有学位的人所看到的路, 把你的脚进门,得到六到
220	12 months of experience as an SDR at a different company.	在另一家公司担任特别提款权12个月的经验。
221	And we've had people from at least two	我们至少有两个人
222	that come to mind from like zoom info and outreach, make that jump to AWS because they were willing,	那些从放大的信息和拓展中想到的, 跳到AWS,因为他们愿意,
223	willing to do the work to not only outreach, but also if they weren't in a position to get it right	愿意做工作 不仅为了拓展, 也为了如果他们不能 做到这一点
224	away.	离开。
225	Again, they went to a VMware great company.	他们又去了一家VMware公司
226	But now they're that much more attractive.	但是现在他们更吸引人了
227	But	不过
228	again, to your point, that's not just enough.	就你而言,这还不够
229	I don't want people to watch this and think like,	我不想别人看这个 然后想
230	of course he got it because he had an internship at VMware.	当然,他得到了它 因为他有一个实习 在VMware。
231	And maybe that's where this goes now.	也许这就是现在的情况
232	So you have a solid AWS internship, you've got VMware and AWS on your resume.	所以,你有一个坚实的AWS实习, 你有VMware和AWS 在你的简历。
233	I would love for	我很乐意
234	people on the outside looking in to really learn about you mentioned, I think you applied to	外面的人想了解你提到的事 我想你申请了
235	Microsoft and you're thinking like, yeah, of course they're going to reach out.	微软和你在想,是的,他们当然会伸出援手。
236	I worked at AWS,	我在AWS工作过,
237	VMware (英语).
238	What were some of those struggles that you experienced looking to go to full time,	你经历的这些挣扎是什么?
239	even with what I would say is like probably a top three to one to 3% resume for a college student	即使我想说的是 大学学生的履历可能最高3到1到3%
240	coming up and graduate?	毕业了?
241	Yeah, no.	是啊,没有。
242	And you brought up a great point.	你提出一个伟大的观点。
243	And I just wanted everyone out	我只想让大家出去
244	there to realize too, like, trust me, I thought by having two internships in college at some of the	在那里也意识到,像, 相信我,我想 通过在大学的两个实习 在一些
245	two biggest cloud computing companies out there, I should have no problem getting job offers at	两家最大的云计算公司,我应该没问题
246	anywhere I wanted.	随心所欲
247	And that's where I kind of hit the wall.	那就是我撞墙的地方
248	And where I think this might resume	我想这可以继续
249	with a lot of you as well is I thought, yeah, I have this AWS on my resume.	和你们一样,我想, 是的,我有这个AWS在我的简历。
250	我有这个VMware。
251	I am easily in the top 1% of resumes for people coming out of college looking to get an SDR job.	我很容易在大学毕业的人的履历中排在前1%,
252	And this is when I kind of didn't do the things I always taught myself to do with the outreach,	当我没有做我一直教自己做的事时
253	finding someone on the inside.	找到内线
254	So when I was looking for these full time roles, I was just	所以当我寻找这些全职角色时,我只是
255	applying to every company without reaching out to a single person, just expecting to hear back from	向每个公司申请,而不接触一个人, 只是期待从回音
256	them.	他们。
257	Because with my resume, how would I not?	因为用我的履历 我怎么会不呢?
258	And I was surprised and almost shocked to find out	我惊讶地发现
259	that I was applying to these companies like Microsoft and even smaller companies	我申请这些公司,如微软 乃至更小的公司
260	that a lot of people probably haven't heard of with maybe under 500 employees without a thought	很多人可能还没有听说过 也许500名员工没有想到
261	in my mind, like, hey, I will surely hear back from them.	在我的脑海里,像,嘿, 我肯定会听到他们回音。
262	And then one after the other didn't	然后一个又一个没有
263	hear back.	听回来。
264	Hey, Chase, sorry, like, thanks for applying.	嘿,蔡斯,抱歉,谢谢你的申请。
265	We're not moving forward in the process.	我们在这个过程中没有前进.
266	Thanks for applying.	谢谢你的申请。
267	What better luck next time.	祝你下次好运
268	And I got so many of those emails and I really	我得到了这么多的电子邮件 我真的
269	couldn't figure out why.	不知道为什么
270	I have arguably one of the greatest resumes that a college student	可以说是大学生最伟大的简历之一
271	could have, yet I'm not getting even interviews.	本来可以的 但我连面试都没有
272	And I think that's where a lot of people struggle	我想这是很多人挣扎的地方
273	now is you're applying to so many places, you're just not getting the interviews.	现在,你申请到这么多地方, 你只是没有得到采访。
274	And it's just,	而这只是,
275	it's frustrating because you're submitting all of these applications and you just want that one	令人沮丧的,因为你正在提交所有这些申请 而你只是想要一个
276	interview.	面试。
277	You want the chance to prove yourself.	你想有机会证明自己
278	And I think that's when it really clicked for me	我觉得这时它真的点击了我
279	like, hey, whether I have all the experience in the world or no experience at all,	喜欢,嘿,无论我有 所有的经验 在世界上,或根本没有经验,
280	outreaching and finding someone on the inside, getting a referral, networking your way into	联系和寻找内在的人, 得到一个转介, 连接你的方式进入
281	that company is the most important part of it.	那家公司是它最重要的部分。
282	And that's when I did the exact same thing.	那时我做了同样的事情。
283	And	还有
284	I went back to messaging that 100, 150 people in the company.	我回去给公司里100到150个人发短信
285	And one thing that isn't really	还有一件事不是真的
286	talked about enough, especially in the SDR sort of position, when you're breaking into tech sales,	说得够多了,尤其是在特别提款权那种位置上 当你进入技术销售时
287	by you reaching out to that many people in the company, trying to get a referral and network	你联系公司很多人 试图找一个转介和网络
288	your way in, you're almost doing the job of an SDR without even knowing it.	你进来的方式,你几乎 做特别提款权的工作 甚至不知道它。
289	You're doing that	你这样做
290	cold outreach.	寒冷的拓展。
291	And the amount of people that told me at these companies, like, hey, we really	有多少人在公司告诉我, 像,嘿,我们真的
292	appreciate you reaching out and finding your way in here.	感谢您伸出援手 并找到道路在这里。
293	This is exactly what we're looking for	这就是我们要找的
294	in a rep. You just happen to do without even knowing.	在代表。 你只是碰巧做 甚至不知道。
295	And that was one of those key things	那是关键之一
296	really started landing me interviews is by almost doing the job of an SDR without even	真正的开始 登陆我采访 几乎是做一个特别提款权的工作 不甚至
297	knowing it, just cold outreaching to these companies, getting these people.	了解它,只是冷漠的接触这些公司, 得到这些人。
298	And you spoke	你说话
299	on it earlier, too.	更早的时候也是
300	A lot of these people went through the same process.	其中许多人经历了同样的过程.
301	I know the people that	我知道人们
302	were SDRs, they were reaching out doing the same thing.	是特别提款权,他们也在做同样的事情。
303	They're excited to talk to you.	他们很高兴跟你说话
304	You just	你刚刚
305	have to, you know, find the right people.	一定要找到合适的人
306	So yeah, I was gonna say too, I want to highlight	所以我也想说 我想强调一下
307	a couple things there as well that were really great is and also through my own experience,	有一些事情是真正伟大的 也是通过我自己的经验,
308	I did end up breaking into a Fortune 1000 company as an engineer.	我最终还是以工程师的身份闯进了一家"财富1000"公司.
309	And to this mindset, I think that	对于这种心态,我想
310	I want to highlight of like, I just need the interview.	我想强调一下 我只是需要采访
311	I just need to get the interview and	我只需要得到采访
312	I can prove myself.	我可以证明自己
313	And I think so many people fantasize an AWS, a Google, a MongoDB and all	我认为这么多人幻想着一个AWS,一个谷歌,一个蒙戈DB和所有
314	these other places that you ultimately got offers from where they're like, if I could just get that	这些其他地方,你最终得到的报价 他们喜欢的地方,如果我可以得到
315	interview, I could show them how much I've researched about the company, how excited I am	采访时,我可以向他们展示 我对公司的研究,我有多兴奋
316	to work there.	在那里工作。 在那里工作。
317	And to be quite frank, that's a little bit besides the point.	坦率地说,这有点超出重点。
318	And I don't	我没有
319	want to get too abstract.	想要变得过于抽象。
320	And honestly, if you're that desperate and eager to get there,	老实说 如果你那么急于去那
321	that's going to show versus someone like yourself who has kind of learned the game,	这将会显示 与像你这样的人 谁已经学会了游戏,
322	is actually doing the job and has multiple offers and leverage come time to get like,	并有多个报价 和杠杆 来的时间得到喜欢,
323	you're not laser focused on, I have to work at Amazon.	你没有激光聚焦, 我必须工作在亚马逊。
324	You're getting multiple offers.	你得到多个报价。
325	So one,	所以一个
326	personally, you're good.	个人来说,你很好。
327	But two, now Amazon is going to pick up on that.	但第二,现在亚马逊要开始了。
328	And all these great	和所有这些伟大的
329	companies are going to pick up on the fact that, wow, this guy's a hustler.	公司会发现 这家伙是个骗子
330	He's getting multiple	他越来越多
331	offers.	提议。
332	He knows the game.	他知道游戏
333	He's doing the job himself before he even gets there.	他还没到就自己来
334	So lots of	这么多
335	great stuff.	伟大的东西。
336	And I want to transition that to now to the interviews you actually got going into	我想从现在到现在 你真正参与的采访
337	looking for full time work.	寻找全职工作。
338	You got just again, an offer from Google offer from Amazon, some other	亚马逊谷歌的报价 其他的
339	great offers and final round interviews as well.	盛大的提议和最后一轮的访谈
340	Maybe give everyone an idea of you mentioned your	也许给大家一个想法 你提到你的
341	experience trying to break into 500 person companies versus a fang.	尝试闯入500个人公司 与一扇尖牙。
342	What were some of the	是什么来着?
343	differences between maybe a smaller startup or hyper growth company versus like the biggest	也许较小的创办公司或超增长公司 与最大的
344	companies in the world, Google and Amazon, et cetera?	世界上的公司,谷歌和亚马逊等等?
345	Yeah.	对
346	And I really think that's a great	我真的觉得这很好
347	question.	问题。
348	I think it comes down to when you're doing these kinds of smaller companies too,	我想当你做这些小公司的时候
349	a lot of these companies when they're smaller and they have less employees, you're going to be	很多这些公司,当它们规模较小, 员工较少, 你会是
350	meeting with a lot higher up people in those companies.	和公司里高得多的人见面
351	You're going to be meeting with maybe	你可能要和他见面了
352	the VP of sales at some of these that I interviewed with.	我采访过的一些销售的副总裁
353	{\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你必须多来一桌
354	prepared for these smaller companies.	为这些小公司准备。
355	And most people think, Oh, if I just go for a smaller	大多数人认为, 哦,如果我只是去一个较小的
356	company, the interviews will be easier.	公司,采访会更容易。
357	Like it's not going to be as much pressure, but no, that's	好像压力不会这么大,但不行
358	not really the case.	事实并非如此。
359	They put a lot of high value on, you know, a smaller tight knit company.	他们把很多高价值的, 你知道,一个小的紧凑型公司。
360	They	他们
361	want to make sure they are hiring the right people.	想要确保他们雇用合适的人。
362	And so you have to come prepared differently.	所以,你必须来 不同的准备。
363	But in terms of the bigger companies, I know everyone wants to work at the fancy flashy names	但对于大公司,我知道每个人都想 在花哨的名字工作
364	and at companies like that, it really comes down to being a culture fit.	而在这样的公司, 它真的是一个文化 适合。
365	That's what all these	这就是这些
366	companies want to see is that you are a fit and people think you have to know a lot about the	公司想看的是,你是一个合适的 而且人们认为你必须知道很多关于
367	product, a lot about how they sell, but they really want to know, okay, how are you as a person?	产品,很多关于他们如何销售, 但是他们真的想知道, 好吧,你作为一个人如何?
368	How	怎么样
369	are you as a seller?	你是卖家吗?
370	Are you going to fit?	你会适应吗?
371	Because learning the product that comes with time, learning	因为学习随时间而来的产品,学习
372	how to sell it, that comes with time.	如何卖掉它,这与时间有关。
373	But what doesn't come with time is, okay, is this person	但时间不长的是 这个人
374	a genuine person that we want to hire someone that we can develop, someone that wants to be here	一个真正的人,我们想雇用 一个我们可以发展的人, 一个想在这里的人
375	for a long time?	很长时间?
376	And so when going through these interview processes, it really comes down to how	所以,当通过这些访谈过程, 它真的下到如何
377	you can storytell.	你可以讲故事。
378	And I think that is the biggest market, both big and small companies.	我认为这是最大的市场, 大小公司。
379	It all comes	都来了
380	down to how well you can articulate yourself and tell stories revolving yourself.	说出你自己的故事
381	Experience,	经验
382	no experiences.	没有经验。
383	Regardless, if you know how to storytell, that's one of the biggest ways to kind	无论如何,如果你知道如何讲故事, 这是最大的方式之一
384	of just go through these interviews and have confidence.	只需通过这些采访 并有信心。
385	And they can pick up on that very	他们可以拿起这个非常
386	quickly.	快点
387	Yeah, 100%.	对,百分之百
388	I think really well said.	我觉得说得很好
389	And again, I'm even looking back to my own experience.	再说一遍,我甚至回顾我自己的经历。
390	I broke into, like I said, a solid company.	就像我说的,我闯进了一个坚固的公司
391	I applied from the engineering world.	我从工程界申请的
392	This isn't	这不是
393	tech sales, but Chevron was a huge one at our college that everybody wanted to break into.	但是Chevron是我们大学的一个大项目 所有人都想闯进来
394	They were notorious, I think, for paying over $100K to brand new engineering grads.	我认为,他们是臭名昭著的, 支付超过10万美元 全新的工程学位。
395	And I think,	我觉得
396	to the point of an Amazon or Google, so many people get laser focused and they're like,	到亚马逊或Google的地步, 很多人得到激光聚焦,他们喜欢,
397	I want to work at the best company in the world.	我想在世界上最好的公司工作
398	I want to learn from the best.	欲学精进.
399	And it's like,	这就像,
400	we get that.	我们明白了。
401	That's what 10,000 people we just talked to that want to break in are also thinking	我们刚刚和一万个人谈的 就是想闯进来的
402	as well.	临Τ
403	So I think it's like that next layer of like you, to some extent, being like a human	所以我觉得这就像下层的你, 在某种程度上,作为一个人类
404	being, being more relatable, having actually done things and have cool stories about your	做一些事情 并且有关于你的精彩故事
405	background, what you learned and how you've progressed is more important than saying like,	你学到了什么 以及你是如何进步的 要比说
406	this is the best company in the world.	这是世界上最好的公司。
407	I want to learn from the best.	欲学精进.
408	I know all these things	我知道这些事情
409	about Amazon.	关于亚马逊。
410	Those are kind of like notes after the effect.	这些就像效应后的音符
411	And I think I'm sure we could spend	我想我们一定能花上
412	hours talking about the actual ins and outs of the interview, but I can tell that's a way you	几小时谈论采访的实际出入 但我可以告诉你
413	stood out because, again, you have stories, you have things you've done, you have things you've	因为,你还有故事,你做过的事,你做过的事
414	learned, not just like so happy to even just be there and have a chance in the first place.	学会了, 不只是喜欢如此高兴 甚至只是在那里,并有一个机会 在一开始。
415	I think that really stood out.	我觉得这真的很突出。
416	I'd love to maybe probe into as well.	我也很想调查一下
417	We can get as deeper or not	我们能否更深
418	as you want into the actual interview process, but maybe if you had any particular failures,	如果你想进入真正的面试过程, 但也许如果你有任何特定的失败,
419	if there's any interviews you look back on and you're like, God, that sucked.	如果有任何采访 你回头看 你就像,上帝,那很烂。
420	I don't know.	师曰.
421	Any big mistakes aside from the not messaging people that we've talked about?	除了我们讨论过的不发信息的人之外 还有什么大错吗?
422	Yeah.	对
423	And I think it's one of those things that a lot of people too, and I thought the same thing,	我认为这是其中之一 很多人,我同样的想法,
424	especially early on when I was kind of interviewing for these internships and I didn't have like	尤其是在我面试这些实习时 我并不喜欢
425	business experience.	商业经验。
426	I know a lot of people who are coming out of college, you're worried if you	我认识很多大学毕业的人 你担心的是你
427	don't have a huge internship or if you're trying to transition to a job and you might not have had	不要有一个巨大的实习 或者如果你试图 向工作过渡 你可能没有
428	a tech sales job before, you're worried in these interviews, the stories you tell, you're not going	之前的科技销售工作, 你在这些采访中担心, 你讲的故事,你不会去的
429	to be able to relate them to actual real world examples.	能够将它们与真实世界的实例联系起来。
430	And I think that was one of the biggest	我认为这是最大的
431	things I messed up in some of my interviews is I would try and so heavily focus on relating	我在一些采访中搞砸的事情是 我会尽力 如此专注于联系
432	my stories and my experiences to the tech sales world or trying to find it very business oriented	我的故事和我在科技销售界的经验 或者试图找到它非常面向商业
433	when no, you don't have to have any experience to be able to tell a good story.	不,你不必有任何经验 才能说出一个好故事。
434	Some of the best questions that I got asked or that I received really good feedback on	一些最好的问题,我被问到 或者我得到了非常好的反馈
435	were me telling a story about how I was in my neighborhood, solving a problem of people	我在讲一个故事 关于我是如何 我的邻居,解决一个问题
436	walking a dog and I had to think on the fly.	我不得不在苍蝇上思考
437	I've heard stories of so many people in interviews	我在采访中听过这么多人的故事
438	that they just know how to market themselves in everyday examples.	他们只知道如何在日常例子中推销自己。
439	I can promise you that if you	我可以向你保证,如果你
440	just expand your scope out of the classroom setting, out of the business setting, out of	扩大范围 走出教室 走出商业环境
441	what you think they care about an interview and just bring it out to a realistic, holistic,	你认为他们关心的采访 并把它带到一个现实的,整体的,
442	real world example, there are so many experiences in your everyday life you could turn into a great	现实世界的例子,有这么多的经验 在你的日常生活 你可以变成一个伟大的
443	question and really good answers.	问题和真正的好答案。
444	And I think that's the thing that people get lost on is they	我想这是人们迷路的事
445	think, okay, I might not have the work experience for this job, but it's no, if you just have life	想想看,好吧,我可能没有工作经验, 但这不是,如果你只是有生活
446	experience and you know how to market that to fit that job description, that's what sets you	经验,你知道如何营销 符合工作描述,这就是你
447	apart.	分开
448	People come in here and they flash, oh, I hit 100% of quota or I sold X amount of things	人们来到这里,他们闪耀, 哦,我打100%的配额 或者我卖X数量的东西
449	and they start throwing all these numbers.	他们开始扔这些数字。
450	It's like, okay, so, but you worked at Ross.	这就像,好吧,所以, 但你在罗斯工作。
451	Yeah, you know, I, I, I converted 200 transactions	是啊,你知道,我,我,我,我转换了200个交易
452	last week at McDonald's as the cashier, you know, it's people come in here with all that stuff and	上周在麦当劳当收银员, 你知道,是人们来这里 与所有的东西,
453	but the person that comes in here and gives a story that they've never heard about, you know,	但来这的人 给出了他们从未听说过的故事,你知道,
454	doing something crazy.	做一些疯狂的事情。
455	It's that's the stuff that makes you stand out.	正是这种东西让你出名.
456	That's the thing where the	事情是这样的
457	hiring manager is going to leave that interview and think, wow, that person stood out.	招聘经理会离开面试 想到,哇,那个人很突出。
458	That's	这是
459	something I've never heard before.	我从未听说过的
460	Yeah.	对
461	And I was just going to say too, like I don't want to	我本来也想说,就像我不想
462	trivialize, like I worked at Chipotle in college.	轻描淡写,就像我在Chipotle大学工作
463	I worked in fast food and food in general for seven	我在快餐和一般食品工作过 七个
464	years in high school and college.	高中和大学
465	So I'm not shitting on those.	所以我没在开玩笑
466	我当时在Chick -fil
467	I mean,	我是说...
468	that was my starting point was Chick-fil-A, try and true.	那是我的出发点 是小鸡 -fil -A,尝试和真实。
469	I'm like, no, but to this point,	我很喜欢,没有, 但在这一点上,
470	it's like, I think it's the difference between, I actually remember one of my first sales interviews,	就像,我想这是 区别,我实际上记得 我的第一次销售采访,
471	I ended up taking a different job, but I actually bonded and this is a very strong company.	我最后找了份别的工作, 但我实际上交了债,这是一个非常强大的公司。
472	I bonded	我担保
473	with the manager over joking, but also being serious about how my team at Chipotle, we opened	和经理开玩笑, 但也认真的 如何我的团队在奇波特尔,我们打开了
474	the Chipotle at Auburn University and we were the fastest crew in the Southeast.	奥本大学的奇波特尔号 我们是东南地区最快的船员
475	And that was like	这就像
476	measurable.	可计量。
477	And it was funny because I had that stat there, but I could tell when he looked at it,	这很有趣,因为我有一个stat在那里, 但我可以看到当他看它,
478	he was like, okay.	他就像,好吗。
479	And like took it serious.	就像认真对待一样
480	It's like, that's cool.	这就像,这很酷。
481	But also like, you know,	但同样,你知道,
482	it was, it then evolved beyond like, Hey, you don't have to bullshit me any further than that	就是这样,然后进化的,就像,嘿, 你不必再骗我了
483	and act like you changed the trajectory of Chipotle's stock price.	就像你改变了Chipotle股价的轨迹
484	But it was a fun point,	但它是一个有趣的点,
485	but it has its limits, right?	但它有它的极限,对不对?
486	So I think that's a really good one as well.	所以,我认为这是一个非常好的。
487	Just calling out like	只是叫出来像
488	there are valuable experiences that one, you're probably are too afraid to actually talk about	有一些宝贵的经历,一个, 你可能太害怕 真正谈论
489	in the first place.	最初.
490	Or conversely, you're quite literally and very clearly bullshitting of like,	或者反之,你非常 字面和非常明显 废话喜欢,
491	yeah, making it sound like you change the world and like mapping a simple experience that otherwise	是啊,让它听起来像你改变世界 和像映射一个简单的体验 否则
492	would be a great conversation.	这将是一个伟大的谈话。
493	Now you're trying to like force fit it into this thing.	现在,你试图喜欢强力 适应这个东西。
494	And it's	这是
495	awkward for everyone involved.	对于所有涉及的人来说都很尴尬
496	And on that note, whether it's the dog walking, I think example you	顺便说一句,不管它是狗走路,我想你的例子
497	or something else like if they're not putting you on the spot here, but if there's a story like that	或者是别的东西 如果他们不把你放在现场, 但如果有这样的故事
498	that comes to mind, I would love to have you just expand upon that to give everyone reference as	想到这一点,我希望你只是 扩展这一点,让每个人都提到
499	well.	不错
500	Like what's a non work related or like perfect story from a business tech sales perspective	从商业技术销售的角度来看,什么是非工作相关 或者是完美的故事
501	that you use in interviews that worked well?	你在面试时用的 效果不错?
502	Yeah, no, that's a great question.	是啊,不,这是一个伟大的问题。
503	And honestly,	说实话
504	this was something I would use across, across interviews, because a lot of the questions	这是我会用的东西 交叉,通过访谈, 因为很多问题
505	revolve around asking you about your experiences, you know, your strengths and your weakness.	围绕问你的经验, 你知道,你的长处和弱点。
506	And I remember one thing and I'm sure this will probably resonate with people because one of the	我记得一件事 我相信这可能会和人们产生共鸣 因为其中之一
507	biggest things people get asked is, hey, what's a weakness or what's something you're not good at?	人们最会问的是,嘿,什么是弱点 或者什么是你不擅长的东西?
508	And everyone always thinks you need to relate it to a work experience or a business experience.	每个人都认为你需要把它和工作经验或商业经验联系起来。
509	And I remember the answer I always gave was, was I came out and I would say, yeah, no, whenever I was	我记得我一直给出的答案是, 我出来了,我会说,是的,不,每当我身处
510	in a public setting talking with people, I remember this one time I was at a Christmas party	在公众场合与人们交谈 我记得有一次我在圣诞派对上
511	and, you know, I was hanging out with a couple of people and I realized we were in a group setting.	而且,你知道,我挂出 与几个人,我意识到我们在一个团体环境。
512	I just met these people and I thought the conversation was going great with everyone.	我刚认识这些人 我以为和大家的谈话很顺利
513	We were talking and I slowly realized I was the one doing most of the talking.	我们当时在聊天,我慢慢地意识到,我大部分时间都在聊天。
514	I was,	我当时...
515	I thought I was asking questions here and there, but I was talking a lot about, oh, I had, you know,	我以为我问的问题在这里和那里, 但我谈论了很多, 哦,我有,你知道,
516	I did this last weekend, did this other thing.	我上周末做了这个 做了另外一件事
517	And after that 10 minutes of us having that	10分钟后我们有了这个
518	conversation was up, I walked away and I realized I didn't know a single thing about these other	谈话起来,我走了,我意识到 我对其他的一无所知
519	people.	人们
520	And I realized right then and there, okay, I wasn't doing a very good job listening.	我当时就意识到了,好吧,我听得不太好
521	These people probably thought after we had this conversation that, you know, I wasn't really	这些人可能认为,在我们谈话之后, 你知道,我不是真的
522	interested in them.	对他们感兴趣。
523	I didn't know anything about them.	我对他们一无所知
524	And I think that was one of those biggest,	我认为那是其中最大的一个,
525	one of the biggest pivot points for me was realizing, okay, I needed to get better about	对我来说最大的关键点之一 是意识到,好吧, 我需要得到更好的关于
526	active listening, one of the greatest skills in the sales game.	积极倾听,是销售游戏中最伟大的技能之一.
527	Yet I took that story of me being	但我还是接受了我的故事
528	at a Christmas party and related it to the job of like, okay, this is, you know, something we use	在圣诞派对上 把它和工作联系起来 就像,好吧,这是,你知道的,我们用的东西
529	every single day.	每一天都这样
530	And I remember one of the people interviewing me said, okay, that's pretty	我记得采访我的人之一说,好吧,这是漂亮的
531	interesting.	有趣,你喜欢我
532	So how have you changed that now?	你现在怎么改变的?
533	And it's one of those things where you just relate	这是其中之一 你只是联系
534	it back to a real world setting.	回到现实世界
535	And I don't know, I think there's so many examples of just	我不知道,我认为有这么多的例子
536	being able to take your daily life and, you know, talking through it.	能够夺走你的日常生活 并且,你知道,通过它说话。
537	I have plenty more too,	我还有很多
538	but we're not going too deep into that.	但我们不会太深入
539	No, no, a great example, man.	不,不,一个伟大的例子,男人。
540	I think yeah,	我觉得是的
541	it's like, whether it's the soft skills or just some other angle and like, what a great example	这就像,无论是软技能 还是其他角度,像,一个伟大的例子
542	in terms of how you can get away from the interview of just like, like, one thing I want to stress	就你如何摆脱采访而言... ...我只想强调一件事
543	and feel free to add nuance if there's anything I'm oversimplifying, but especially at these big	如果有什么我太简单了,可以随意添加细微的色彩, 特别是这些大的
544	companies, it's not to trivialize you and your skills as a person.	公司,这不是 轻视你和你的技能 作为一个人。
545	But after a while, like these	但过了一段时间,像这样
546	people do hundreds, if not thousands of interviews, they're really not like, excited all the time to	人们做数百,如果不是数千个采访, 他们真的不喜欢,兴奋的所有时间
547	come in and say, welcome to the Amazon interview.	欢迎光临亚马逊采访
548	Our first question for you, Chase is X, Y, and Z.	我们的第一个问题,大通是X,Y,和Z。
549	And so if you shake it up with a story that isn't about business, right, or for instance, like,	所以,如果你把它与一个不 关于商业,权利,或者例如,
550	let me paint the opposite picture of our last example, where you're trying to force fit something	让我来描绘一下我们最后的例子 你试图强迫别人
551	and they can smell that bullshit a mile away, they're going to spend the next five to seven	他们能闻到一英里外的狗屎, 他们会花下五到七
552	minutes asking you follow up questions about that to try and like disqualify you versus if you have	几分钟来问你后续的问题 试图并喜欢取消你的资格 如果你有
553	a fun conversation like this, now it takes their mind off of the thing that they've done a thousand	像这样的有趣对话,现在他们不再想 他们已经做了一千件事情
554	times already there.	时间已经到了
555	It's a little bit off script.	剧本略删.
556	They're finally like, oh, this is fun.	他们终于喜欢,哦,这很有趣。
557	Like	喜欢
558	interesting guy.	有趣的家伙。 \ N
559	Now I can have more of a conversation.	现在我可以多聊聊了
560	And again, you can go too far	再说一次,你走得太远了
561	the wrong way.	错误的方式。
562	Like if you don't actually have any hard results or like any type of skill set,	比如说,如果你没有 任何艰难的结果或喜欢 任何类型的技能集,
563	like, that's not the message here.	不是这个意思
564	You can't like bullshit your way all the way to an offer	你不会喜欢胡说八道的
565	Amazon and Google, but a really great example.	亚马逊和Google, 但是一个非常好的例子。
566	And maybe I'd leave it wide open.	也许我会把它打开
567	We can talk	我们可以谈谈
568	about really as much, I don't know, we can just keep going.	关于真的一样多,我不知道, 我们可以继续。
569	We're pretty caffeinated, but like,	我们喝咖啡很香,但是...
570	what are other, you know, in your example of looking at your peers who maybe tried to go	还有什么,你知道,在你的例子 看你的同伴 谁可能试图去
571	for similar jobs, didn't get it, or just in general mistakes that you see, I know you have a lot of	对于类似的工作,没有得到它, 或者只是一般性的错误,你看到,我知道你有很多
572	people reaching out to you on TikTok as well.	人们也用TikTok联络你
573	What are some of the biggest mistakes people are making	人们最大的错误是什么?
574	when it comes to like trying to break into any company or if you want to focus specifically on	或者你想专注于
575	Amazon or Google, what comes to mind?	亚马逊还是谷歌,有什么想法?
576	Yeah.	对
577	And just to touch on your last point too,	顺便谈谈你的最后一点
578	and I think you brought it up great and I want to talk like a second more about it because	我认为你提起它很好 我想再谈谈它,因为
579	bringing these interview approaches, like that story I just told, you said people aren't always	带来这些采访方式, 就像我刚才讲的故事, 你说人们并不总是
580	excited to come in these interviews and you couldn't have been more true.	很高兴能来参加这些采访 而你却再没有比这更真实了
581	When you go into	当你进入
582	these interviews, they're asking the same questions, doing the same thing.	这些采访, 他们问同样的问题, 做同样的事情。
583	So bringing in a story or	所以,带来一个故事或
584	something like that, like when I threw out the Christmas party thing, I'm right, my interviewer,	就像我把圣诞派对扔出去时 我是对的,我的采访者
585	Christmas was coming up in like a week or two, she was, oh my gosh, that's so cool, I'm actually	圣诞节即将到来 像一两周, 她,哦,我的天哪, 太酷了,我其实
586	going to this party.	去参加这个派对。
587	And we talked for like 10 minutes about that.	我们聊了10分钟
588	We had a conversation,	我们谈过话
589	she didn't even ask me too many more interview questions, but she walked away from that	她甚至没有问我太多的采访问题, 但她走了离开
590	conversation feeling like she really got to know me and we had a good relationship or it wasn't	谈话感觉好像她真的了解我 我们的关系还不错
591	just transactional.	仅仅是交易
592	And so I think that's just such a great piece of advice I'd give people,	所以我想,这只是一个伟大的建议 我给人们,
593	is bring in stories that kind of set you apart, bring in experiences that are out of the norm.	带来一些令你分崩离析的故事 带来一些不合常规的经验
594	But in terms of things I've seen people kind of not necessarily do wrong, but just not get	但就我见过的人而言 不一定做错事,但不会得到
595	right the first time, and I've done it too, is really coming down to just, and I can't hammer	第一次,我也这样做了, 真的是来正义, 我不能锤子
596	this home enough, is just these cold applications, applying and honestly thinking that a company is	这个家足够了,只是冷酷的应用, 应用和诚实的认为一个公司是
597	out of your reach just because you don't have experiences.	就因为你没有经验,就走投无路
598	I know so many people that are	我认识这么多人
599	scared to apply to companies that they could get a job at and they just don't know it.	害怕向公司申请 他们可以得到一份工作 他们只是不知道。
600	They think	他们觉得
601	they have to go for these smaller sort of companies or maybe a not known one because they won't get	他们必须去这些小公司 也许一个不知道的公司 因为他们不会得到
602	accepted to the top one.	接受到顶级。
603	But it's like the route I went, I shot straight for the top right away	但就像我走的路,我直接射向顶部
604	and I ended up getting it.	结果我得到了它。
605	A lot of these top companies are willing to hire the people if you	这些顶尖公司中有很多都愿意雇人
606	just put in the work.	刚刚把工作。
607	And like I said, if you go the route of reaching out to people and I can't	就像我说的,如果你走向人们的路线,我不能
608	express enough, show that you want to provide value, whether that be in terms of learning	表示足够,显示您想要提供价值, 无论是学习方面
609	experiences, bolster the person up, provide value as to why they should reach back out to you,	体验,增强人的能力,提供价值 他们为什么应该联系你,
610	build some rapport with them, have a couple meetings, FaceTime even, make it casual,	和他们建立一些关系, 举行几次会议,甚至FaceTime,
611	phone calls and build rapport with this person.	和这个人建立关系
612	It'll do wonders in terms of getting these	买这些会很神奇
613	companies because applying is something that it's easy to just hit the apply button and	公司,因为应用是一件容易 刚刚点击应用按钮和
614	submit it through.	把它通过。
615	It's scary to put yourself out there and you think the bigger the company,	把你自己放出来太可怕了 你觉得公司越大
616	why should I even try?	我为什么要试?
617	When really, if you just put yourself out there to even some of these top	讽痷 狦琌р
618	companies, something will stick.	公司,有东西会坚持。
619	You throw enough against the wall, something will stick,	你向墙上扔的足够多, 东西会粘住,
620	especially if you put in the effort.	特别是如果你努力的话
621	And I think that's what people get scared of is they're	我想这就是人们害怕的,他们是
622	scared to apply because they're afraid of rejection.	害怕申请,因为他们害怕被拒绝。
623	But it's the same thing like in sales on a cold	但是,这是同样的事情 像销售在感冒
624	call.	打电话
625	Every no gets you closer to a yes.	每一次都会让你更接近"是"
626	Every company that tells you no, that if you've really	每一个告诉你不的公司 如果你真的
627	done the due diligence to reach out, put yourself out there, get a referral, you're bound to get	尽了应有的努力 伸出援手 亲自出面 转诊
628	something very soon.	很快的东西。
629	And anyone I've seen, all of my friends that have done the same thing,	我见过的人 我的朋友都做了同样的事情
630	we all have jobs.	我们都有工作
631	We're at good companies.	我们在好公司
632	We're doing well.	我们做得很好。
633	And it's proof that if you just put	这是证明 如果你只是把
634	in the work and it's really not even that much, if you just put it in and it'll turn out good for	在工作里,它真的没有那么多, 如果你只是把它放进去, 它会好起来的
635	you.	你们
636	And I'm sure you've had probably that same experience, especially starting out your career	我肯定你也有同样的经历 尤其是开始你的职业生涯
637	too, because you made a big pivot that- Yeah, no, definitely.	也因为你做了个大支点... 是的,不,绝对。
638	And I'd say maybe one final	我会说,也许一个最后
639	question kind of going towards a close too, because I agree.	问题也接近尾声 因为我同意
640	I think if everyone watching	我想如果每个人都在看
641	gets nothing else, if you are not messaging, not just one person, but several people within	如果你不是在发信息 不只是一个人 里面有几个人
642	the company, you're wasting your time.	公司,你在浪费时间。
643	We're not even playing the same game.	我们甚至没有玩同样的游戏。
644	So if you're not doing	所以,如果你不这样做
645	that, maybe even stop the video and just start doing that.	甚至可以停止录影 开始做
646	But looking towards the interview	但望着采访
647	as well, we don't have to get too deep into any one company specifically.	也不必太深入任何一家公司
648	But I know a lot of	不过我知道很多
649	these companies for full-time, you've never done, well, I guess maybe you have some SDR internship	这些公司是全职的,你从来没有做过, 嗯,我想你也许有一些SDR实习
650	experience.	经验
651	You have a little bit of exposure to what tech sales is.	你有点接触什么技术销售。
652	But these final round	但最后一轮
653	interviews where you have some type of exercise are very intensive.	面试中你有一些类型的 锻炼是非常密集的。
654	Is there any advice for	有什么建议吗?
655	someone out there that's in your situation, maybe looking for that internship, looking for that	外面有人,你的处境, 也许寻找实习,寻找
656	full-time job, has never really done a customer demo or a full-on discovery call or that many	从来没有做过客户演示 或全程的发现呼叫 或这么多
657	cold calls, if any?	有冷电话吗?
658	What were some things that you think you did well, even though you didn't	虽然你没有做,但你认为你做得很好
659	necessarily have that much experience doing so?	一定要有这么多经验吗?
660	Yeah.	对
661	And I would say, honestly, a perfect example,	我会说,说实话, 一个完美的例子,
662	and this was completely new for me, was the company MongoDB.	这对我来说是全新的, 是MongoDB公司。
663	I remember going through their	我还记得他们
664	process and the first one, two, three interviews were behavioral based.	过程和第一个,二,三个采访 是基于行为。
665	I had done these	我做了这些
666	thousand times, got asked the same questions.	上千次,被问同样的问题。
667	I knew how to navigate it.	我知道怎么导航
668	And then when I got	然后当我得到
669	to the final round of the interview, this was what completely caught me off guard.	在最后一轮的采访中, 这让我完全失去警惕。
670	They said, hey,	他们说,嘿,
671	we're going to do a 15 minute interview where you're going to demo our product.	我们要做一个15分钟的采访 在那里你要去 演示我们的产品。
672	We want you to do,	我们希望你这样做,
673	put together a slide deck and present the product as if you were selling it to a customer on a	装上一个滑板,把产品展示给客户
674	discovery call, basically.	基本上,发现呼叫。
675	And this was something that I had no experience doing.	这是我没有经验做的事情。
676	Obviously, I'd	显然,我会
677	never been in even an SDR, rather less an AE position before, but they were having me do this	甚至从来没有在特别提款权, 而不是以前一个AE职位, 但他们让我这样做。
678	in the final round of the interview.	在最后一轮的采访。
679	And the biggest thing I took away from it was just	我夺走的最大东西就是
680	learning about the product really quick, putting it together, but then having the confidence	很快地学会了产品,把产品拼凑起来, 但有自信
681	to speak on it and speak on what I didn't know.	说一些我不知道的事
682	All they wanted to see in this interview that I	他们想在采访中看到的一切
683	was confident enough to get up in front of these people, in front of the hiring manager,	足够自信地站到这些人面前 在招聘经理面前
684	in front of the manager and put myself and not be shy.	当着经理的面 放我一马,别害羞
685	I think that's the biggest thing they look	我觉得那是他们最大的外表
686	for in these interviews is, hey, can you be confident about what you do or don't know?	因为在这些访谈中, 嘿, 你能对自己的所作所为有信心吗?
687	And I think so many people in these interviews will try and not lie, but try and work their way	我认为这些采访中有这么多人会尝试而不是撒谎,而是尝试用他们的方式
688	around a question to try and get the answer that they think the interviewer is looking for.	围绕着一个问题 试图得到他们认为 采访者正在寻找的答案。
689	I	一、导 言
690	cannot express the amount of times that I have said, hey, that is a great question.	无法表达我说过多少次,嘿,这是一个大问题。
691	And honestly,	说实话
692	I don't want to steer you in the wrong direction or give you some false information, but that's	我不想引导你走错方向 或者给你一些虚假信息 但是
693	just something I might have to get back with you on.	只是一些我可能得 与你回来。
694	And I just can't give you a good answer right	我只是不能给你一个正确的答案
695	now.	现在
696	And I can't tell you the amount of times they've said to me, wow, we really appreciate	我无法告诉你他们对我说过多少次 我们真的很感激
697	the honesty.	诚实。
698	And so going back to that demo, though, I remember going in, you know, I put	所以回到演示,虽然, 我记得去,你知道,我放
699	MongoDB产品中的滑板。
700	I was going through it and they were asking me	我在经历,他们问我
701	questions that I didn't know the answer to.	我不知道答案的问题
702	And I just kept, I relayed it back.	我坚持了下来,我把它转发回来。
703	Hey, you know,	嘿,你知道吗,
704	that's a great question.	问得好
705	I'd love to follow you up with that after it's my job to kind of go through	我愿意跟随你完成我的工作
706	this with you, point you to the right resources.	这与你,指向正确的资源。
707	And I don't want to steer you in the wrong	我不想让你犯错
708	direction.	向上转
709	I don't want to be untruthful and give you information that might not be true to the	我不想不诚实 并给你可能不真实的信息
710	fullest extent.	最大范围。
711	I want to make sure I'm providing value to you where you see fit.	我想确保我为你提供价值 在你认为合适的地方。
712	And so people	所以人们
713	think that these interviews, they get to the final round, they'll go to the first round and	认为这些访谈, 他们得到了最后一轮, 他们会去第一轮,
714	they think they're going to get asked questions that they don't know.	他们认为他们会被问到他们不知道的问题
715	And that's what's scary.	且道甚么是惊怖.
716	But really, all these interviews, it's just, it's just talking about yourself.	但实际上,所有这些采访, 只是,它只是谈论你自己。
717	If you know how to	如果你知道怎样
718	market yourself and you know how to just be honest about what you do and do not know, the rest will	市场你自己,你知道如何 诚实地对待你做什么,不知道,其余的会
719	come with time that they know that you can be taught things that you can learn things.	随时间而来,他们知道,你可以 学习的东西,你可以学习的东西。
720	If you	如果你们
721	just are a truthful and honest person, they'll see that because they can sniff out someone that you	只要是诚实诚实的人, 他们会看到这一点,因为他们可以嗅出某人,你
722	touched on earlier is trying to give them the answer that they want right away.	刚才提到的是试图立即给他们想要的答案。
723	And that's not	这不是
724	something that they look for.	他们在找的东西
725	So yeah, 100%.	对,百分之百
726	I mean, really great takeaways there too.	我的意思是,非常棒的外卖 在那里。
727	It's and	这是和
728	you can also spin that into a question like, Hey, that's a great question offhand.	你也可以把它转成一个问题 比如,嘿,这是一个很好的问题离手。
729	I'm not 100% sure.	我不是百分之百的肯定。
730	And just for my reference to as I maybe I'll talk to our team and get an answer for you, like tell	我也许可以和我们的团队谈谈 帮你找到答案 比如说
731	me a little bit more about why that's important.	我更想知道为什么这很重要
732	I'm sure those are things you've done as well,	我敢肯定,这些都是你已经做了,
733	but really well said, like, you don't have to know everything.	但是说得好,你不必什么都知道
734	And also the interviewer is like,	采访者也喜欢,
735	they're not asking you to see if you did your homework.	他们不是要你看看你有没有做功课
736	They're asking you if the first	他们问你第一个
737	question they ask you doesn't trip you up and you somehow know it, they're going to keep asking you	问他们不会把你绊倒 你不知怎的知道 他们会一直问你
738	a second, a third, a fourth, and a fifth question until there's no way you would know the answer.	第二,第三,第四,第五个问题 直到你不知道答案
739	And they're actually that's like the interview.	他们实际上就像采访。
740	They're looking to see how you handle that	他们想看你怎么处理
741	situation.	情况
742	Not if you actually know everything about the products.	如果你真的知道产品的一切
743	I'm so glad you brought that	我很高兴你带来了
744	up because I think that is one of the most important things that people, I mean, I just	因为我认为这是最重要的事情之一 人们,我的意思是,我只是
745	touched on it that people try and do is they will go down this rabbit hole of one level deeper each	人们尝试和做的是 他们将沿着一个深一层的兔子洞走
746	time, each time until they get to the point where they say, okay, there is no way, you know, that	时间,每一次,直到他们到达 他们说,好吧,没有办法,你知道,
747	they could know this.	他们可以知道这一点。
748	We want to see how far we could go before they are honest.	我们想知道在他们诚实之前我们能走多远。
749	And I would say	我会说
750	that the second part of interviews, if I could give one tip to people that is so undervalued,	如果我能给那些被低估的人一个小费
751	it is the questions that you ask at the end of these interviews.	这是你问的问题 在这些访谈结束时。
752	I know this is usually what	我知道这通常是
753	makes or break people, especially in the tech sale space where you were asked all these behavior	制造或打破人, 特别是在技术销售空间 你被问到 所有这些行为
754	questions.	问题。
755	And at the end of every interview, you were left 10 to 15 minutes usually to ask questions.	在每次采访结束时,你通常被留10到15分钟去提问.
756	And a lot of people will either not come prepared or they'll come and they'll ask the same generic	很多人要么准备不来 要么就来问同样的问题
757	questions over and over.	问讯反复.
758	Hey, what do you like about your role?	嘿 你喜欢你的角色吗?
759	What does success look like in	成功是什么样子的
760	position?	位置吗?
761	And they've got these questions a hundred times.	他们问了一百遍了
762	And that always goes back to the point of	这总是回到
763	you could give a killer interview, but if you're not setting yourself apart from other people,	如果你没有把自己和别人分开
764	you're just going to be put in with the crowd and it's going to be really hard to set yourself	你只是会 与人群 和它真的很难设置自己
765	apart.	分开
766	So I think asking really good questions, and I have some examples too, if we need to go	所以,我认为问非常好的问题, 我也有一些例子, 如果我们需要去
767	through them, but I think asking really good questions at the end of the interview is probably	透过他们, 但我认为问 真正的好问题 在采访结束时
768	one of the biggest things that I've seen propel myself to getting these offers at these companies.	最大的一件事,我看到自己 推动这些公司得到这些报价。
769	Maybe just an example there of one question, because I'm sure that would be an entire episode	也许只是一个问题的例子, 因为我敢肯定,这将是整个插曲
770	in itself.	本身,
771	I can think of one that comes to the top of my mind.	我能想到一个 来到我的头顶。
772	And I will say that every time I've	我会说,每次我
773	asked this question, after the interview has been over, every single time I've asked this question,	问这个问题, 面试结束后, 每次我问这个问题,
774	the hiring manager has said to me, I have never been asked that question before in my life.	雇佣经理对我说 我这辈子从没问过这个问题
775	That	那个
776	was such an interesting question.	真是个有趣的问题
777	And the question's it.	而问曰.
778	And you can always frame it in a different	你总是可以把它装在不同的框框里
779	way, but I simply just look the person in the eye in the interview, whether it be on screen or in	但我在采访中只是看着他的眼睛 无论是在屏幕上还是在屏幕上
780	person, say, listen, I'm sure you've asked thousands of questions, maybe some of the same,	人,说,听着, 我敢肯定,你问了几千个问题, 也许有些相同的,
781	some of the different, but I would love to know what is one question that you've never been asked	有些不同 但我想知道 你从未问过的问题是什么
782	before that you've wished some candidate would ask you about this company so you could talk about?	之前,你已经希望一些候选人 会问你 关于这个公司,你可以谈论?
783	Inception.	摄受.
784	And every time I ask it, the person, they sit back and they think for a second.	每次我问起这个人 他们就坐着想一想
785	And it's one	还有一个
786	of the few times that if you can make that person on the other end of the interview think,	如果你能让那人在采访的另一端思考
787	and almost you're the one now conducting the interview, it almost puts a spin on things	几乎是你现在主持采访, 它几乎把一个旋转的东西
788	and completely alters the state of what's going on.	彻底改变现状
789	And every time I think and it's like, wow,	每次我想,它就像,哇,
790	what's one thing I've never been asked before that I'd love to talk about?	我从来没有问过什么 我想谈谈?
791	And it gets them	让他们得到
792	talking.	说话。
793	And that's exactly what you do in a sales role.	这正是你在销售角色中要做的。
794	You always want to have the other	你总是想要另一个
795	person talking.	有人说话。
796	So now the interview that you've been talking, they've been asking you questions	所以现在你一直在谈论的采访 他们一直在问你的问题
797	the whole time.	整个时间。
798	You now almost flip the script and get them talking about something that they're	你现在几乎翻转剧本 让他们谈论一些他们的东西
799	interested in, something that they don't get asked that they've wanted to talk about.	对一些他们不想谈的事感兴趣
800	And every time	每次都这样
801	I'm sitting across the table or looking through the screen, I just see their eyes light up with	我坐在桌子对面 或看着屏幕,我只看到他们的眼睛亮着
802	excitement to be able to talk about something at that company that brings them joy that they get to	很高兴能在公司谈点事 给他们带来欢乐
803	now talk about, but they just don't get asked it.	现在谈,但他们只是不问它。
804	So that's one thing I've seen really good results	所以,这是一件事 我见过真正的好结果
805	from.	从.
806	So yeah, no, really cool.	所以,是的,没有,真的很酷。
807	And now I know what like 15,000 plus people if they're watching	现在我知道,如果有人在看的话,15,000人加15,000人
808	on YouTube are now going to take that to their final round.	在YouTube上,现在要 带他们进入最后一轮。
809	Yeah.	对
810	So that's going to be, I'm sure	所以,这将是,我相信
811	that question I was going to start exponentially being asked a lot more.	这个问题我开始 指数化地被问到更多。
812	So that's going to be fun	那会很有趣的
813	to see.	来看看。
814	That's awesome, man.	这是真棒,男人。
815	This is great.	这是伟大的。
816	Really great deep dive.	深潜非常棒
817	And I know for anyone watching	我知道任何人看着
818	again, I think you have a more like prototypical like, like we talked about coming out of college,	再说一遍,我觉得你有一个更像原型 像,就像我们谈论 走出大学,
819	probably a top one to 3% type of resume, but that wasn't enough.	可能是前1%到3%的简历 但还不够
820	And again, at higher levels,	再说一遍,在高层
821	we have helped people without degrees break in as well.	我们也帮助了没有学位的人
822	It really just depends.	这真的取决于。
823	You have to	你必须
824	utilize your strengths.	利用你的优势。
825	You've got to find different opportunities to stand out.	你必须找到不同的机会 突出。
826	And I think	我觉得
827	whether you're on this track or quite frankly, like know who you're competing against for these	无论你是否在赛道上 还是坦白说 比如知道你在和谁竞争
828	types of jobs, I think really, really awesome deep dive.	工作类型,我觉得真的, 真的真棒深度潜水。
829	And last thing I'd say also chase,	最后,我还要说,
830	你也在TikTok上报
831	So part tech sales advice, part thirst traps.	技术销售建议 口渴陷阱
832	Yeah.	对
833	I mean, we're going into it.	我的意思是,我们要去进入它。
834	That's a shirtless tech sales guy for anyone.	这是一个无衬衫的技术销售员 为任何人。
835	You know, you got to	你知道,你必须
836	do what you got to do to grow the brand.	做你必须做的 种植品牌。
837	It gets the clicks.	它得到点击。
838	Like he literally shows me the data.	就像他给我看数据一样
839	Like, yeah, like, listen, I can pull up the data.	喜欢,是的,一样,听着,我可以调出数据。
840	The ones where my shirt is off somehow tend to	我的衬衫脱掉的那些
841	get more views.	获得更多的观点。
842	So someone explain that to me.	所以,有人解释给我听。
843	You got to do what you got to do.	你必须做你该做的。
844	But yeah,	不过是的
845	no, this is great, man.	不,这是伟大的,男人。
846	And again, like higher levels, the channel here at higherlevels.com,	再次,像更高层次, 这里的频道在更高层次的.com,
847	a lot of what we talked about in terms of you don't know what you don't know, what kinds of	我们谈了很多关于你不知道的 什么样的
848	every single stage of the interview, that's what we do with our community and coaching.	面试的每一个阶段, 这就是我们如何做 我们的社区和指导。
849	It's a ton of video, but also live coaching with all sorts of people that have been in the industry	这是一吨的视频, 同时也是现场辅导 各种人曾经在行业
850	for decades.	数十年。
851	So yeah, this I hope everyone gets a ton of value out of this video alone.	所以,我希望每个人都能从这个视频中获得一吨价值。
852	Yeah.	对
853	But	不过
854	also if you are looking for a guided approach and actual direct hands on guidance, that's that's	如果你在寻找一个引导的方法 并且直接掌握着引导,那就是
855	exactly what we do and why this channel exists.	确切地说,我们做什么, 为什么这个渠道存在。
856	And honestly, it's, I wish that there would have	老实说 我希望有
857	been something like this that I would have found sooner when I was going through my path, because	我走过这条路的时候 早就能找到这种东西了 因为
858	obviously it took me, you know, two internships, 40 or 50 interviews to get to where I was going.	显然,我花了,你知道, 两个实习, 40或50个面试 到达我要去的地方。
859	But if I would have found your channel and gone through what y'all offer sooner and gone through	但如果我能找到你的频道 并且通过你们提供的东西
860	the lessons you teach and everything you offer, I couldn't imagine where I'd be at now if I would	你教的课和你提供的一切 我无法想象我现在会在哪里
861	have found it sooner.	早点找到的
862	So I would just say like, I don't know what's higher than Amazon, but	所以我想说 我不知道什么比亚马逊高 但是
863	the lessons I mean, learn, but I mean, just being able to sit across the table from you now, I mean,	我的意思是,学习,但我的意思是, 只是能够坐在桌子对面 现在,我的意思是,
864	it's it's something I think the hardest part is people don't know where to start.	我认为最难的是 人们不知道从哪里开始
865	And I think	我觉得
866	{\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}因为那才是最难的 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你给这个起点提供了很好的方法 {\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}因为那是最难的
867	is just getting started, going finding the right path to really break in.	才刚开始 找到真正闯入的正确途径
868	And I think you have the	我觉得你有
869	golden ticket almost of, hey, here's where I'm at now.	黄金票几乎,嘿, 这就是我现在。
870	Here's where I want to be.	此处为我所想.
871	How do I bridge	我该怎么搭桥
872	that gap?	那个缺口?
873	And I think you offer that bridge to get between point A and point B.	我想你提供那座桥 是为了从A点到B点
874	And so appreciate	非常感谢
875	it, man.	这,伙计。
876	Yeah.	对
877	No, founding SDR of our company now, apparently I hired on the spot,	不,现在我们公司的创始特别提款权, 显然我当场雇用,
878	but no, this is great, man.	但是,这是伟大的,男人。
879	Hope everyone watching got a ton out of it.	希望大家看得到一吨出来。
880	And yeah,	没错,

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P2 · 【科技销售】23岁拿下Google和Amazon的科技销售offer p02 无字幕 (P2)

【科技销售】23岁拿下Google和Amazon的科技销售offer p02 无字幕 (P2)

发布于 2026-08-04 · 时长 40:26

字幕摘录

时间	英文	中文
0:00	Chase, what's going on, man?	蔡斯,怎么了,伙计?
0:01	Dude, nothing.	哥们 没什么
0:02	I'm excited.	我很兴奋
0:03	It日啰.
0:04	Ready to dive into this.	准备潜入其中。
0:05	Yeah, hell yeah.	是啊,地狱是啊。
0:06	For everyone watching, Chase currently works at Amazon.	大家看,蔡斯现在在亚马逊工作。
0:09	Also, when he graduated, got several offers from several companies,	而且,当他毕业, 得到了几个公司的若干报价,
0:13	not to mention Google as well.	更别提谷歌了
0:14	I wanted to take a chance today for those of you looking at breaking	今天我想为你们这些看破门而入的人冒险

展开字幕全文（796 条）

序号	英文	中文
1	Chase, what's going on, man?	蔡斯,怎么了,伙计?
2	Dude, nothing.	哥们 没什么
3	I'm excited.	我很兴奋
4	It日啰.
5	Ready to dive into this.	准备潜入其中。
6	Yeah, hell yeah.	是啊,地狱是啊。
7	For everyone watching, Chase currently works at Amazon.	大家看,蔡斯现在在亚马逊工作。
8	Also, when he graduated, got several offers from several companies,	而且,当他毕业, 得到了几个公司的若干报价,
9	not to mention Google as well.	更别提谷歌了
10	I wanted to take a chance today for those of you looking at breaking	今天我想为你们这些看破门而入的人冒险
11	into tech sales and certainly gunning for top companies, regardless of your	投身于科技销售 并肯定为顶级公司,无论你
12	background, really some good insights from the beginning to the end, even	从头到尾都有一些很好的见解
13	just before applying how you even get yourself attractive to these types of	之前,你是如何让自己 吸引这些类型的
14	companies and we'll continue to break it down.	公司和我们将继续 打破它。
15	Last thing I'd say before I hand it over to you for your background, just for	在我把它交给你之前,我最后要说的是 为了你的背景,只是为了
16	everyone's reference, like we have helped people without degrees get into Amazon.	每个人的参照, 就像我们帮助没有学位的人进入亚马逊。
17	Chase, I would say on paper has more of a traditional path.	蔡斯,我想在纸上说, 有更多的传统道路。
18	But one of the things we were talking about before recording as well is you	但是在录音之前我们谈到的一件事 就是你
19	had at least on paper, like some of the strongest internships you can have at	至少是在纸上, 像一些最强的实习 你可以在
20	VMware and then ultimately Amazon.	VMware,然后最终是亚马逊.
21	And just for everyone's reference, the reason we wanted to make this podcast	我们想做播客的原因
22	is even though he had worked at Amazon, he struggled to get interviews	尽管他在亚马逊工作过,他努力去面试
23	with other companies as well.	还有其他公司
24	So like, I just want to emphasize, you may listen to this and think that,	所以,我只想强调, 你可以听这个,然后想,
25	Hey, I either don't have a degree or like, I don't have that grade of	嘿,我要么没有学位 或喜欢,我没有这个等级
26	internships, like of course he's getting interviews because he has these	实习,他当然会接受面试 因为他有这些
27	internships.	实习.
28	That was not the case.	事实并非如此。
29	And we're going to break down in a ton of detail, all the things that you had to	我们要分解一吨的细节, 所有的事情你不得不
30	do to ultimately get an offer at Amazon.	做一个最终得到 亚马逊报价。
31	So Chase, man, that was a hopefully super, not too long of an intro, but yeah,	所以,蔡斯,伙计,这是一个希望的超级, 不久的介绍,但是啊,
32	just share a little bit about your background.	分享一下你的背景
33	And obviously we'll touch more on that last piece later, cause that was	显然,我们以后会更深入地 接触最后一块,因为那是
34	definitely something I want to talk more about, but yeah.	我当然想多谈点事,不过是的
35	So I, like you said, went the kind of traditional route, came into college as	所以我,就像你说的,走传统路线, 进入大学作为
36	a computer science major thought I wanted to go the route of, you know, just	一个计算机科学专业 我想走的路线,你知道,只是
37	coding and that whole gist of things and quickly realized that I wanted to be in	编码和所有的事情 并很快意识到 我想加入
38	more of a customer facing role.	更像是客户面对的角色。
39	And as I'm sure as everyone out there has seen the buzzword tech sales has just	我敢肯定,当大家看到 蜂鸣字技术销售只是
40	been thrown around everywhere.	到处被扔
41	And I was one of those many people who became very attracted to it.	我是那些被它吸引的人之一。
42	And so early on in college, I remember my freshmen sophomore year, I decided	这么早在大学的时候 我记得大二的时候 我决定
43	to switch majors to management information systems, a little bit more	切换主机到管理信息系统,多一点
44	business facing sort of thing.	生意面临一些事情。
45	And then obviously we'll go deeper into it, but then I was fortunate enough to	很明显,我们会更深入地探讨, 但我幸运的是,
46	get two internships in my college time, both of those actually being in tech	在我的大学时间得到两个实习, 这两个实际上都是技术
47	sales, which is what kind of led me down the path of, okay, this is what I	销售,这是什么样的 引导我走的道路, 好吧,这就是我
48	want to do for a career.	欲作事业.
49	I know this is what I enjoy, what I want to be in for a while.	我知道这是我喜欢的, 我想在一段时间。
50	And then, you know, flash forward to now.	然后,你知道,闪耀现在。
51	I'm fortunate enough to have that job at Amazon AWS where, you know, I'm currently	我有幸在亚马逊AWS工作 在那里,你知道,我现在
52	at and it's, it's been a pretty good path and I'm excited to dive deeper into how	它是一个相当好的路径 我兴奋地潜入
53	we got to this point.	我们到了这一点。
54	Yeah, for sure, man.	是的,当然,伙计。
55	And yeah, so four year degree management information systems.	是的,所以四年管理信息系统。
56	Let's talk about one thing I want to, you know, a lot of college students as	让我们来谈谈一件事 我想,你知道, 很多大学生作为
57	well, whether it's a full-time job or an internship, you got an intern as a	无论是全职工作还是实习 你都有实习生
58	sophomore, which is like decently rare, especially at a company like VMware.	大二,这就像体面的罕见, 特别是在像VMware这样的公司。
59	Yeah.	对
60	So just to note, whether it's an internship or whether it's full-time	所以,只是注意到,无论是实习还是全职
61	experience here for maybe that college grad or person that is literally just	在这里的经验 也许大学毕业 或人 字面上只是
62	saying, Hey, I took like C plus plus.	说,嘿,我像C加加。
63	Like, no, like how do you, how do you even like interview?	喜欢,不,你怎么样, 你喜欢面试吗?
64	Well, set yourself apart when you literally have no work experience to	好吧,让你自己分开 当你实际上没有工作经验
65	then go to like VMware as an example.	然后去像VMware作为一个例子。
66	And no, and that's a good point.	不,这是个好主意。
67	And for anyone listening to, I would almost say that getting an internship as	对于任何倾听的人,我几乎会说 获得实习作为
68	a sophomore in college is probably even harder than getting a full-time	大学二年级可能比全职更难
69	offer out of college.	大学毕业
70	So if you're thinking, Oh, like internship in college, that doesn't apply to me.	所以,如果你在想, 哦,就像在大学实习, 这不适用于我。
71	I'm looking for full-time roles.	我在找全职的角色
72	No, this, this principle that I went through to getting an internship as a	不,这个原则,我通过 获得实习作为一个
73	sophomore is almost something that I would say is harder to do.	大二几乎是一件难办的事
74	So these, all of these apply greatly to even outer college couple of years, even	因此,这些,所有这些都非常适用于 即使外科大学几年,甚至
75	if you're already in the, you know, workforce right now.	如果你已经在,你知道, 劳动力现在。
76	And honestly, it's something where everyone thinks that just by you	老实说,这是每个人都认为 只有你
77	reaching out to these companies and doing whatever that to be specific,	与这些公司建立联系,并做任何具体的工作,
78	that's just like, when you say reaching out, is that just submitting your	这就像,当你说 伸手,只是提交你的
79	application?	申请?
80	What do you mean by reaching out?	你说联系是什么意思?
81	Yeah, no, no, that's a good question.	是啊,不,不, 这是一个很好的问题。
82	And so a lot of people, and this goes for both internships and full-time roles,	所以很多人,这包括实习和全职角色
83	when people want to get these internships, full-time jobs, they're	当人们想要得到这些实习, 全职工作,他们是
84	applying, they think, okay, let me tailor my resume, let me go through.	应用,他们认为,好吧, 让我裁剪我的简历, 让我过去。
85	And they spend hours upon hours making this resume as good as possible.	他们花几个小时的时间 使这个恢复尽可能好。
86	They think, all right, if I have all the numbers, if I have these really good	他们认为,好吧,如果我有所有的数字, 如果我有这些真的好
87	bullet points and highlight my skills, spend days doing this, they submit that	弹点和突出我的技巧 花几天时间做,他们提交
88	resume.	续会。
89	They submit it to one, two, three, dozens of these companies.	他们把它交给一、二、三、几十家这样的公司。
90	And then they never hear back and they think it's a resume problem.	然后他们再也没有回音了 他们觉得这是一个恢复问题
91	They think it's, oh, I wasn't good enough.	他们认为我不够好
92	I don't have the experience.	我没有经验
93	Well, when I was a sophomore in college, my only experience was college classes.	当我是大二的时候 我唯一的经历是上大学
94	I didn't have any work experience.	我没有工作经验
95	And everyone told me, Hey, internships or something you get as a junior, you	每个人都告诉我,嘿,实习什么的 你作为一个初级,你
96	know, you have more experience built up.	你知道,你有更多的经验积累。
97	That's the time to do it.	即时施设.
98	No sophomores ever get it, especially trying to get a job at one of the top	没有大二的时候会得到它, 特别是试图找到一个顶级的工作
99	cloud computing countries or companies in the country.	云计算国家或国内公司.
100	And it all comes down to this.	所有事情都这样
101	And this is the principle that I applied to full-time as well.	这是我适用于全职工作的原则。
102	Every time you submit an application without going through a referral or	每次你提交申请而不经过转介或
103	reaching out to someone in that company, you can consider that	联系公司里的人 你可以考虑一下
104	application basically dead.	应用程序基本上已失效。
105	The moment you click submit on that pro on that website, that application is	当你点击该网站上的亲信提交时,应用程序就是
106	done, you can think of it as almost lost in the system because you're being	完成了,你可以认为它 几乎丢失在系统中 因为你是
107	shuffled in with thousands of other candidates that are doing the exact	和数以千计的其他候选人混在一起
108	same thing and at a granular level, they're not going to interview thousands	同样的事情,在颗粒级, 他们不会采访上千人
109	of people for these roles.	为这些角色服务。
110	They're going to interview a top select few that have credible sources inside	他们要采访少数有可靠消息来源的高层
111	of that company that are vouching for them.	那是用来担保他们的。
112	So I knew going into it, okay, if I want to work at a company like VMware, that	所以,我知道去它, 好吧,如果我想工作 在公司 像VMware,
113	is huge, has a lot of resources and is a very credible source, I have to try and	是一个非常可靠的来源 我必须尝试
114	network my way in and I know a lot of people, especially if you're going	联系我的方式 我认识很多人,特别是如果你要去
115	applying to jobs, you have a LinkedIn, that's a great place to start.	申请工作,你有一个LinkedIn, 这是一个伟大的起点。
116	And I almost thought of this as a cold outreach approach, almost like cold	我几乎把这当成一种冷酷的外延方法, 几乎像冷酷
117	calling where I would go on LinkedIn and you find the job that you want.	给LinkedIn打个电话 你就能找到你想要的工作了
118	For instance, I want it to be an intern as like an SDR, an SDR intern.	例如,我希望它像特别提款权、特别提款权实习生一样成为实习生。
119	I went to VMware and I found every single SDR that I could.	我去了VMware 找到了所有我能找到的SDR
120	And I just shot them a message.	我给他们打了个电话
121	Hey, my name is chase, you know, et cetera.	嘿,我的名字是追逐, 你知道吗,等等。
122	I'm in this college.	我在大学里
123	I'm this major.	我是这个少校
124	And then this is the part where most people kind of get lost.	然后这是大部分人迷路的地方。
125	They know that out, they know to outreach, they know to this.	他们知道这一点,他们知道拓展, 他们知道这一点。
126	But the biggest thing is if you're on the other end of that message and you have	但最大的事情是,如果你 在那个消息的另一端,你有
127	someone reaching out to you and your mind, you're thinking, why should I	一个人联系你和你的思想, 你在想,为什么我应该
128	respond to this person?	回应这个人?
129	What, like, what is a compelling reason for me to respond to them?	什么,像,什么是 令人信服的理由 我回应他们?
130	And that's where you have to come in and you have to provide value.	这就是你必须进来的地方,你必须提供价值。
131	If you just make the ask of, Hey, you know, I'm, I want to apply to this	如果你只是要求, 嘿,你知道,我想申请这个
132	internship, can you help me?	实习,你能帮我吗?
133	Well, it's like, okay, why should I help you?	好吧 我为什么要帮你?
134	And that's the part where you have to come in.	这就是你必须进来的部分。
135	And obviously if you don't have experience, you just have to show	显然,如果你没有经验, 你只需要显示
136	that you're willing to learn.	你愿意学习。
137	You want to say, Hey, I want to come in.	你想说,嘿,我想进来。
138	I want to learn from you, you know, bolster them up a little bit, highlight.	我想向你学习,你知道的, 支持他们一点点,突出。
139	Hey, I've checked out your page and you seem like you have great skills.	嘿,我查过你的页面 你看起来很厉害
140	I love the path you've went down and you do this across X amount	我喜欢你走的路,你走的越多越好
141	of people, someone will respond.	有人会回应的
142	I remember when I got my one at VMware, I sent 180 LinkedIn messages	我记得当我在VMware买到时 我送了180个链接 在信件中
143	and 180 LinkedIn messages.	和180 链接 在留言中。
144	Six people responded out of those six people.	这六个人中有六个人响应了
145	I met with four of them.	我见过他们四个人
146	And out of those four people, three of them vouched to give me an offer	这四个人中,有三个人向我担保
147	to get into the company flash forward, 10 interns across the whole United States.	进入公司的闪光, 10实习生 在整个美国。
148	And I'm the only one that is a sophomore.	我是唯一一个是大二。
149	And, you know, that just goes to show like, Hey, and this	你知道,那只是去显示 像,嘿,这个
150	applies to full-time as well.	也适用于全职。
151	I mean, I know I'm talking a lot.	我的意思是,我知道我说话很多。
152	So, yeah, I just want to highlight too, you know, for those of you on a college	所以,是的,我只是想强调,太,你知道的, 对于你们在大学的人
153	career path, like I studied engineering as well, same exact thing.	职业道路,就像我学习 工程,同样的事情。
154	Like it was funny.	感觉很有趣
155	I did get a co-op as a sophomore, but there was almost this like iron	我当大二时就得到了合作 但几乎有这种铁
156	curtain of like, you get a lower tier internship as a sophomore.	窗帘像,你得到一个低级实习 作为大二。
157	So then you can try and go for like a borderline fang type of company as a junior.	所以,你可以尝试去 像边际 尖牙类型公司作为初级。
158	And so I just want to reemphasize, like, this is what it takes folks in terms of	所以我只想再次强调,就像, 这是需要人们在
159	like messaging and that's the other thing.	就像传消息,这是另一回事。
160	I appreciate you spelling out is so many people think like, okay, I got a message	我很感激你拼写出来 这么多人想,好吧,我有一个信息
161	that SDR at the company because chase said so, but then they're like, they try	公司特别提款权 因为追逐是这么说的 但后来他们想
162	and like sell themselves in like a three paragraph message versus like trying to	并像卖自己 像一个三段信息 与试图
163	set it up.	设置它。
164	So many nuggets, I'm sure we'll break down with also the Amazon process, but	这么多小块,我敢肯定,我们会打破 同时亚马逊进程,但
165	whether you're going for an internship or full-time, that's like incredible	无论是去实习还是全职, 这就像不可思议的
166	advice, I think like not to be glossed over.	忠告,我觉得不要被蒙蔽
167	I want to transition too.	我也想过渡
168	So aside from the internship ins and outs, you have that kind of	所以,除了实习进出, 你有那种
169	sticker on the resume.	在简历上贴标签。
170	You're starting to go into your junior year.	你开始进入你的初中。
171	You ultimately do land at AWS.	你最终会在AWS降落.
172	Maybe if there's anything different about those processes or like, was it the	也许如果这些过程有什么不同
173	same process messaging a bunch of people?	同一个过程给一群人发信息?
174	I'm just curious if there's any quick nuances to call out.	我只是好奇 如果有 任何快速的细微差别呼叫出来。
175	Yeah, no.	是啊,没有。
176	And honestly, it was to my surprise.	老实说 这让我很惊讶
177	I will touch on this after for full-time, but I thought, okay, as a	我会在全职工作后再谈, 但我想,好吧,作为一个
178	sophomore, I have VMware on my resume.	大二,我的简历上有VMware
179	Surely I should be able to go and get an internship.	我当然可以去实习了
180	No problem at any company.	任何公司都没有问题
181	Let me just throw my application out there.	让我把我的申请扔出去
182	And to my surprise, it wasn't that easy.	令我惊讶的是 没那么容易
183	Obviously there's thousands of other students wanting to do the same thing,	显然还有成千上万的学生想做同样的事情
184	especially at a company like AWS, probably the biggest cloud computing	尤其是像AWS这样的公司 可能是最大的云计算
185	company in the world with thousands and thousands of employees.	公司在世界上有上千名员工。
186	I had to make myself stand apart.	我必须把自己分开
187	And so people said, Hey, chase, you know, you had that VMware internship.	于是人们说,嘿,追逐, 你知道,你有VMware的实习。
188	You should be fine.	你应该没事的
189	Apply.	应用。
190	You'll get any job you want.	你会得到任何你想要的工作。
191	And no, I did the exact same process where I messaged 150, 200 people at	不,我做了同样的过程,我给150,200人留言
192	Amazon to make sure before I even thought about submitting an application,	亚马逊在我考虑提交申请之前
193	I had someone on the inside, vouching for me, and it just takes that little	我有一个人在里面,为我担保, 它只是需要一点点
194	bit of extra work that you really have to want it.	有点额外的工作,你真的很想要它。
195	And if you do those extra steps, tenfold, it'll return.	如果你再多走十步,它就会回来
196	And obviously that's kind of how I landed the same thing, another internship.	显然,这就是我如何降落 同样的事情, 另一个实习。
197	So the process was very much the same in terms of getting there.	因此,这个过程在到达那里方面非常相同。
198	I think also calling out for a lot of people that may be scared of messaging,	我也认为,呼吁 很多人 可能害怕的信息,
199	and if you're going for managers or VPs, maybe that's a different conversation.	如果你要去找经理或副总裁, 也许这是不同的谈话。
200	But I also think there's a lot of, at least in my experience, a lot of people	但我也认为,至少有我的经验,有很多人
201	who either get these internships or full-time jobs as SDRs, they went through	他们要么获得这些实习机会,要么获得特别提款权的全职工作,
202	it themselves within a year or two at most, and they're also very excited to	在一年或两年之内 他们也非常兴奋
203	be there usually and are willing to help people who just aren't a dipshit.	通常而且愿意帮助那些不是白痴的人。
204	Excuse the language, but it's like, yeah, they're getting pinged and they	对不起,语言,但 它就像,是的,他们得到了pinged和他们
205	interned at VMware, now you're trying to break into Amazon.	被关在VMware, 现在你试图闯入亚马逊。
206	It's like the credibility compounds over time.	这就像可信度的复合 随着时间的推移。
207	And that's quite frankly, the path we've seen with people that don't have degrees,	坦率地说,我们所看到的 与没有学位的人,
208	get your foot in the door and get six to 12 months of experience as an SDR at a	把脚伸进门里 得到六到十二个月的经验
209	different company.	不同的团队
210	And we've had people from at least two that come to mind from ZoomInfo and	我们至少有两个人从ZimoInfo和
211	Outreach make that jump to AWS because they were willing to do the work to not	外联让AWS跳跃,因为他们愿意做工作,而不是
212	only outreach, but also if they weren't in a position to get it right away, again,	并且如果他们不能马上得到它
213	they went to a VMware great company, but now they're that much more attractive.	他们去了一家很棒的VMware公司 但现在他们更有吸引力了
214	But again, to your point, that's not just enough.	但再说一遍,就你而言,这还不够。
215	I don't want people to watch this and think like, oh, of course he got it	我不希望人们看到这个 并想,哦,当然他得到了它
216	因为他在VMware实习
217	And maybe that's where this goes now.	也许这就是现在的情况
218	So you have a solid AWS internship.	所以你有一个坚实的AWS实习。
219	你简历上有VMware和AWS
220	I would love for people on the outside looking in to really learn about, you	我希望外面的人能真正了解你
221	mentioned, I think you applied to Microsoft and you're thinking like, yeah,	提到,我认为你申请微软 而你在想,喜欢,
222	of course they're going to reach out.	当然,他们会伸出手来。
223	我在AWS VMware工作过
224	What were some of those struggles that you experienced looking to go to full	你经历过的这些挣扎是什么?
225	time, even with what I would say is like probably a top three to one to 3% resume	时间,即使我想说的是, 可能是前3到1到3%的简历
226	for a college student coming up in graduate.	一个大学生即将毕业
227	Yeah, no.	是啊,没有。
228	And you brought up a great point and I just wanted everyone out there to	你提出一个伟大的观点,我只是想 每个人在那里
229	realize too, like, trust me, I thought by having two internships in college at	也意识到,像,相信我, 我想有两个实习 在大学
230	some of the two biggest cloud computing companies out there, I should have no	外面两个最大的云计算公司 我不应该
231	problem getting job offers at anywhere I wanted.	在任何我想要的地方找工作都有问题
232	And that's where I kind of hit the wall.	那就是我撞墙的地方
233	And where I think this might resume with a lot of you as well is I thought, yeah,	我想你们也该重新讨论一下 我想...
234	I have this AWS on my resume.	我的履历上有AWS
235	我有这个VMware。
236	I am easily in the top 1% of resumes for people coming out of college,	我很容易在大学毕业的人的简历中排在前1%,
237	looking to get an SDR job.	寻找特别提款权的工作。
238	And this is when I kind of didn't do the things I always taught myself to do with	这时候我并没有做 我总是教自己做的事
239	the outreach, finding someone on the inside.	在内部找到人
240	So when I was looking for these full time roles, I was just applying to every	所以当我寻找这些全职角色时, 我只是应用到每一个
241	company without reaching out to a single person, just expecting to hear back from	公司没有联系到一个人, 只是期待听到从
242	them because with my resume, how would I not?	是因为我的履历,我怎么会没有呢?
243	And I was surprised and almost shocked to find out that I was applying to these	我惊讶和几乎震惊地发现 我申请这些
244	companies like Microsoft and even smaller companies that a lot of people probably	微软公司,甚至小公司 很多人可能
245	haven't heard of with maybe under 500 employees without a thought in my mind,	没有听说过也许500名员工 在我的脑海中,
246	like, Hey, I will surely hear back from them.	喜欢,嘿,我一定会收到他们的回音。
247	And then one after the other, didn't hear back.	然后一个接一个,没有听到回音。
248	Hey Chase, sorry.	嘿,蔡斯,对不起。
249	Like, thanks for applying.	喜欢,谢谢你的申请。
250	We're not moving forward in the process.	我们在这个过程中没有前进.
251	Thanks for applying.	谢谢你的申请。
252	What better luck next time.	祝你下次好运
253	And I got so many of those emails and I really couldn't figure out why.	我得到了这么多的电子邮件 我真的不知道为什么。
254	I have arguably one of the greatest resumes that a college student could have,	我有一个大学学生最伟大的简历
255	yet I'm not getting even interviews.	但我连面试都没有
256	And I think that's where a lot of people struggle now is you're applying to so	我认为这是很多人挣扎的地方 你现在申请了
257	many places, you're just not getting the interviews and it's just, it's frustrating	许多地方,你只是没有得到采访, 它只是,它令人沮丧
258	because you're submitting all of these applications and you just, you just want	因为你正在提交所有这些申请 而你只是想
259	that one interview, you want the chance to prove yourself.	你希望有机会证明自己
260	And I think that's when it really clicked for me again.	我想这时候,它再次点击了我。
261	Like, Hey, whether I have all the experience in the world or no experience	喜欢,嘿,我有没有所有的经验 在世界上还是没有经验
262	at all, outreaching and finding someone on the inside, getting a referral,	完全,拓展和寻找 某人在内部,获得转诊,
263	networking your way into that company is the most important part of it.	把公司连起来是最重要的
264	And that's when I did the exact same thing.	那时我做了同样的事情。
265	And I went back to messaging that 100, 150 people in the company.	我回去给公司里100到150个人发短信。
266	And one thing that isn't really talked about enough, especially in the SDR sort	还有一件事说得不够多 尤其是特别提款权
267	of position, when you're breaking into tech sales, by you reaching out to that	当你进入技术销售领域时,你就会伸出援手
268	many people in the company, trying to get a referral and network your way in,	公司里很多人 都想找个转介人 和你联络
269	you're almost doing the job of an SDR without even knowing it.	你几乎在做特别提款权的工作 甚至不知道。
270	You're doing that cold outreach.	你做冷的拓展。
271	And the amount of people that told me at these companies, like, Hey, we really	有多少人告诉我在这些公司, 像,嘿,我们真的
272	appreciate you reaching out and finding your way in here.	感谢您伸出援手 并找到道路在这里。
273	This is exactly what we're looking for in a rep.	这正是我们要找的代表。
274	You just happen to do it without even knowing.	你只是碰巧这样做 甚至不知道。
275	And that was one of those key things that really started landing me	那是真正开始降落我的关键之一
276	in interviews is by almost doing the job of an SDR without even knowing it,	在访谈中 几乎是做特别提款权的工作 甚至不知道它,
277	just cold outreaching to these companies, getting these people.	只是冷酷的接触这些公司, 得到这些人。
278	And you spoke on it earlier too.	你之前也说过了
279	A lot of these people went through the same process.	其中许多人经历了同样的过程.
280	I know the people that were SDRs, they were reaching out, doing the same thing.	我知道那些特别提款权的人, 他们伸出援手,做同样的事情。
281	They're excited to talk to you.	他们很高兴跟你说话
282	You just have to, you know, find the right people.	你只需要,你知道,找到合适的人。
283	So I was going to say too, I want to highlight a couple of things there as	所以我也想说 我想强调一些事情
284	well that were really great is, and also through my own experience, right?	嗯,这是真正的伟大的是, 也是通过我自己的经验,对不对?
285	Like I did end up breaking into like a fortune 1000 company as an engineer.	就像我以工程师的身份闯进一千家财富公司
286	And to this mindset, I think that I want to highlight of like, I just need the	在这种心态下,我想强调一下,我只需要
287	interview, I just need to get the interview and I can prove myself.	采访,我只需要得到采访 我可以证明自己。
288	And I think so many people fantasize an AWS, a Google, a MongoDB, and all these	我想很多人幻想着一个AWS,一个谷歌,一个蒙戈DB, 以及所有这些
289	other places that you ultimately got offers from where they're like, if I could	其他你最终得到的报价 从他们喜欢的地方,如果我可以
290	just get that interview, I could show them how much I've researched about the	只要接受采访, 我可以向他们展示我研究了多少
291	company, how excited I am to work there.	公司,我多么兴奋 在那里工作。
292	And like, to be quite frank, like that's a little bit besides the point.	坦白说 这有点过分了
293	And I don't want to get too abstract.	我不想太抽象
294	And like, honestly, if you're that desperate and like eager to get there,	老实说 如果你那么急着赶到那里
295	that's going to show versus like someone like yourself who has kind of learned	就像你这样的人学过
296	the game is actually doing the job and has multiple offers and leverage come	游戏实际上正在做这个工作,并且有多个报价和杠杆来
297	time to get like, you're not like laser focused on, I have to work at Amazon.	是时候像,你不喜欢激光聚焦, 我必须工作在亚马逊。
298	You're getting multiple offers.	你得到多个报价。
299	So one personally, you're, you're good, but two now Amazon is going to pick up	所以,一个个人,你,你很好, 但两个现在亚马逊会接
300	on that and all these great companies are going to pick up on the fact that,	所有伟大的公司都会发现
301	wow, this guy's a hustler.	哇,这家伙是个骗子。
302	He's getting multiple offers.	他得到了多个报价。
303	He knows the game.	他知道游戏
304	He's doing the job himself before he even gets there.	他还没到就自己来
305	So lots of great stuff.	所以很多伟大的东西。
306	And I want to transition that too.	我也想改变这种局面。
307	Now to the interviews you actually got going into looking for full-time work.	现在到采访时,你实际上去寻找全职工作。
308	You got just again, an offer from Google offer from Amazon, some other great	亚马逊谷歌的报价 其他的好东西
309	offers and final round interviews as well, maybe give everyone an idea of you	提供和最后一轮的访谈 可能给大家一个你的想法
310	mentioned your experience trying to break into 500 person companies versus a fang.	提到你试图闯入500个人公司 与一个尖牙。
311	What were some of the differences between maybe a smaller startup or hyper growth	较小的启动或超增长之间有什么区别?
312	company versus like the biggest companies in the world, Google and Amazon, et cetera?	公司与世界上最大的公司Google和Amazon等?
313	Yeah.	对
314	And I really think that's a great question.	我真的觉得这是一个很好的问题。
315	I think it comes down to when you're doing these kinds of smaller companies too.	我想这是在你做这些小公司的时候发生的
316	A lot of these companies when they're smaller and they have less employees,	这些公司中很多在规模较小,员工较少的时候,
317	you're going to be meeting with a lot higher up people in those companies.	你会和那些公司里 更高层次的人见面
318	You're going to be meeting with maybe the VP of sales at some of these that	你要去见一些销售的副总裁
319	I interviewed with and you have to come to the table a lot more prepared for	我采访了你们,你们必须更准备
320	these smaller companies and most people think, Oh, if I just go for a smaller	这些小公司和大多数人认为, 如果我只是去一个小
321	company, the interviews will be easier.	公司,采访会更容易。
322	Like it's not going to be as much pressure, but no,	好像压力不会这么大 但是不行
323	that's not really the case.	事实并非如此。
324	The, they put a lot of high value on, you know, a smaller tight knit company.	他们把很多高价值的, 你知道,一个较小的紧身织布公司。
325	They, they want to make sure they are hiring the right people.	他们,他们想要确保 他们雇用正确的人。
326	And so you have to come prepared differently, but in terms of the bigger	所以,你必须来 不同的准备, 但从更大的
327	companies, I know everyone wants to work at the fancy flashy names and at	公司,我知道每个人都想工作 在华丽的闪亮的名字和
328	companies like that, it really comes down to being a culture fit.	这样的公司, 真正归根结底是一个适合的文化。
329	That's what all these companies want to see is that you were a fit and people	这就是这些公司想要看到的 你是一个合适的人
330	think you have to know a lot about the product, a lot about how they sell, but	认为你必须知道很多关于产品, 很多关于他们如何销售,
331	they really want to know, okay, how are you as a person?	他们真的想知道, 好吧,你作为一个人怎么样?
332	How are you as a seller?	你是卖家吗?
333	Are you going to fit?	你会适应吗?
334	Because learning the product that comes with time, learning how to sell it,	因为学习随时间而来的产品, 学习如何销售,
335	that comes with time, but what doesn't come with time is, okay, is this person	时间的到来 但时间的到来 是这个人
336	a genuine person that we want to hire someone that we can develop, someone	一个真正的人,我们想雇用 一个我们能够发展的人,一个人
337	that wants to be here for a long time.	想要在这里待很久
338	And so when going through these interview processes, it really comes	所以,当通过这些面试过程, 它真的来了
339	down to how you can storytell.	说到故事
340	And I think that is the biggest market, both big and small companies.	我认为这是最大的市场, 大小公司。
341	It all comes down to how well you can articulate yourself and tell	都归根结底,你能说得清楚
342	stories revolving yourself.	故事自转。
343	We're experienced, no experiences, regardless, if you know how to	我们的经验,没有经验,不管怎样,如果你知道如何
344	storytell, that's one of the biggest ways to kind of just go through these	故事说,这是 最大的方法之一 只是通过这些
345	interviews and have confidence and they can pick up on that very quickly.	面试和自信,他们可以很快得到。
346	Yeah, a hundred percent.	对,百分之百
347	I think really well said.	我觉得说得很好
348	And like, again, I'm, I'm even looking back to my own experience.	就像,我,我甚至回顾我自己的经验。
349	Like I broke into, like I said, a solid company I applied from the engineering	就像我闯进来一样,就像我说的,我从工程公司申请的坚固公司
350	world, this isn't tech sales, but like Chevron was a huge one at our college	世界,这不是科技销售, 但像雪佛龙是一个巨大的 在我们的大学
351	that everybody wanted to break into.	每个人都想闯进来
352	They were notorious, I think for paying like over a hundred K to brand	他们臭名昭著,我以为他们付了一百多K
353	new engineering grads.	新的工程学位。
354	And I think to the point of like an Amazon or Google, so many people get laser	我想到一个亚马逊或谷歌的点, 所以很多人得到激光
355	focused and they're like, I want to work at the best company in the world.	专注,他们喜欢, 我想工作 在世界上最好的公司。
356	I want to learn from the best.	欲学精进.
357	And it's like, Hey, we get that.	这就像,嘿,我们得到这一点。
358	That's what 10,000 people we just talked to that want to break in	这就是我们刚刚和一万个人谈的 想要闯进来的原因
359	are also thinking as well.	还思考着呢
360	So I think it's like that next layer of like you, you know, to some extent	所以我觉得这就像下层的你, 你知道,在某种程度上
361	being like a human being, being more relatable, having actually done things	像一个人, 更耐人寻味,
362	and have cool stories about your background, what you learned and how	并有很酷的故事 你的背景, 你学到了什么,如何
363	you've progressed is more important than saying like, this is the best	你已经进步了 比说,这是最好的
364	company in the world.	公司在世界。
365	I want to learn from the best.	欲学精进.
366	Like I know all these things about Amazon.	就像我了解亚马逊的这些事情
367	Those are kind of like notes after the effect.	这些就像效应后的音符
368	And I think I'm sure we could spend hours talking about the actual	我想我们可以花几个小时 谈论实际
369	ins and outs of the interview, but I can tell that's a way you stood out	采访的出入, 但我可以看出来,这是一个方法 你突出
370	because again, you have stories, you have things you've done, you have	因为再说一遍,你有故事,你有你做过的事,你有
371	things you've learned, not just like so happy to even just be there and have	你学过的东西, 不只是喜欢如此高兴 甚至只是在那里和有
372	a chance in the first place.	一开始的机会
373	I think that really stood out.	我觉得这真的很突出。
374	I'd love to maybe probe into as well.	我也很想调查一下
375	We can get as deeper or not as you want into the actual interview process,	我们能否深入到真正的面试过程
376	but maybe if you had any particular failures, if there's any interviews	但也许如果你有任何特定的失败, 如果有任何采访
377	that you look back on and you're like, God, that sucked.	你回头看 你就像,上帝,那烂透了。
378	I like, I don't know any, any like big mistakes aside from the not messaging	我喜欢,我不知道什么, 任何像大错误 除了没有消息
379	people that we've talked about.	我们谈论过的人
380	Yeah.	对
381	And, and I think it's one of those things that a lot of people too.	而且,我想这是其中之一 很多人。
382	And I thought the same thing, especially early on when I was kind of	我也这么想 尤其是我刚开始的时候
383	interviewing for these internships and I didn't have like business experience.	面试这些实习 而我不喜欢商业经验
384	I know a lot of people who are coming out of college, you're worried if you	我认识很多大学毕业的人 你担心的是你
385	don't have a huge internship, or if you're trying to transition to a job	不要有巨大的实习, 或者如果你试图向工作过渡
386	and you might not have had a tech sales job before you're worried in these	在你担心之前 你可能没有技术销售工作
387	interviews, the stories you tell.	采访,你讲的故事。
388	You're not going to be able to relate them to actual real world examples.	你无法把它们和真实世界的例子联系起来。
389	And I think that was one of the biggest things I messed up in some of my	我认为这是我最大的事情之一 在我的一些
390	interviews is I would try and so heavily focus on relating my stories and my	采访是,我会尝试 如此集中 联系我的故事和我的
391	experiences to the tech sales world or trying to find it very business oriented.	技术销售界的经验 或者试图发现它非常面向商业。
392	When, no, you don't have to have any experience to be able to tell a good	不,你不必有任何经验 才能告诉别人
393	story.	故事的情节。
394	Some of the best questions that I got asked or that I received really good	一些最好的问题,我被问到 或者我得到的非常好
395	feedback on were me telling a story about how I was in my neighborhood, you	关于我的反馈 我讲了一个故事 我是如何在我的附近,你
396	know, solving a problem of, you know, people walking a dog and I had to think	你知道,解决一个问题,你知道, 人们走狗,我不得不想
397	on the fly.	在苍蝇。
398	I've heard stories of so many people in interviews that they just know how to	我听过这么多人在采访中的故事 他们只知道如何
399	market themselves and everyday examples.	市场本身和日常例子。
400	I can promise you that if you just expand your scope out of the classroom	我可以向你保证,如果你只是 扩大你的范围出教室
401	setting, out of the business setting, out of what you think they care about	设定,退出 商业环境,你认为他们关心的
402	an interview and just bring it out to a realistic, holistic, real world example.	一个现实的,整体的,真实的世界的例子。
403	There are so many experiences in your everyday life.	你日常生活中有很多经历
404	You could turn into a great question and really good answers.	你可以变成一个大问题 和非常好的答案。
405	And I think that's the thing that people get lost on is they think, okay, I	我想这是人们迷路的事 他们觉得,好吧,我
406	might not have the work experience for this job, but it's no, if you just have	也许没有这份工作的工作经验, 但这是不,如果你有
407	life experience and you know how to market that to fit that job description,	生活经验,你知道如何营销 符合工作描述,
408	that's what sets you apart.	这就是你分开的原因
409	People come in here and they flash.	人们来到这里,他们闪耀。
410	Oh, I hit a hundred percent of quota or I sold X amount of things and they start	哦,我打百分之百的配额 或者我卖了X数量的东西,他们开始
411	throwing all these numbers.	扔这么多数字。
412	It's like, okay, so, but you worked at Ross.	这就像,好吧,所以, 但你在罗斯工作。
413	Yeah, you know, I, I, I converted 200 transactions last week at McDonald's as	是啊,你知道,我,我,我,我 转换200交易上周 在麦当劳作为
414	the cashier, you know, people come in here with all that stuff and with the, but	收银员,你知道, 人们来到这里 与所有的东西和,但
415	the person that comes in here and gives a story that they've never heard about,	说出他们从未听过的故事的人
416	you know, doing something crazy.	做疯狂的事
417	It's that's the stuff that makes you stand out.	正是这种东西让你出名.
418	That's the thing where the hiring manager is going to leave that interview and	这就是雇用经理要离开面试的原因
419	think, wow, that person stood out.	想想,哇,那个人很突出。
420	That's something I've never heard before.	这是我从来没有听说过的事情。
421	Yeah.	对
422	And I was just going to say too, like, I don't want to trivialize, like I worked	我只是要说,喜欢, 我不想轻视,像我的工作
423	at Chipotle in college, I worked in fast food and food in general for seven years	在Chipotle大学,我在快餐和普通食品工作了七年
424	in high school and college.	在高中和大学。
425	So I'm not shitting on those.	所以我没在开玩笑
426	I mean, that was my starting point was Chick-fil-A trying to true.	我的意思是,这是我的出发点 是小鸡 -fil -A试图真实。
427	I'm like, no, but to this point, it's like, I think it's the difference between.	我很喜欢,没有, 但在这一点上,它就像, 我认为这是区别。
428	I actually remember one of my first sales interviews, I ended up taking a	其实我还记得我第一次的销售面试 结果我接受了一个
429	different job, but I actually bonded and this is a very strong company.	不同的工作, 但我实际上抵押, 这是一个非常强大的公司。
430	I bonded with the manager over joking, but also being serious about how my team	我和经理谈了个笑话 但也认真对待我的团队
431	at Chipotle, we opened the Chipotle at Auburn University and we were the	在奇波特尔,我们在奥本大学开了奇波特尔,我们是
432	fastest crew in the Southeast.	东南地区最快的船员
433	And that was like measurable.	这就像可以衡量。
434	And it was funny because I had that stat there, but I could tell when he looked	这很有趣,因为我有一个stat在那里, 但我可以看到当他看
435	at it, he was like, okay, and like took it serious.	他觉得很认真
436	He's like, that's cool.	他喜欢,这很酷。
437	But also like, you know, it was, it then evolved beyond like, Hey, you don't have	但也一样,你知道,它是, 然后进化出来像,嘿,你没有
438	to bullshit me any further than that and act like you changed the trajectory of	假装你改变了轨迹
439	Chipotle's stock price, but it was a fun point, but it has its limits.	Chipotle的股价,但它是一个有趣的点,但它有它的极限.
440	Right.	对
441	So I think that's a really good one as well.	所以,我认为这是一个非常好的。
442	Just calling out like there, there are valuable experiences that one, you're	只是呼唤出来像那里, 有宝贵的经验之一,你是
443	probably are too afraid to actually talk about in the first place, or conversely	可能太害怕了 根本不敢说,或者相反
444	you're quite literally very clearly bullshitting of like, yeah, making it sound	你简直就是在胡说八道
445	like you change the world and like mapping a simple experience that otherwise	就像你改变世界 并喜欢绘制一个简单的体验 否则
446	would be a great conversation.	这将是一个伟大的谈话。
447	Now you're trying to like force fit it into this thing and it's awkward for	现在,你试图喜欢强力 装进这个东西,这是尴尬的
448	everyone involved.	每个人参与。
449	And on that note, whether it's the dog walking, I think example you gave or	顺便说一句,不管它是狗走路, 我认为你给出的例子或
450	something else, like if they're not putting you on the spot here, but if	其它的,比如如果他们不把你放在现场,但如果
451	there's a story like that, that comes to mind, I would love to have you just	有这样的一个故事, 想到了,我很乐意有你只是
452	expand upon that to give everyone reference as well.	进一步阐述这一点,以便大家也都参考。
453	Like what's a non work related or like perfect story from a business tech sales	像什么是非工作关联 或喜欢完美的故事 从商业技术销售
454	perspective that you use in interviews that worked well.	在面试中使用的视角 效果很好
455	Yeah, no, that that's a great question.	是啊,不,这是一个伟大的问题。
456	And honestly, this was something I would use across, um, across interviews	老实说,这是我要用的东西 通过,嗯,通过采访
457	because a lot of the questions revolve around asking you about your experiences,	因为很多问题都围绕问你的经验
458	you know, your strengths and your weakness.	你知道,你的强弱。
459	And I remember one thing, and I'm sure this will probably resonate with people	我记得一件事 我相信这可能会引起人们的共鸣
460	because one of the biggest things people get asked is, Hey, what's a weakness or	因为人们最大的问题之一 是,嘿, 什么是弱点或
461	what's something you're not good at?	什么是你不擅长的东西?
462	And everyone always thinks you need to relate it to a work experience or a	每个人都认为你需要把它 与工作经验或
463	business experience.	商业经验。
464	And I remember the answer I always gave was, was I came out and I would say,	我记得我一直给出的答案是, 我出来了,我会说,
465	yeah, no, whenever I was in a public setting, talking with people, I remember	是啊,不,每当我在公共场合, 与人交谈,我记得
466	this one time I was at a Christmas party and you know, I was hanging out with a	有一次我在圣诞派对上... ...我跟一个...
467	couple of people and I realized when we were in a group setting, I had just met	两个人,我意识到 当我们在一个小组, 我刚刚认识
468	these people and I thought the conversation was going great with everyone.	这些人和我以为和大家的对话很顺利
469	We were talking and I slowly realized I was the one doing most of the talking.	我们当时在聊天,我慢慢地意识到,我大部分时间都在聊天。
470	I was, I thought I was asking questions here and there, but I was talking a lot	我是,我以为我问 这里和那里, 但我说了很多
471	about, Oh, I had, you know, this job.	关于,哦,我有,你知道,这个工作。
472	Oh, I did this last weekend, did this, the other thing.	哦,我做了这个上周, 做了这个,其他的事情。
473	And after that 10 minutes of us having that conversation was up, I walked away	10分钟后,我们谈话结束,我走了
474	and I realized I didn't know a single thing about these other people.	我意识到我对这些人一无所知
475	And I realized right then and there, okay, I wasn't doing a very good job listening.	我当时就意识到了,好吧,我听得不太好
476	These people probably thought after we had this conversation that, you know, I	这些人可能认为 我们谈话之后,你知道,我
477	wasn't really interested in them.	对他们没兴趣
478	I didn't know anything about them.	我对他们一无所知
479	And I think that was one of those biggest, one of the biggest pivot points for me	我认为那是我最大的支柱之一
480	was realizing, okay, I need to get better about active listening.	我意识到,好吧, 我需要得到更好的 关于积极听。
481	One of the greatest skills in the sales game.	销售游戏中最伟大的技能之一.
482	Yet I took that story of me being at a Christmas party and related it to the	但我把那个关于我在圣诞派对上的故事 和这个故事联系起来
483	job of like, okay, this is, you know, something we use every single day.	就像,好吧,这是,你知道, 我们每天都使用的东西。
484	And I remember one of the people interviewing me said, okay, that's,	我记得采访我的人之一 说,好吧,这是,
485	that's pretty interesting.	这很有趣。
486	So how have you changed that now?	你现在怎么改变的?
487	And it's one of those things where you just relate it back to a real	这是其中之一 你只是把它与一个真正的
488	words, real world setting.	话语,真实世界的设定。
489	And I don't know.	则不知.
490	I think there's so many examples of just being able to take your daily life and,	我想有这么多的例子 能够夺走你的日常生活,
491	you know, talking through it.	你知道,通过它说话。
492	Um, I have plenty more too, but we not too deep in a great example, man.	嗯,我也有很多, 但我们没有太深入 一个伟大的例子,男人。
493	I think, yeah, it's like whether it's the soft skills or just some other angle.	我想,是的,这就像它是软技能 还是只是一些其他角度。
494	And, and like, what a great example in terms of how you can get away from the	和喜欢, 多么伟大的例子 在如何你能逃脱
495	interview of just like, like one thing I want to stress and feel free to add	专访就像,像一件事 我想强调和感觉自由添加
496	nuance if there's anything I'm oversimplifying, but especially at these	细微的,如果有什么 我过度简化,但特别在这些
497	big companies, it's not to trivialize you and your skills as a person.	大公司,这不是要轻视你和你的技能
498	But after a while, like these people do hundreds, if not thousands of	但过了一段时间,像这些人做 数百,如果不是数千
499	interviews, they're really not like excited all the time to come in and say,	采访,他们真的不喜欢兴奋 所有的时间来说,
500	welcome to the Amazon interview.	欢迎参加亚马逊采访
501	Our first question for you, chase is X, Y, and Z.	我们的第一个问题,是X,Y,和Z。
502	And so if you shake it up with a story that isn't about business, right.	所以如果你用一个与商业无关的故事来动摇它,对吗?
503	Or, or for instance, like, let me paint the opposite picture of our last example	或者,或者比如说,让我来描绘我们最后的例子的反面
504	where you're trying to force fit something and they can smell that bullshit a	在那里你试图强迫 装配的东西, 他们可以闻到那废话a
505	mile away, they're, they're going to spend the next five to seven minutes	离这里一英里 他们就要花5到7分钟了
506	{\fn黑体\fs20\shad2\2aH82\3aH20\4aH33\fscx95\3cH592001\be1}让你继续问问题 {\fn黑体\fs20\shad2\2aH82\3aH20\4aH33\fscx95\3cH592001\be1}想取消你对战资格
507	if you have a fun conversation like this, now it takes their mind off of the	如果你有 有趣的谈话像这样, 现在它去他们的头脑
508	thing that they've done a thousand times already there.	他们已经做了一千次了
509	It's a little bit off script.	剧本略删.
510	They're finally like, Oh, this is fun.	他们终于喜欢, 哦,这很有趣。
511	Like interesting guy.	像有趣的人一样
512	Yeah.	对
513	Now I can have more of a conversation.	现在我可以多聊聊了
514	And again, you can go too far the wrong way.	再说一次,你走错路了
515	Like if you don't actually have any hard results or like any type of skill	就像你实际上没有 任何艰难的结果或喜欢 任何类型的技能
516	set, like that's not the message here.	设定,像这不是这里的信息。
517	You can't like bullshit your way all the way to an offer at Amazon and Google.	你不能喜欢胡说八道 一路到亚马逊和谷歌的报价。
518	But a really great example, and maybe I'd leave it wide open.	但是,一个非常伟大的例子, 也许我会让它很开放。
519	We can talk about really as much, I don't know, we can just keep going.	我们能谈得一样多,我不知道, 我们可以继续。
520	We're pretty caffeinated, but the like, what are, what are other, you know, in	我们喝咖啡,但类似,什么是,什么是其他,你知道,在
521	your example of looking at your peers who maybe tried to go for similar jobs,	看着你的同龄人 试图去从事类似工作
522	didn't get it, or just in general mistakes that you see, I know you have a	或只是一般的错误,你看到的, 我知道你有一个
523	lot of people reaching out to you on Tik TOK as well.	很多人也用Tik Tok联络你
524	What are some of the biggest mistakes people are making when it comes to like	当人们喜欢的时候 最大的错误是什么?
525	trying to break into any company or if you want to focus specifically on an	试图闯进任何公司 或如果你想专注于一个
526	Amazon or Google, what, what comes to mind?	亚马逊还是谷歌,什么,有什么想法?
527	Yeah.	对
528	And just to touch on your last point too.	也想谈谈你最后的一点
529	And I think you brought it up great.	我认为你提起它很好。
530	And I want to talk like a second more about it because bringing these	我想再谈一下 因为带这些
531	interview approaches, like, like that story I just told you said, people aren't	采访的方式,喜欢,像,我刚刚告诉你的故事, 人们不是
532	always excited to come in these interviews and you couldn't have been more true.	总是很兴奋地来参加这些采访, 你不可能更真实。
533	When you go into these interviews, they're asking the same questions,	当你去这些采访, 他们问相同的问题,
534	doing the same thing.	做同样的事情。
535	So bringing in a story or something like that, like when I threw out the	所以,带来一个故事或类似的东西, 就像当我扔出
536	Christmas party thing, I'm right, my interviewer, cause Christmas was coming	圣诞派对的事,我说得对,我的采访者, 因为圣诞节即将来临
537	up in like a week or two, she was, oh my gosh, that's, that's so cool.	一两周后,她就,哦,我的天啊,这太酷了
538	I'm actually going to this party.	我其实要去参加这个派对。
539	This, and we talked for like 10 minutes about that.	我们聊了10分钟
540	We had a conversation.	我们谈过了
541	She didn't even ask me too many more interview questions, but she walked away	她甚至没有问我太多的采访问题 但她走了
542	from that conversation feeling like she really got to know me and we had a good	从那段对话中 感觉就像她真的了解我 我们有一个好
543	relationship or it wasn't just transactional.	关系或不只是交易
544	And so I think that's just such a great piece of advice I'd give people is	所以,我认为这只是一个伟大的建议 我给人们是
545	bringing stories that kind of set you apart, bringing experiences	带来你分离的故事 带来经验
546	that are out of the norm.	这些都是不合常规的。
547	But in terms of things I've seen people kind of not necessarily do wrong, but	但就我所见过的事物而言 人不一定做错事 但是
548	just not get right the first time.	只是第一次不对劲
549	And I've done it too is really coming down to just, and I can't hammer this	我也做了,真的要变成这样了,我不能敲锤子
550	home enough is just these, these cold applications applying and honestly	这些寒冷的应用 和诚实的
551	thinking that a company is out of your reach just because you don't have	就因为你没有公司
552	experiences.	经历。
553	I know so many people that are scared to apply to companies that they could get	我知道这么多人 害怕申请公司 他们可以得到
554	a job at and they just don't know it.	他们只是不知道
555	They think they have to go for these smaller sort of companies or maybe a	他们认为他们必须去这些小公司 也许一个
556	not known one because they won't get accepted to the top one, but it's like	因为他们不会被录取到顶级 但就像
557	the route I went, I shot straight for the top right away and I ended up getting it.	我走的路线, 我直接射向顶部, 我最后得到了它。
558	A lot of these top companies are willing to hire the people.	很多这些顶级公司都愿意雇佣这些人.
559	If you just put in the work.	如果你刚把工作。
560	And like I said, if you go the route of reaching out to people, and I can't	就像我说的,如果你走 接触人们的路线,我不能
561	express enough show that you want to provide value, whether that be in terms of	表达足够多的显示您想要提供值, 无论从
562	learning experiences, you know, bolster the person up, provide value as to why	学习经验,你知道, 增强人,提供价值 为什么
563	they should reach back out to you, build some rapport with them, have a couple	他们应该联系你, 和他们建立某种关系, 有夫妇
564	meetings, FaceTime, even make it casual phone calls and build rapport with this	开会,FaceTime,甚至可以随便打个电话 和这个搭配
565	person.	个人。
566	It'll do wonders in terms of getting these companies because applying is	因为申请是
567	something that, you know, it's easy to just hit the apply button and submit it	有些东西,你知道的, 它很容易只是点击 应用按钮并提交
568	through.	通过。
569	It's scary to put yourself out there and you think the bigger the company, why	把你自己放出来很可怕 你觉得公司越大 为什么
570	should I even try when really, if you just put yourself out there to even some	我甚至应该尝试 当真的,如果你只是把自己 在那里甚至一些
571	of these top companies, if something will stick, you throw enough against the	这些顶级公司,如果有东西会粘住, 你扔够了
572	wall, something will stick, especially if you put in the effort.	墙壁,有些东西会粘住,特别是如果你努力。
573	And I think that's what people get scared of is they're scared to apply because	我认为这就是人们害怕的 因为他们害怕申请
574	they're afraid of rejection, but it's the same thing like in sales on a cold	他们怕被拒,但是跟冷冻品一样
575	call, every no gets you closer to a yes.	打电话,每一次不让你接近一个"是"。
576	Every company that tells, you know, that if you've really done the due diligence	每一个告诉,你知道, 如果你真的做了应有的注意
577	to reach out, put yourself out there, get a referral, you're bound to get	联系出去,把自己放出来, 得到一个转诊,你一定会得到
578	something very soon.	很快的东西。
579	And anyone I've seen, all of my friends that have done the same thing, we all	我见过的任何人 我的朋友都做了同样的事情 我们都
580	have jobs, we all have, you know, we're at good companies, we're doing well.	我们有工作,我们都有, 你知道,我们是在好的公司, 我们做的很好。
581	And it's proof that if you just put in the work and it's really not even that	这是证明 如果你只是把工作 它真的不是甚至
582	much, if you just put it in and it, it'll turn out good for you.	如果你放进去 对你有好处
583	And I'm sure you've had probably that same experience, especially starting out	我肯定你也有同样的经历 尤其是开始
584	your career too, cause you made a big pivot that, um, yeah, no, definitely.	你的事业也一样, 因为你做了一个大支柱, 嗯,是的,不,肯定的。
585	And I'd say maybe one final question kind of going towards a close too.	我想说,也许最后一个问题 有点接近了。
586	Cause I agree.	因为我同意
587	Like I think if, if everyone watching gets nothing else, like if you are not	就像我想,如果, 如果每个人都看 没有其他的东西,
588	messaging, not just one person, but several people within the company, you're	不只是一个人 公司里有几个人 你
589	wasting your time, like we're not even playing the same game.	浪费你的时间,就像我们甚至没有玩相同的游戏。
590	So if you're not doing that, absolutely, just maybe even stop the video, just	所以如果你不这样做,绝对的, 只是也许甚至停止视频,只是
591	start doing that, but like looking towards the interview as well, right?	开始这样做,但喜欢 看着采访,对不对?
592	We don't have to get too deep into like any one company specifically, but I know	我们不必像任何一家公司那样深入,但我知道
593	a lot of these companies for full-time, like you've never done, well, I guess	这些公司中有很多是全职的, 像你从来没有做过,嗯,我想
594	maybe you have some SDR internship experience, you have a little bit of	也许你有一些特别提款权实习经验,你有一些
595	exposure to what tech sales is, but these final round interviews where you	接触什么技术销售, 但这些最后一轮的访谈 在你
596	have some type of exercise or very intensive, is there any advice for	有某种类型的锻炼或非常密集, 有没有建议
597	someone out there that's in your situation, maybe looking for that	外面有人,你的处境, 也许寻找
598	internship, looking for that full-time job has never really done a customer	实习,寻找全职的工作 从来没有真正做客户
599	demo or a full-on discovery call or that many cold calls, if any, what were	演示或全面发现电话 或许多冷电话,如果有的话,是什么
600	some things that you think you did?	你觉得你做了什么?
601	Well, even though you didn't necessarily have like that much experience doing so.	虽然你没有那么多经验
602	Yeah.	对
603	And I would say honestly, a perfect example, and this was completely new for	老实说,这是个完美的例子 这对于
604	me was a different company, MongoDB.	我是一个不同的公司,MongoDB。
605	I remember going through their interview process and the first one, two,	我还记得他们通过面试 和第一,二,
606	three interviews were behavioral based.	三次采访都是基于行为
607	I had done these thousand times, got asked the same questions.	我做了几千次, 被问同样的问题。
608	I knew how to navigate it.	我知道怎么导航
609	And then when I got to the final round of the interview, this was what	然后当我到达最后一轮的面试,这就是
610	completely caught me off guard.	完全让我失去警惕。
611	They said, Hey, we're going to do a 15 minute interview where	他们说,嘿,我们要做一个15分钟的采访
612	you're going to demo our product.	你要展示我们的产品。
613	We want you to do, put together a slide deck and present the product as if you	我们希望你这样做, 设置一个幻灯片甲板 并展示的产品,就像你
614	were selling it to a customer on a discovery call, basically.	基本上是通过一个发现电话卖给客户的
615	And this was something that I had no experience doing.	这是我没有经验做的事情。
616	Obviously I'd never been in even an SDR rather less an AE position before, but	显然,我从来没有做过 甚至特别提款权 相当少的AE职位以前,但
617	they were having me do this in the final round of the interview.	他们让我在最后一轮采访中这样做
618	And the biggest thing I took away from it was just learning about the	我从中夺走的最大的东西 就是了解
619	product really quick, putting it together, but then having the confidence	产品非常快,把它拼凑起来, 但有自信
620	to speak on it and speak on what I didn't know all they wanted to see in	说出我所不知道的
621	this interview, that I was confident enough to get up in front of these	这次采访, 我有足够的信心 在前面这些
622	people in front of the hiring manager, in front of the manager and put	人们在招聘经理面前, 在经理面前,并放
623	myself and not be shy.	自己也别害羞
624	I think that's the biggest thing they look for in these interviews is, Hey,	我想这是他们最想要的 采访是,嘿,
625	can you be confident about what you do or don't know?	你能对自己做的事有信心吗?
626	And I think so many people in these interviews will try and not lie, but try	我认为这么多人在这些访谈中 会尝试而不是撒谎,而是尝试
627	and work their way around a question to try and get the answer that they think	然后绕着一个问题 试着得到他们认为的答案
628	the interviewer is looking for.	采访者正在寻找。
629	I cannot express the amount of times that I've said, Hey, that is a great	我无法表达我说过多少次了,嘿,这是伟大的
630	question and honestly, I don't want to steer you in the wrong direction or give	老实问,我不想引导你走错方向
631	you some false information, but that's just something I might have to get back	你有些假消息,不过我可能得回去
632	with you on and I just can't give you a good answer right now.	我无法给你一个好答案
633	And I can't tell you the amount of times they've said to me, wow, we really	我无法告诉你他们对我说过多少次了 我们真的
634	appreciate the honesty.	感谢诚实。
635	And so going back to that demo though, I remember going in, you know, I put the	所以回到演示,虽然, 我记得去,你知道,我放
636	slide deck together of the MongoDB product.	蒙戈DB产品一起滑动甲板.
637	I was going through it and they were asking me questions that I didn't	我经历了,他们问我的问题 我没有
638	know the answer to.	知道答案吗?
639	And I just kept, I relate it back.	我就一直说,我把它说回来
640	Hey, you know, that's a great question.	嘿,你知道, 这是一个伟大的问题。
641	I'd love to follow up with that after.	之后我想继续跟进
642	It's my job to kind of go through this with you, point you to the right	我的工作是跟你一起经历这些 指向右边
643	resources, and I don't want to steer you in the wrong direction.	我不想引导你走错方向
644	I don't want to be untruthful and give you information that might not be	我不想不诚实 并给你可能不是
645	true to the fullest extent.	尽最大可能。
646	I want to make sure I'm providing value to you where you see fit.	我想确保我为你提供价值 在你认为合适的地方。
647	And so people think that these interviews, they get to the final	所以人们觉得这些采访, 他们得到了最后
648	round, they'll go to the first round and they think they're going to get	回合,他们会去 第一轮,他们认为他们会得到
649	asked questions that they don't know.	他们问了一些他们不知道的问题。
650	And that's what's scary.	且道甚么是惊怖.
651	But really all these interviews, it's just, it's just talking about yourself.	但实际上所有这些采访, 只是,它只是谈论你自己。
652	If you know how to market yourself and you know how to just be honest about	如果你知道如何推销自己 并知道如何诚实地说
653	what you do and do not know, the rest will come in with time that they know	你们所做的事,你们不知道的,其余的,随着他们知道的时间而出现,
654	that you can be taught things that you can learn things.	让你能学到一些东西
655	If you just are a truthful and honest person, they'll see that because they	如果你是一个诚实的人, 他们会看到这一点,因为他们
656	can sniff out someone that you touched on earlier is trying to give them the	能查出你之前接触过的人 是想让他们知道
657	answer that they want right away.	立即回答他们想要的
658	And that's not something that they look for.	这不是他们要找的东西。
659	So yeah, a hundred percent.	对,百分之百。
660	I mean, really great takeaways there too.	我的意思是,非常棒的外卖 在那里。
661	It's, and you can also spin that into a question like, Hey, that's a great	这是,你也可以 旋转到一个问题 像,嘿,这是一个伟大的
662	question offhand, I'm not a hundred percent sure.	直接提问,我不确定
663	And just for my reference too, as I maybe I'll talk to our team and get an answer	也是为了我,因为我也许会和我们的团队谈谈 得到一个答案
664	for you, like tell me a little bit more about why that's important.	对于你来说,比如告诉我 更多为什么这很重要。
665	I'm sure those are things you've done as well, but really well said, like you	我敢肯定,这些事情 你已经做了,但 真的好说,喜欢你
666	don't have to know everything.	不须知一切法.
667	And also the interviewer is like, they're not asking you to see if you did your	采访者也说, 他们不是要你看看你是否做了你的
668	homework, they're asking you if, if the first question they ask you doesn't trip	功课,他们问你 如果第一个问题 他们问你不绊倒
669	you up and you somehow know it, they're going to keep asking you a second, a	你起来,你不知怎的知道, 他们会一直问你一秒钟,一个
670	third, a fourth, and a fifth question until there's no way you would know the	第三,第四,第五个问题 直到你不知道
671	answer.	答问.
672	And they're actually, that's like the interview, they're looking to see how you	事实上,他们就像采访一样, 他们正在寻找如何你
673	handle that situation, not if you actually know everything about the products.	处理这种情况,而不是如果你真的知道 产品的一切。
674	I'm so glad you brought that up because I think that is one of the most important	我很高兴你提起这件事 因为我认为这是最重要的
675	things that people, I mean, I just touched on it, that people try and do is	人,我的意思是,我只是碰了一下, 人们尝试和做的是
676	they will go down this rabbit hole of one level deeper each time, each time until	他们每次会从一个深一层的兔子洞走下去,每次直到
677	they get to the point where they say, okay, there is no way, you know, that they	他们得到的点 他们说,好吧,没有办法,你知道,他们
678	could know this.	可能知道这一点。
679	We want to see how far we could go before they are honest.	我们想知道在他们诚实之前我们能走多远。
680	And I would say that the second part of interviews, if I could give one tip to	我要说,采访的第二部分, 如果我能给一个提示
681	people that is so undervalued, it is the questions that you ask at the end of	被低估的人, 这是你问的问题 在结尾
682	these interviews.	这些采访。
683	I know this is usually what makes her break people, especially in the tech sale	我知道这通常就是她打人的原因 尤其是在技术销售方面
684	space where you were asked all these behavior questions.	空间中你被问到所有这些行为问题。
685	And at the end of every interview, you were left 10 to 15 minutes, usually to	在每次面试结束时,你被留下10到15分钟,通常到
686	ask questions.	问问题。
687	And a lot of people will either not come prepared or they'll come and they'll ask	很多人要么没有准备好,要么就来问
688	the same generic questions over and over.	同样的问题 一遍又一遍。
689	Hey, what do you like about your role?	嘿 你喜欢你的角色吗?
690	What, what does success look like in this position?	什么,在这个位置上成功是什么样子的?
691	And they've got these questions a hundred times.	他们问了一百遍了
692	And that always goes back to the point of you could give a killer interview, but	这总能追溯到你可以接受杀手的采访
693	if you're not setting yourself apart from other people, you're just going to be	如果你不把自己和别人分开, 你只是要去
694	put in with the crowd and it's going to be really hard to set yourself apart.	和人群在一起 很难把自己分开
695	So I think asking really good questions, and I have some examples too, if we need	所以我觉得问的问题非常好, 我也有一些例子,如果我们需要
696	to go through them, but I think asking really good questions at the end of the	但是我想在最后问出问题
697	interview is probably one of the biggest things that I've seen propel myself to	面试可能是我见过的 最大的事情之一
698	getting these offers at these companies.	得到这些报价在这些公司。
699	Yeah.	对
700	Maybe just an example there of like one question, cause I'm sure that that would	也许只是一个例子,就像一个问题, 因为我敢肯定,那会
701	be an entire episode in itself.	整个剧集本身。
702	And I can think of one that comes to the top of my mind.	我可以想到一个 来到我的大脑顶端。
703	And, and I will say that every time I've asked this question after the	我会说 每次我问这个问题后
704	interview has been over, every single time I've asked this question, the	面试已经结束 每次我问这个问题
705	hiring manager has said to me, I have never been asked that question before in	招聘经理对我说,我从来没有被问过这个问题
706	my life, that was such an interesting question.	我的生活, 这是一个有趣的问题。
707	And the question, the question's it's right.	而问之,谓之对.
708	And that's, and you can always frame it in a different way, but I simply just,	而这就是,你总是可以 以不同的方式设定它, 但我只是,
709	you know, I, you know, look the person in the eye in the interview, whether it be	你知道,我,你知道, 看着人的眼睛 在采访,不管它是
710	on the screen or in person, say, listen, I, you know, I'm sure you've	在屏幕上或者当面,说,听着, 我,你知道,我相信你已经
711	get asked thousands of questions, you know, maybe some of the same, some of	问上千个问题,你知道, 也许有些相同的,有些
712	the different, but I would love to know what is one question that you've never	不同,但我想知道 什么是问题 你从来没有
713	been asked before that you've wished some candidate would ask you about this	之前有人问过你 希望一些候选人会问你这个问题
714	company so you could talk about inception.	公司,所以你可以谈论 启动。
715	And every time I asked it, the person, they sit back and they think for a	每次我问起,那个人, 他们坐下来想...
716	second, and it's one of the few times that if you can make that person on the	第二,这是少数的一次 如果你能使那个人在
717	end of the interview think, and almost you're the one now conducting the	采访结束想, 几乎是你现在指挥
718	interview, it almost puts a spit on things and completely alters the state	采访,它几乎给事物吐口水 并彻底改变国家
719	of what's going on.	事情的发生。
720	And every time they think, and it's like, wow, what's one thing I've never been	每一次他们想, 它就像,哇,是什么 我从来没有做过
721	asked before that I'd love to talk about.	之前我一直想谈谈
722	And it gets them talking.	这让他们说话。
723	And that's exactly what you do in a sales role.	这正是你在销售角色中要做的。
724	You always want to have the other person talking.	你总是想让别人说话
725	So now the interview that you've been talking, they've been asking you	所以现在你一直在谈话 他们一直在问你
726	questions the whole time.	一直问
727	You now almost flip the script and get them talking about something that	你现在几乎翻转剧本 让他们谈论一些事情
728	they're interested in, something that they don't get asked that they've	他们很感兴趣 有些事他们没被问到
729	wanted to talk about.	想谈谈
730	And every time I'm sitting across the table or looking through the screen, I	每次我坐在桌子对面 或者透过屏幕看
731	just see their eyes light up with excitement to be able to talk about	只要看到他们的眼睛闪亮的兴奋 能够谈论
732	something at that company that brings them joy that they get to now talk about,	公司里的东西 给他们带来欢乐 他们现在谈论,
733	but they just don't get asked it.	但他们就是不问它。
734	So that's one thing I've seen really good results from.	所以这就是我所看到的 一个非常好的结果。
735	So yeah, no, really cool.	所以,是的,没有,真的很酷。
736	And now I know what, like 15,000 plus people if they're watching on YouTube	现在我知道了,如果在YouTube上看的话,15,000多人
737	are now going to take that to their final round.	接下来是最后一轮
738	So that's going to be, I'm sure, I'm sure that question I was going to start	所以,我敢肯定,我相信, 我将要开始的问题
739	exponentially being asked a lot more.	以指数计,被问的更多。
740	So that's going to be fun to see.	所以,这将是有趣的看到。
741	That's awesome, man.	这是真棒,男人。
742	This is great.	这是伟大的。
743	Really great deep dive.	深潜非常棒
744	And I know for anyone watching again, I think you have a more like	我知道任何人 再次观看, 我想你有一个更像
745	prototypical, like, like we talked about coming out of college, probably a top	原型,像,就像我们谈到 从大学毕业,也许一个顶级
746	one to 3% type of resume, but that wasn't enough.	1到3%的简历,但这还不够。
747	And again, at higher levels, we have helped people without	同样,在更高层次,我们帮助了没有
748	degrees break in as well.	程度也打破。
749	It really just depends.	这真的取决于。
750	You have to utilize your strengths.	你得利用你的长处
751	You got to find different opportunities to stand out.	你必须找到不同的机会 突出。
752	And I think whether you're on this track or quite frankly, like know who you're	我想你是在赛道上 还是很坦率地说 比如知道你是谁
753	competing against for these types of jobs, I think really, really awesome deep dive.	竞争这些类型的工作, 我认为真的,真的很棒的深度潜水。
754	And last thing I'd say also chase, you're on tech talk as well.	最后,我还要说,你也是技术专家
755	So part tech sales advice, parse thirst traps.	技术销售咨询 解析口渴陷阱
756	We're going into it.	我们要进去了
757	That's a shirtless tech sales guy for anyone.	这是一个无衬衫的技术销售员 为任何人。
758	You know, you got to do what you got to do to grow the brand.	你知道,你必须做你必须做的 种植品牌。
759	It gets the clicks.	它得到点击。
760	Like he literally shows me the data.	就像他给我看数据一样
761	Like, yeah, like, listen, I can pull up the data.	喜欢,是的,一样,听着,我可以调出数据。
762	The ones where my shirt is off somehow tend to get more views.	我的衬衫脱落的那些人 往往会得到更多的观点。
763	So someone explained that to me.	所以有人向我解释了这一点。
764	You got to do what you got to do, but no, this is a great man.	你得做你该做的,但是不,这是一个伟大的人。
765	And again, like higher levels, the channel here at higher levels.com, a lot of what	与更高水平一样,这里的频道在更高水平.com,很多什么
766	we talked about in terms of you don't know what you don't know, what kinds of	我们谈论的方面 你不知道你不知道什么, 什么类型的
767	messages, what is a good message even look like, how do you stand out at every	留言,什么是好消息 甚至看起来像,你如何突出 在每一个
768	single stage of the interview?	面试的单阶段?
769	That's what we do with our community and coaching.	这就是我们如何做 我们的社区和指导。
770	It's a ton of video, but also live coaching with all sorts of people that	这是一吨的视频, 但也与各种人现场辅导
771	have been in the industry for decades.	这行业已经几十年了
772	So, um, yeah, this, I, I hope everyone gets a ton of value out of this video	所以,嗯,是的,这,我,我希望 每个人都得到一吨的价值 从这视频
773	alone, but also if you are looking for a guided approach and actual direct hands	单枪匹马,但是如果你在寻找 引导的方法和实际的直接手
774	on guidance, that's, that's exactly what we do and why this channel exists.	指导,即,这正是我们所做的, 和为什么这个渠道存在。
775	And honestly, it's, I wish that there would have been something like this	老实说,我希望会有这样的东西
776	that I would have found sooner when I was going through my path, because	当我走进我的道路时 我会早点找到的 因为
777	obviously it took me, you know, two internships, 40 or 50 interviews	显然花了我,你知道, 两个实习, 40或50面试
778	to get to where I was going.	到达我要去的地方。
779	But if I would have found your channel and gone through what y'all offer	但如果我找到你的频道 并且通过你们提供的东西
780	and gone through the lessons you teach and everything you offer, I couldn't	并经历了你所教的课程 和你提供的一切,我不能
781	imagine where I'd be at now if I would have found it sooner.	想象一下如果我能早点找到它,我现在会在哪里
782	So I would just say like, I don't know what's higher than Amazon, but I mean,	所以我想说,我不知道什么比亚马逊高,但我的意思是,
783	just being able to sit across the table from you now, I mean, it's, it's	只能坐在你对面的桌子上 我是说
784	something I think the hardest part is people don't know where to start.	我觉得最难的是 人们不知道从哪里开始
785	And I think you offer such a good way to just get that starting point because	我认为你提供了这样好的方式 来得到这个起点,因为
786	that's the hardest part is just getting started, going, finding the right path	最难的就是开始 开始 找到正确的道路
787	to really break in.	真正的闯入。
788	And I think you have the golden ticket almost of, Hey, here's where I'm at now.	我想你有金票 几乎,嘿,这是我现在。
789	Here's where I want to be.	此处为我所想.
790	How do I bridge that gap?	我该怎么弥补这个缺口?
791	And I think you offer that bridge to get between point A and point B.	我想你提供那座桥 是为了从A点到B点
792	And so, yeah, no, it's the founding SDR of our company now.	所以,是的,不,这是 我们公司的创始特别提款权。
793	Apparently they hired on the spot, but no, this is great, man.	很明显他们当场雇了人,但是不,这是伟大的,男人。
794	Hope everyone watching got a ton out of it.	希望大家看得到一吨出来。
795	And yeah, we'll see you guys on the next one.	对,下次见
796	See you.	再见

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