Tell me about a time you disagreed with an account executive about whether a meeting you booked was qualified. How did you handle it?

What the interviewer is looking for

• This question tests communication. Speaks clearly and concisely, handles disagreement with colleagues professionally and gives examples of keeping account executives informed.
• What to bring out: Listening to their view, using facts from the call, agreeing on shared criteria and keeping the relationship strong.
• Expect a follow-up like: What did you change in how you work with that person afterward?

Another way it may be asked: A seller says a meeting you set up was a waste of time and you think it was good. What do you do?

A structure to follow: STAR, with the weight on Action and Result

1. Step 1

   Situation

   One or two sentences: where, when and what was at stake. Pick a real example you were close to.

2. Step 2

   Task

   What you personally were responsible for. Say "I", not only "we", so the communication you showed is visible.

3. Step 3

   Action

   The two or three things you did and why you chose them over the alternatives. This should be about half your answer.

4. Step 4

   Result

   What changed, in your own measure of it, and what you would do differently. Only use numbers you can stand behind.

This is guidance on shape, not a script. Use your own real experience and facts; never invent details to fill a gap. See the STAR guide and answer frameworks.

Common slips

• Describing what the team did without saying what you did.
• Choosing an example with no clear outcome, or one you cannot answer detailed questions about.
• Ending on the action and skipping the result and what you learned.

How to practise it

Write two bullet points for each STAR letter, then say the answer aloud in about two minutes.

Related questions

• If I gave you a list of fifty companies and asked you to book meetings, how would you decide who to contact first and what to learn about them?
• Walk me through how you would open a cold call to a busy operations manager who has never heard of us.
• Tell me about a time you faced a lot of rejection or setbacks in a row. How did you keep going?
• When a prospect agrees to talk, how do you figure out whether they are actually a good fit before handing them to an account executive?
• A prospect says, just send me some information. What do you say next?

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