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One of the most important things we do in business is hire team members. Even if you are an individual contributor, there is a good chance you are involved in helping your manager recruit. All too often, especially in go-to-market, we hire people who talk a great story, but don’t deliver when they join. This can be because we want people who can talk a great story. It’s one of the skills we need. But we also want real substance underneath. 1️⃣ Decide what you are interviewing