New Book — Launching July 1, 2026
Most candidates prepare for the interview. Almost none of them prepare for the interviewer. Now Hiring Salespeople is the insider's guide hiring managers wish every candidate had read before walking in.
The Problem
You've done everything right. You updated your resume. You researched the company. You practiced your answers. And you still didn't get the call back.
Here's what no one told you: sales hiring doesn't work the way you think it does. The person sitting across from you isn't just evaluating your answers. They're filtering for specific traits through a very specific lens — and that lens changes depending on who they are.
No one teaches you how sales hiring actually works. This book does.
By the numbers
of new sales hires fail to hit targets
hard cost to onboard one sales rep
average sales rep tenure
What's Inside
Personality gets you liked. It doesn't get you deals. Why B2B is the smartest first job — and what actually makes someone a fit.
Resume, outreach, applications. How to actually land the conversation in the first place.
Practice yourself out of the freeze. How to handle interview pressure, say less, and answer the question they're really asking.
The first real cut. What recruiters are actually filtering for in 20 minutes.
The main event. Reading the room, the rhythm of the conversation, and how to perform in real time.
The five hiring manager personas. Recognize who's across the table before the first question is asked.
The questions hiring managers wish every candidate would ask — and why almost none of them do.
Different stakes, different audience. How the bar shifts and what to bring this time that you didn't last time.
Multiple interviewers, multiple agendas. How to hold the room when there's more than one person filtering you.
The note that closes the deal. What to write, when to send, and what most candidates get wrong.
Day one is overwhelming. The first 90 days are where careers are quietly made — or quietly derailed.
The books, podcasts, and practices that fill the gap school never did.
The Toolkit
Framework 01
Every interviewer falls into one of five patterns. Read the pattern, match the message.
Framework 02
The five-step pattern for handling any hard question — without freezing.
Companion Workbook
The hands-on workbook. Worksheets, scripts, and drills for every framework in the book — so you don't just read it, you run it.
"Most candidates prepare for the interview. Almost none of them prepare for the interviewer."
— Steve Richey
About the Author
Steve has spent his career on both sides of the interview table — building, hiring, and leading sales teams across multiple industries. He has conducted thousands of interviews and watched strong candidates finish second not because they lacked talent, but because no one ever taught them how sales hiring actually works. Now Hiring Salespeople is the book he wishes every candidate had read before walking into his room.
A companion to the book — built and curated by Steve. Available only here, not in the book. No login. No email. Just open and practice.
Get the Set
The Book
The full guide to landing your first B2B sales role — even without experience. Twelve chapters, two frameworks, no fluff.
The Workbook
The companion workbook. Worksheets, scripts, and drills for every framework in the book. Use it before, during, and after the interview.
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