Passing Your Project Interviews and Presales to the West
summary
Concrete failures and fixes: a half million deal dies from a flat, noncommittal response; a demo runs month and a half and a week of silence sinks the sale. Guidance includes a concrete four parts of an interview to spot the Crux question, scriptable yes-forward phrases, name‑dropping tactics, camera/dress rules, and how to propose one clear first milestone (NDA, data gathering, MVP) for issues like an AI module or integration fault so the answer lands and the project moves forward.
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chapters (14)
- 0:00Western IT interviews overview
- 1:41Differences from Russian interviews
- 6:41Critical ‘can do’ attitude
- 10:41Cultural triggers for success
- 11:03Four interview parts
- 13:31Answering Crux questions
- 17:42Clout in presales meetings
- 20:53Key presales roles
- 23:00Your job as a developer in presales
- 26:13Why Russian firms lose deals
- 29:30Online interview setup
- 34:53Buying signs in presales
- 35:36Email mistakes to avoid
- 40:30Q&A
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