How to Truly Stand Out in Job Interviews – 6 Proven Techniques That Work

In today’s competitive hiring market – especially in IT sales, cybersecurity, and SaaS in the DACH region – a polished CV is no longer enough. If you want to land that next-level role, you need more than qualifications: you need presence, clarity, and strategy in the interview.

In this post, based on my latest podcast episode, I’ll share six practical and powerful techniques that will help you move from "good profile" to "must-hire" status.

1. First impressions count – and they happen fast

Within the first few seconds of any interview, your counterpart forms an impression of you – and it sticks. So your preparation needs to be about more than content. It’s about delivery.

What you can do:

• Dress appropriately for the company culture (a US-based SaaS startup = different than a traditional German IT integrator)

• Show up with clear notes and specific questions

• Open with a confident, calm voice and eye contact

Example opening: "I noticed you're investing in ABM strategies across DACH. I’d love to understand how your Sales and Marketing teams currently collaborate in that setup."

2. Don’t list traits – tell stories

Saying "I’m reliable and solution-oriented" doesn’t stick. But telling a story where those traits are demonstrated? That’s powerful.

Example: "We had a SaaS rollout that nearly derailed a key account. Internal friction between Sales and PreSales was growing. I initiated a call with both teams, realigned expectations, and got the customer live on schedule. That account has since upsold twice."

Stories = substance. And substance builds trust.

3. Focus on value, not tasks

You’re not just describing what you’ve done – you’re connecting it to what the company needs.

Wrong: "I have 10 years of IT sales experience." Better: "I’ve helped scale SaaS pipelines in the DACH region and closed 7-figure enterprise deals by shortening ramp-up time and tailoring buying journeys."

Always ask: How does this help them succeed?

4. Let others speak for you – use social proof

What your former managers or colleagues say about you can be more convincing than your own words.

Example: "My last manager once said, ‘If things get complicated, we call him. He brings structure, even under pressure.’ Those are the situations where I thrive."

Social proof adds credibility. It shifts the perspective from self-promotion to reputation.

5. Negotiate from facts, not feelings

Salary conversations should be prepared – not guessed.

Before the interview, know:

• Your market value in the region (e.g. Enterprise AE salaries in Germany or Switzerland)

• Your ideal and minimum range

• How to anchor with confidence (start high)

• How to argue based on value, not personal need

Example: "I’ve added multi-million revenue across 3 accounts in my last role, and I understand complex buying centres in Germany. That experience informs both my expectations and what I can bring to your team."

6. Ask smart questions – show your mindset

Good candidates answer well. Great candidates ask well.

Try questions like:

• "What separates top performers from average reps in your team?"

• "How do you define success in this role after 6 or 12 months?"

• "What internal challenges should I be aware of in the ramp-up phase?"

This shows you're not just selling – you’re thinking like a peer, a problem-solver.

Conclusion: Interviews are no longer just Q&A sessions. They’re strategic conversations. Done right, they can be your most effective tool in landing high-impact roles in the DACH tech market.

If you're working in IT sales, PreSales or cybersecurity in Germany, Austria, or Switzerland – and you're aiming for your next move in the hidden job market – I’d be happy to support you.

Learn more at www.nordh.de

Key Takeaways:

• Preparation beats improvisation. Always.

• Storytelling builds trust. Traits don’t.

• Value > experience

• Show proof, ask smart, and lead with clarity

About the author: Jan Nordh has worked in IT since 1984 and spent over 25 years in sales and leadership roles before becoming a headhunter. Today, he supports top-performing professionals in IT Sales, Cybersecurity, and SaaS in the DACH region – helping them land the right roles without wasting time on the wrong ones.