When companies hire, they're weighing two things: what you've done and how you show up. Both matter. But if you think a strong resume is enough on its own, you might be surprised.
The Experience Trap
There's a common belief that more years on the job automatically makes you a better candidate. And sure, experience matters. If you've spent three years running outbound campaigns, you probably know things that someone fresh out of university doesn't.
But here's what we've noticed after reviewing thousands of applications: experience without the right attitude often loses to attitude with less experience.
Why? Because skills can be taught. Mindset is harder to change.
What We Mean by Attitude
This isn't about being cheerful or saying the right things in an interview. Attitude shows up in how you handle the stuff that isn't in the job description.
When a prospect ghosts you after three follow-ups, do you take it personally or move on to the next? When your manager gives you critical feedback, do you get defensive or ask questions? When something breaks and nobody's watching, do you wait for instructions or try to fix it yourself?
These small moments reveal more than any resume ever could.
What Sets the Best Candidates Apart
The candidates who get placed fastest all do similar things. They prepare thoroughly for interviews. They ask sharp questions about the role. They follow up without being annoying. And once they're in the job, they treat every task like it matters.
Experience gets you in the door. But it's this kind of intentionality that makes companies want to keep you.
Experience Still Counts
Let's be clear: we're not saying experience is worthless. If you've used HubSpot, Salesforce, or Apollo in real campaigns, that's valuable. If you've booked meetings from cold outreach, managed a pipeline, or hit quota consistently, companies want to know about it.
The point is that experience alone isn't enough. And lack of experience isn't automatically disqualifying.
What Actually Tips the Scale
When two candidates are close, here's what usually makes the difference:
The one who can articulate what they learned from past failures, not just their wins. The one who shows they've researched the company and understands the role. The one who communicates clearly without overselling themselves. The one who follows through on small things, like showing up on time and sending a thank-you note.
None of that requires years of experience. It requires caring enough to do the work.
So Which One Matters More?
If you have both, great. You're in a strong position.
If you have experience but coast on autopilot, expect to be outpaced by someone with less time in the field but more fire in their belly.
If you're earlier in your career and worried about your resume, stop. Focus on what you can control: how you prepare, how you communicate, and how you respond when things don't go your way.
That's what we're watching for. And that's what gets people hired.
