Field Sales - SDR/BDR Questions Flashcards
What do you understand the core responsibilities of an SDR/BDR to be?
Having great product knowledge.
Prospecting and Lead Generation
Researching and identifying potential customers who fit the ideal customer profile (ICP)
Outbound Outreach (cold calling, emailing, messaging on social media)
building relationship with prospects through calling email sequencing etc.
qualifying the prospect: asking pain point questions making sure our product can help their business.
prioritizing leads for AE: which leads should be passed to Account Executives first.
booking in meetings for AE (SQL sales qualified lead).
clear handover for the AE
pipeline management , consistently updating CRM.
How does the SDR/BDR role differ from a field sales role like you had at Uber Eats?
SDR/BDR is just cold outreach and building the relationship on the phone/emails. I won’t be out on the field closing deals.
Why are you interested in transitioning from field sales to an SDR/BDR position?
enhance my lead generation, cold outreach skills, and pipeline management. improving on my sales tech using diffrent CRM tools, and engament platforms like outreach.io. gain exposure to a wider range of industries and markets. learn what different strategies a SDR/BDR would use.
What are some key metrics you think are used to measure the success of an SDR/BDR?
Meetings Booked/Qualified Opportunities for AE.
Pipeline generated
number of call/ emails sent
CRM hygiene
Conversion Rates: percentage of leads that convert to qualified opportunities or meetings.
How familiar are you with different sales engagement tools (e.g., Salesforce, Outreach, Salesloft)?
SFDC very familar with this, was the CRM at Uber Eats, know how to generate leads, generate reports and extract reports etc.
Groove: good track when people have opened an email, can create an sequencing flow to make sure the prospect has been reached enough times before I hit the CL button.
experimented with Scratchpad to improve pipeline management.
What is your understanding of the sales pipeline, and how does the SDR/BDR role fit into it?
prospecting/lead gen: find new leads that I believe will be a good fit for Square
Outreach: understanding the lead’s needs, challenges, budget, and authority to make purchasing decisions, qualifying the lead
Pitching: discovery, understanding pain points
negotiating:
negotitiating opp ver:
CW/CL:
Onboarding:
How do you think your experience at Uber Eats has prepared you for this SDR/BDR role?
Well prepared both are outbound roles, at Uber I was generating leads, propsecting, pipeline management, cold outreach.
How did you manage your time and prioritize tasks as a field sales representative?
Mornings : pipeline managment, sending out contracts, prospecting, generating leads
Afternoons: cold outreach (cold calling booking in meetings)
managing restaurant accounts / problems encountered.
evenings : restaurant visits, going meetings and pitching Uber Eats, collecting docs for compliance and onboarding etc.
How comfortable are you with cold calling and emailing?
Do I get nervous beforehand yes, but with more practice the more comfortable I will get.
How would you adapt your sales approach from interacting with restaurant owners (Uber Eats) to the types of clients we target?
Research, need to understand the clients business properly and then I can tailor my approach. all resto owners are not the same, you get more young owner who understand tech and understand the value proposition of Uber and you may get old people who prefer to do things the old school way of having no delivery or delivering on their own so i still had to adapt my approach.
Describe your typical process for reaching out to a new prospect.
research company, look at reviews, check social media. cold call personalised and tailored to the prospect.
How would you handle a prospect who is initially resistant or skeptical?
Listen and ask open-ended questions, e.g., what are your concerns about this solution?
use data/ case studies from similar businesses. understand their viewpoint.
What are some strategies you would use to generate new leads for yourself?
understand what the companies ICP (ideal candidate profile is) from this use a variety of sources linked sales nav, websites/apps companies would be on, social media following various accounts depending on my market e.g. bham updates, independant bham etc.
How do you stay organized and manage your pipeline of leads?
Groove Flow:
How familiar are you with different sales methodologies (e.g., SPIN Selling, Challenger Sale)?
Situation
Problem
Implementing
Need pay off
