Lead Generator

A sense of curiosity is necessary in sales development. SDRs have to ask insightful questions to get to the heart of prospects' problems, and investigate their current environments. People with natural curiosity won't have a problem enthusiastically sharing something they learned with you. But if the candidate struggles to come up with an example, it might be a red flag.

This question is a bit tricky because you’re assuming that they do research their market. Of course, that’s the point of the question. It really doesn’t matter which tools they use. What’s more important is that they can describe the tools they like and how they use them.

If the applicant is grasping for an answer or giving vague descriptions, that could be a sign that they don’t research their market at all, which is a big problem.

As the people primarily responsible for cold calling and emailing, SDRs deal with an awful lot of rejection. If the candidate admits they get flustered or frustrated after an extended period of rejection, they're probably not cut out for the job. "Fall down seven times, stand up eight" is the mantra of the best SDRs.

The following techniques help you build the trust of the customer on the other end of the telephone.

☛ Speak confidently

☛ Take control of the situation

☛ Show genuine interest

☛ Go above and beyond the call of duty

Lead generation could work for just about any business, but most industries using this type of marketing include insurance agencies, education institutions, office suppliers, and furniture stores. Trends show that lead generation will become even more popular in the future, especially for service oriented businesses.

What you’re really asking is: Are you a good team player? That may or may not be important at your organization. If it is important, you want someone who recognizes that collaboration is important and who is willing to accept input and support from coworkers and managers.

Following are the characteristics that distinguish direct marketing :

1. The customers are pre targeted.

2. Customers are addressed directly.

3. The response of direct marketing is scalable.

4. The whole process is action driven.

5. Independent of business size.

Prospecting/lead generation is one of the areas where I find salespeople are consistently deficient in their skills. The truth is that many salespeople just aren’t good at it, or they don’t put in enough time.

Like with the previous questions, here you want to see a specific process that shows that they’re committed to lead generation. Ambiguity should be a red flag.

B2C stands for business to consumer and describes transaction between business and consumer. It can be best explained by defining retail in which tangible goods are sold from stores or fixed location directly to the consumer.

Your customers may want unicorns. But unless you run a unicorn factory, that information isn’t going to be very helpful.

B2B stands for business to business which describes commercial transactions between businesses such as between a web development firm and a reseller. Such transactions are big in volume and thus b2b is flourishing today the most.

Note: the answer here shouldn’t involve money, commissions, or any form of compensation. No matter what someone says, study after study has shown that the overwhelming majority of people aren’t motivated by money. Hopefully your recruit will answer with “providing for family” or “earning recognition” in their field, or something else that isn’t financial.

B2G stands for business to government and is a derivative of B2B and is described as transaction between business and government in which a business entity supplies services or goods to a government sector or firm and can be stated as public sector marketing.

Client deployment and success, ongoing client management, and renewals. In today’s world of “frictionless karma”, someone needs to be dedicated to making customers successful–and that is NOT the salesperson!

More activity doesn't always translates into better results. While solid performers work hard, the best SDRs work smart.

Cold calling is the process in which customers are called for business interaction who have not been expecting so.

Telemarketing industries generally use an electronic device or a software to automatically dial phone numbers. These devices and softwares are called autodialers.

Hopefully, the answer to this question will be that learning is very important. Press for examples in which learning new information has helped them close a deal. And ask how they like to stay educated on their products and industry.

Depending on your sales team structure, an SDR might support one sales rep in particular, or a number of reps. Ensure your candidate works well with others and takes pride in setting their colleagues up for success.