chubbybunny

Sales Development Representative

Interview Advice - SMB AE EMEA

Hey everyone!

It has been tough lately but landed many interviews and offers but rejected most of them. At least I cracked the code of breaking into the interview process and getting a referral.

With that being said,

I have 18 months of SDR experience, 2 different companies.

I applied for SDR-BDR roles mainly but recently came across a SMB AE role and my 2nd stage is scheduled.

I am sure there will be a mock call. I know how to run a mock call as an SDR during interviews but never had closing experience and they do not require that.

How can I ACE the mock call for an AE?

Would love to hear your thoughts

🧠 Advice

🎯 Career Development

11 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

I had a similar experience going from BDR to AE. Gather info on the company and figure out some value props for them so you are speaking their language. Then just make sure you ask for the close once you get to that point. It may not be as structured as you want it to be, but it's simple. Don't overthink it.

jefe

Arsonist

🍁

+1 on not overthinking it. And basically everything else @antiASKHOLEsaid.

You got this!

SoccerandSales

Big Shot

Account Executive

This. Background research and then closing are some of the most important aspects. Other than that, just be yourself and you should knock it out of the park.

CuriousFox

WR Officer

🦊

@bandabandadon't you conduct these type of interviews?

bandabanda

Tycoon

Senior AE Mid Market

I don’t conduct them but have plenty of experience in mock interview calls.

From your posts sounds like you’re getting interviews really well and doing fine honestly. With your SDR experience (real life and mock calls), you’re going to do fine and sounds like you’re ready to make the jump into AE from SDR. SMB is a great move too - will get you great closing experience and you’ll begin to upskill and is the path to mid market and even Enterprise if you want eventually.

Depends on the structure of the call they want but most mock AE calls they are gauging discovery skills. Here’s what they are looking for. Can you:
- build natural rapport and not be awkward on calls
- set an upfront contract & agenda
- ask GOOD, curious discovery questions (not simple shit you can find by doing a quick LI search of the prospect - ask intelligent disco questions)
- evaluate pain and solution; current state vs their desired future state. They might expect BANT or SPIN type qualifying depending on the product and sales cycle. Is it fast cycle, low cost product? Run through BANT and you’ll probably be fine. Is it a more technical platform product? You’ll need to ask good questions for current/future state ie more complex qualification criteria.
- give value and confidence about the product, enough to create interest to book the meeting.
- close the meeting with mutual next steps. ALWAYS book a next meeting/step before ending the call.

At the end of the mock call, acknowledge where you could have done better (most hiring managers like to see coachability and that you take feedback well).

Sunbunny31

Politicker

Sr Sales Executive 🐰

This is fantastic advice.

CuriousFox

WR Officer

🦊

@bandabandathanks bb ❤🦊

chubbybunny

Executive

Sales Development Representative

This is pure gold. Thank you so much, I have my 2nd step scheduled for the SMB AE role. Really looking forward to that

Sunbunny31

Politicker

Sr Sales Executive 🐰

Chubby - you have some great advice here. I am just so glad you’re getting traction and those interviews! Wishing you success!

chubbybunny

Executive

Sales Development Representative

Thank you so much! You guys helped quite a lot through out these past few months @CuriousFox @braintank @antiASKHOLEbesides many others. Really appreciate it

Kosta_Konfucius

Politicker

Sales Rep

I think the academy has some stuff on this that can help!

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chubbybunny

Interview Advice - SMB AE EMEA

11 comments

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