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windyvase

SDR

Opinionated
Good Citizen

Interview Prep - AE Role

Hi all , I am prepping for an internal AE promotion soon and want to be competitive against my peers. There will be a couple of openings for AE but many tenured SDRs on the team to move up. 

What resources have you all used to prepare for these interviews, particularly in mock discovery calls? What are some sales questions that I should be prepared to answer in the interview?

Lastly, has anyone had experience paying someone to help give mock calls or pointers for running a disco call? I am willing to pay someone for this extra practice so please let me know who you've hired (could be on Fiverr or UpWork too) if you've gone this avenue before. 

Any advice will help! thanks y'all. 

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6 comments

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pirate
Big Shot
2
🦜☠️ Account Executive
Think of every question and think of best answer. Ask friends and family to practice with you. Run the interview like a customer presentation. Control where it goes and if there's a question that brings out your weaknesses, either reverse it or turn it into your strength.
Discovery call mock up needs to be perfect in interviewers opinion. Just remember to set a next step for it, ask discovery questions, introductions and whatever the brief says to do. Sometimes you can practice with recruiter
Good luck
SoccerandSales
Big Shot
2
Account Executive
Prove that you can close. It is the most important part regardless of what part of the process it is in. If you are on a mock discovery, can you ask thoughtful questions and close for the next step (whatever that typically is). The biggest concern for SDR's vs AE's is not being able to speak eloquently about your product, that can be taught, but rather the ability to do the most important thing in sales, closing.
Justatitle
Big Shot
1
Account Executive
Listen to the calls from AEs that have higher close rates, and pay attention to what they do on calls and off calls. find common trends and show you are willing to put in the hard work to get to where you need to
Kosta_Konfucius
Politicker
0
Sales Rep
Control the scenario in a mock. Have it bet set up where the product will be perfect. The way you do that is by recaping the cold call on the pains they have. Make it line up with a customer success story that you can reference
Maximas
Tycoon
0
Senior Sales Executive
Not worthy paying for that IMO.
DISCOs are simply about building rapport with prospects mainly and asking for prospect's pain points by giving em all the chance to talk most of the time in order to collect info that will help you later, then by the end of the call if there's a good fit ,go for a summarized pitch for your product then see if they're good to go for another call to take things further,if any experienced AE you trust they may help you practicing some role plays to strengthen any points you have require improvement a bit!
TheCashCow
Valued Contributor
0
Sr. Account Executive
I saw a post on LinkedIn the other day about an Ai tool called Poised..."Poised for interviewing. Take the mystery out of online interviews with live feedback and a post-interview analysis"

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