meetquotadude

Business Development Manager

Mock Cold Call Interview with a Cloud Content Management Company

I am preparing for an interview with a Bay Area tech company. I am making the transition into tech sales. The position is for Outbound Business Representative. The scenario is to pitch a product of the company to a prospect that are having trouble with sales process automation. What information is key when researching the prospect in order to have great discovery questions?

🧠 Advice

📞 Cold Calling

🔎 Prospecting

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CoorsKing

WR Officer

Retired King of the Coors Knights

1) what is their existing process/tool today
2) what pain is there with the existing process/tool
3) how do you solve that pain
4) “why now” - what is the benefit of using your tool now, making a switch, and the potential ROI/impact.
5) how would your tool help them meet their 5 years business roadmap/goal, whether it is rev growth, additional market share, international expansion, etc

Go to their website and look at news, blogs, investor reports, earnings calls, and general mentions in the news on Google.

Research all of that and have a solid “point of view” before the call.

Then use the search bar and read all the mock call threads on here for how to execute.

TennisandSales

Politicker

Head Of Sales

BOOM. this is it right here.

CuriousFox

WR Officer

🦊

I was about to tag you but you were already on this 💯🔥

poweredbycaffeine

WR Lieutenant

☕️

Do yourself a favor and change your avatar and name—unless that’s not you and that’s not your real name.

Also, listen to the master @CoorsKing

bandabanda

Tycoon

Senior AE Mid Market

Yeeeaaah….you’re gonna want to change that asap

SADNESSLieutenant

Politicker

Officer of ♥️

Learn the prospects main pains, usual ways about going to solve them, then ask questions that uncover the pains quantifiably in relation to your solution

Ie

If you sell weed

Their pain may be back pain

How much back pain do u experience

How much does advil help

How much do you spend on advil

Are you aware of what advil does to your liver

Are you open to a better way to deal with pain

Does it solve all your pain

Sincerely,
A drug dealer

Pachacuti

Politicker

They call me Daddy, Sales Daddy

They really can't expect you to know their product well enough to sell it. I would suggest checking out GAP Selling. What they probably want to know if your ability to ask questions to discover the pain the customer is feeling - at least when I have been involved in interviews, my goal is to know about their ability to ask penetrating questions and not so much their product knowledge.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Oddly enough, this does happen. I've been told by hiring managers that what they are looking for is the ability to do some basic research on the website about the solution/tool so that you have at least a grasp of what it is that they do. Sometimes they'll give you a basic scenario to pitch to as well - a company to research and the personas you'll be speaking to, which are role played by some of the hiring staff. It's in aid of seeing how you prep and understand the messaging you provide to different roles in a company. It is a lot of work, especially for an entry role, but when certain companies get a boatload of applications, they can continue to set a high bar in their own process.

meetquotadude

Fire Starter

Business Development Manager

Thank you!

E_Money

Big Shot

💰

Great post, I always start with one question.

This question has been proven to not only help break the ice, but also open the buyer up to what is coming in the call. You have to make sure your delivery is on point though, if you don't sound confident saying it then it is not nearly as effective. The question I always ask is: What color underwear do you have on?

DungeonsNDemos

Big Shot

Rolling 20's all day

How did it go?

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meetquotadude

Mock Cold Call Interview with a Cloud Content Management Company

11 comments

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