This will be my first BDR role, quite keen on getting this right. The company provides PaaS, outsourcing sales for other companies. I have a mock cold call with the CEO as my second interview, and am tasked with selling him his own company's services. It's a bit different as I am not selling a product/software, but convincing them to allow us to take over their sales operations. Could I get some tips from the War Room on how to nail this? Below is an excerpt from the hiring manager explaining the call. What we want to see: Opening: introduce yourself & say you are calling from Company about/in regards to our "x". Remember it's a conversation! Discovery: Use open-ended questions about lead generation/ business development to learn about the prospect, the business, current operations, pain points, objectives, etc. Positioning: Based on the information you are presented, position our services as a solution or opportunity. Close: Ask for a follow up 20-minute meeting with our team to learn more. Cold call tip - ask questions and get the prospect talking to create rapport and identify pain points.

How fucking small is this company?

I'd go a little off-piste and out of the box + a wee bit of humour will probably go a long way. The CEO has probably heard the same dribble for a long time!

Key selling points for a CEO or sales leader to buy outsources sales services. 1) save money (recruiting, supporting and managing sales is expensive as F) 2) save time - recruiting, supporting, and managing sales takes a huge time commitment. On average an SDR service can ramp in 1/3 of the time and 80% of the cost of an internal team. Objection/concern. - can outsourced agents represent my brand/product good enough.

This is lame, and the company's sales culture might not be great if a CEO is getting in the weeds of a BDR hiring process.

Update: I got the job. Mock call lasted all of 5 minutes and went awful. He asked to just be sent an email but in the review he said I didn't do too bad.

Congrats on the 2nd round. My suggestion would be to have a good response to common objections and ask relevant and meaningful probing questions. They won't expect your be have great knowledge of their products.

Echoing the thoughts of others - definitely strange.

3rd round, mock pitch to investors about raising Series A.

This is so lame. It's how they'll act as a company. What's your situation? Are you desperate?

TheSolicitor

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Mock Cold Call with CEO - Second Interview

This will be my first BDR role, quite keen on getting this right. The company provides PaaS, outsourcing sales for other companies. I have a mock cold call with the CEO as my second interview, and am tasked with selling him his own company's services. It's a bit different as I am not selling a product/software, but convincing them to allow us to take over their sales operations. Could I get some tips from the War Room on how to nail this? Below is an excerpt from the hiring manager explaining the call.

What we want to see:

Opening: introduce yourself & say you are calling from Company about/in regards to our "x". Remember it's a conversation!
Discovery: Use open-ended questions about lead generation/ business development to learn about the prospect, the business, current operations, pain points, objectives, etc.
Positioning: Based on the information you are presented, position our services as a solution or opportunity.
Close: Ask for a follow up 20-minute meeting with our team to learn more.

Cold call tip - ask questions and get the prospect talking to create rapport and identify pain points.

📞 Cold Calling

👥 Hiring

🎙 Interviews/Podcasts

TheSolicitor

Mock Cold Call with CEO - Second Interview

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