10 Technical Sales Interview Questions and Answers for SDRs, BDRs & Sales People

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If you're preparing for sales interviews, see also our comprehensive interview questions and answers for the following sales specializations:

1. What motivated you to pursue a career in sales?

As someone who has always been interested in technology, I was drawn to the sales field because of the exciting opportunities to sell innovative products and services. In my previous role as a Sales Development Representative at XYZ Company, I quickly discovered that my passion for technology could be well-utilized in a sales environment.

  1. Firstly, I was able to leverage my technical knowledge to better understand the products and services offered by my company. This allowed me to provide more informed and helpful assistance to potential customers, which resulted in a higher conversion rate and increased revenue for the company.
  2. Secondly, I found that I thrived in the fast-paced, competitive nature of the sales industry. Meeting and exceeding sales targets was incredibly rewarding, and the satisfaction of closing a deal was unmatched.
  3. Lastly, I was motivated by the opportunity to build and maintain strong relationships with customers. By providing excellent customer service and staying in touch with clients, I was able to develop a loyal customer base that not only increased revenue but also served as advocates for our brand.

Overall, my motivation to pursue a career in sales stems from my passion for technology, my competitive nature, and my desire to form meaningful connections with customers. I am excited to continue growing and evolving in this industry with a company that shares these values.

2. What knowledge do you have regarding technical sales?

Throughout my experience in technical sales, I have gained extensive knowledge in both the technical and sales aspects of the role. In my previous position at ABC company, I was responsible for selling SaaS products to enterprise-level clients. Through this experience, I gained an in-depth understanding of how to effectively communicate technical features and benefits to non-technical decision-makers.

  1. One example of my technical knowledge in action was when a potential client had concerns about the security of our product. I was able to confidently explain our security protocols and cite statistics on our low breach rates, ultimately reassuring the client and closing the sale.
  2. Additionally, I have experience with product demos and training sessions for both technical and non-technical audiences. At one point, I conducted a training session for a client's IT team on how to integrate our product with their existing technology stack. Afterwards, the IT manager reported that their team was able to successfully implement the integration in just a few hours, which led to a long-term partnership with that client.
  3. Overall, my technical knowledge has been a valuable asset in closing deals, building relationships with clients, and effectively communicating the benefits of our products.

3. What experience do you have in cold calling and emailing prospects?

During my previous role as a Sales Development Representative, I made over 100 cold calls and sent numerous cold emails every day. My efforts resulted in a 25% increase in leads generated for my team, which translated to a 15% increase in revenue. Additionally, I consistently exceeded my monthly quota by at least 10%, reaching an average of 130% quota attainment per month.

To achieve these results, I implemented various strategies to improve my cold calling and emailing skills. For cold calls, I developed a script that allowed me to effectively communicate our value proposition and engage prospects in a conversation. I also personalized my approach by researching each prospect before making the call, which helped me establish common ground and build rapport quickly.

For cold emails, I focused on crafting concise yet compelling subject lines, as well as personalized opening statements that addressed the prospect's pain points. I also included social proof in my emails, such as customer success stories or industry awards, to establish credibility and inspire trust.

  1. Increased leads generation by 25%
  2. Exceeded monthly quota by an average of 30%
  3. Developed effective cold calling and emailing strategies
  4. Personalized approach for each prospect
  5. Included social proof in emails to build credibility

Overall, my experience in cold calling and emailing has proven to be highly successful in generating leads and achieving sales targets. I am confident that I can bring these skills and strategies to this role and contribute to the success of the team.

4. How do you familiarize yourself with a new product or service before selling it?

Before selling any new product or service, I believe it's crucial to fully understand its features, benefits, and value proposition. My process for familiarizing myself with a new product or service consists of the following steps:

  1. Read the product/service documentation: I start by reading through the product or service documentation to understand its basic features, functionality, and value proposition. This helps me get a general idea of what the product or service does, and how it can potentially benefit customers.
  2. Watch video tutorials: I search for video tutorials on the product or service and watch them. This helps me get a better understanding of how the product works, and how it solves customer problems or pain points.
  3. Research competitor products: I conduct research on comparable products or services offered by competitors, and compare their features and benefits to our product or service. This helps me to identify our unique selling points and differentiators.
  4. Get hands-on experience: I try to get hands-on experience with the product or service by either getting a demo account or trying it out myself. This helps me to understand the user interface, functionality, and benefits of the product, which prepares me for potential customer questions during the sales process.

A recent example of my successful implementation of this process was when I was selling a new software-as-a-service product for my previous company. The product was very technical and required a deep understanding of its features to pitch it effectively. I followed the process mentioned above, and was able to deliver coherent sales pitches that resulted in a 50% increase in revenue generated from this product in Q2, compared to Q1.

5. What is your understanding of the term 'Consultative Selling' and how do you apply it in your sales approach?

Consultative selling is an approach where sales representatives act as consultants to the customer, providing value through their expertise and knowledge of the product or service they are selling. It's about understanding the customer's needs, challenges, and pain points, and crafting a tailored solution that meets those needs.

In my experience, I've found that taking a consultative approach can greatly improve the success rate of a sale. When I worked at XYZ Company, I was tasked with selling our new software platform to a large enterprise client. I knew that the decision-makers would want to see concrete results and a clear return on investment before committing.

  1. First, I scheduled a discovery call with the client to get a better understanding of their business and goals. I asked questions to uncover the pain points that our software could address and the desired outcomes they were hoping to achieve.
  2. Next, I tailored a demo specific to their needs, using examples and case studies similar to their industry and business size. I highlighted the software's features and benefits that were most relevant to their specific situation.
  3. During the demo, I made sure to actively listen to their concerns and provided thoughtful solutions to address them. I also emphasized how our software would streamline their workflows, save them time, and ultimately increase their revenue.
  4. Finally, I followed up with the client, providing them with additional resources to help them make a decision, such as whitepapers and testimonials from satisfied customers who had seen concrete results with our software.

Thanks to this consultative selling approach, we were able to close the deal with the client and increase our revenue by 25%. I firmly believe that taking the time to understand the customer's needs and provide a tailored solution is critical in today's competitive market.

6. Can you give an example of a time when you had to deal with a difficult sales prospect and how you handled the situation?

During my time at XYZ company, I was tasked with reaching out to prospects who had previously shown interest in our product but had not made a purchase. One particular prospect, let’s call them Company ABC, was initially very receptive and engaged in our discussions. However, as we got closer to closing the deal, they became increasingly difficult to communicate with and were hesitant to commit.

After several failed attempts to reconnect with Company ABC, I decided to take a different approach. I did some research and discovered that they had a major industry event coming up. I reached out to them with a personalized message, acknowledging their upcoming event and offering to schedule a meeting during the conference to discuss their needs and how our product could help them.

To my surprise, they responded positively and agreed to meet with me at the conference. During our meeting, I addressed their concerns and objections and provided concrete examples of how our product had helped other companies in their industry. I also highlighted our competitive pricing and offered a free trial of our product.

As a result of this approach, Company ABC decided to move forward with our product and became a satisfied customer. They not only made a purchase but also referred us to other companies in their network, resulting in an increase in our sales pipeline.

  • Discovered customer’s interests by researching them
  • Offered customized solution to re-engage customer
  • Provided concrete examples of product success
  • Highlighted competitive pricing and offered a free trial
  • Resulted in closed deal and increased sales pipeline

7. How do you gauge the success of your sales efforts?

As an SDR, BDR or Sales representative, it is essential to continuously monitor and evaluate the success of your sales efforts to determine whether you are on track to meet your quotas and goals. To gauge success, I typically utilize a variety of metrics, such as conversion rates, sales velocity, and revenue generated, among others. One key metric that I use to gauge success is conversion rates, which refer to the percentage of leads that move from one stage of the sales process to the next. For example, if my team has 100 leads in the top of the funnel and 10 move to the next stage, our conversion rate would be 10%. By tracking our conversion rates, we can identify which stages of the sales process may need improvement, and we can make necessary adjustments to improve our overall success. Another vital metric is sales velocity, which is the rate at which leads move through the entire sales process. By evaluating sales velocity, we can identify opportunities to optimize our sales process and increase the number of deals closed per month. For example, if our sales velocity is four weeks, we can analyze factors that may be causing delays in our sales process and take steps to remedy them. Lastly, revenue generated is a crucial metric that provides a clear indication of the success of our sales efforts. By setting revenue targets and regularly tracking our progress towards achieving them, we can identify which strategies are working and which are not. For example, if we set a revenue target of $500,000 for the quarter and achieved $550,000, we can celebrate our success and identify the tactics that contributed to our exceeding the target. By utilizing these and other metrics, I can gauge the success of my sales efforts and make informed decisions to optimize performance and exceed our goals.

8. What steps do you take to build a strong relationship with a customer?

Building strong relationships with customers is important for creating trust and ensuring customer satisfaction. Here are the steps I take to build a strong customer relationship:

  1. Listen carefully to their needs and concerns. I actively listen to my customer's issues and try to address them in my response.
  2. Communicate regularly. I keep my customers up-to-date on any progress made on their requests and try to follow up within a reasonable time frame. For example, I’ve managed to increase our client retention rate by 20% after implementing a weekly check-in schedule to catch up with our clients.
  3. Offer personalized solutions. No two customers are alike, so I work hard to understand each customer's unique needs and offer tailored solutions. By doing so, I’ve managed to increase our customer satisfaction rate by 15% in my previous role.
  4. Be pro-active. Whenever possible, I try to anticipate my customers' needs and offer helpful solutions in advance. For example, when I was working at a digital agency, I anticipated the questions clients would have about implementing social media campaigns and created a detailed FAQ section in our website.
  5. Provide excellent customer service. I make it a priority to address customer issues and concerns with a sense of urgency and ensure any conflicts or issues are resolved to the customer's satisfaction. By doing so, I contributed to an improvement in ticket resolution time by 30% in my previous role.

By following these steps, I've built strong relationships with clients, resulting in repeat business and referrals. I believe that building trust and loyalty with customers is crucial for long-term success in sales and creating a positive customer experience.

9. What is your experience with CRM and other sales tools?

As a Sales Development Representative at my previous company, I had extensive experience using CRM and other sales tools on a daily basis. In fact, I consistently exceeded my quota by over 20% and attribute a large part of that success to my ability to maximize the use of these tools.

  1. CRM: I used Salesforce extensively to manage my sales pipeline, track leads, and analyze data. I was responsible for updating and maintaining accurate records in the system, which allowed me to provide weekly reporting to my manager on key metrics such as calls made, emails sent, and deals closed. Thanks to my consistency and accuracy, our team was recognized for having the highest data quality across the organization.
  2. Email Automation: I also utilized outreach.io to automate my email follow-ups and track engagement with prospects. By personalizing my message and using A/B testing, I was able to increase my email response rate by 25% and ultimately schedule more meetings with potential clients.
  3. LinkedIn Tools: LinkedIn Sales Navigator was another tool that I used regularly to identify and connect with decision makers within target accounts. By leveraging saved searches and receiving push notifications, I was able to prospect more efficiently and effectively, resulting in a 15% increase in booked meetings.

I firmly believe that my proficiency in using these sales tools allowed me to perform at a high level and ultimately exceed quota. I am confident that I can quickly adapt to and utilize any sales tools that your company uses and continue to achieve outstanding results.

10. What questions do you typically ask a prospect to identify their pain points and to determine if our solution could be a good fit for their needs?

During my interactions with prospects, I try to dig deep and understand their current setup, goals, and pain points. Understanding their pain points is crucial as it helps me understand if our solution would be an appropriate fit for them.

  1. What are some of the challenges you face in your current setup, and how are they impacting your productivity?

  2. What are some of the goals you have set for your team or organization in the next 6-12 months, and how do you plan on achieving them?

  3. Can you tell me about a specific problem that your team faces constantly, and how do you try to mitigate it?

  4. What are the KPIs that your team tracks to measure success, and how do your current tools help you achieve those metrics?

  5. How do you measure the ROI of the tools that you currently use, and have you seen a significant impact on your bottom line?

Based on the answers to these questions, I analyze if our solution could help solve the pain points that the prospect is facing. As an example, in my previous sales role, I was able to identify that one of our prospects was spending a large chunk of their budget on software that didn't offer the level of customization that they needed. Our solution, which offered a high level of customization and flexibility, was a perfect fit for their needs. This resulted in a significant reduction in their software expenditure, and also a 25% increase in their productivity metrics.

Conclusion

Technical Sales interviews can be challenging, but proper preparation can give you the confidence to ace it. Make sure to familiarize yourself with the company and its products/services, understand the industry trends and jargons, and practice common interview questions beforehand. Additionally, make sure to write a great cover letter (https://www.remoterocketship.com/advice/guide/sales/cover-letter) and prepare an impressive sales CV (https://www.remoterocketship.com/advice/guide/sales/resume) to increase your chances of landing the job.

If you're currently looking for a new job, be sure to search through our remote Sales job board frequently for the latest opportunities in the industry.

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