30 Business Development Representative Interview Questions & Answers
Behavioral
1. How do you handle rejection?
How to Answer
Business development representatives need to be able to handle rejection because they will face it on a daily basis. The interviewer wants to know that you are resilient and persistent. If possible, talk about a time when you successfully dealt with rejection. Show the interviewer that you didn't give up.
Answer Example
"By nature, I am the type of person who perseveres, even when the going gets tough. Rather than being defeated when I encounter a difficulty, I rise to the challenge and enjoy working hard to tackle and conquer it. During college, I worked part-time in a call center making outbound sales calls. Many of my colleagues would become burnt out after being hung up on and cursed out multiple times a day. While I didn't necessarily enjoy that part of the job either, I chose to view these responses as a challenge. Every day I tried to hit a certain number of positive responses, and if I got a lot of hang ups, I would increase the number of calls I was making to ensure I hit my number. I taught myself not to take negative responses personally, and I rewarded myself at the end of the day with something I enjoyed if I hit my target."
User-Submitted Answer
"I am a master at handling rejection and I overcome rejection by understanding that is a natural part of the sales process. It is a skill that has to be earned over time and with my 5+ years of sales experience I am not phased by it. If anything it inspires me and motivates me to work harder for the next yes."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Great! The interviewer will be happy to learn that you're resilient and accustomed to handling rejection. Can you talk a bit more about how you developed this skill? Did you do lots of cold calling and have to face rejection on a daily basis? Did you find that if you didn't learn to brush it off, you'd be unable to continue in this field and be successful?
Behavioral
2. Do you consider yourself a team player?
How to Answer
Business development representatives frequently work with other team members and teams to try and achieve common goals, so it's imperative that you be able to show the interviewer that you are a good team player. If possible, give an example of a time in the past when you successfully collaborated with others. It can also be good to mention that you also work well independently since BDRs need to be able to do both.
Answer Example
"I definitely consider myself a team player, although I am also fully capable of working independently as well. I feel this versatility will allow me to excel in this position because I will coordinate with others to reach goals but will also dedicate myself to blocks of undisturbed time when I can place a target number of calls. In college my senior year, I worked on a team in my marketing class to put together an in-depth report and presentation about a marketing strategy that we had devised for a product. I quickly became the de facto leader of the group, arranging meetings and spearheading the project. After much collaboration and hard work, we submitted a report and gave a presentation that resulted in A's. I work well both on a team and independently, and I look forward to doing that here within this role."
User-Submitted Answer
"Yes, one of my core skills is team collaboration. I work well with peers or sales trainers. With my peers, I enjoy pitching new ideas and offering any insight I can to help. With my sales trainers, I am adaptable, coachable, and always willing to learn."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Great! To further strengthen your answer, can you include an example of a time when you were a good team player and helped your team achieve a goal? This will support the assertions you've made. Good job!
Behavioral
3. Have you ever worked in a customer service role before? If so, what did you like and dislike about it?
How to Answer
Even if you don't have direct experience in business development, the interviewer will likely still be interested in you if you've held any retail or customer service jobs in the past. They will be looking to see that you are able to effectively handle customer complaints (i.e., that you show resilience) and that you strive to make customers happy because you like to help them. Both of these skills are transferrable to the business development representative role.
Answer Example
"Throughout college, I worked in a retail role where I sold tea at the mall. The job entailed standing outside the store door with samples of tea and persuading potential customers to come inside to try one. This wasn't necessarily an easy job - and this part wasn't always fun - because most passersby had absolutely no interest in coming into our store. I learned over time how to become more engaging, using my friendliness and humor to coax more and more people into trying the tea. I also learned not to take it personally if someone declined my offer; if one person said no, I just looked around for the next person who might say yes. And, perhaps most importantly, I discovered how much I enjoyed making people happy. Those people who I converted into paying customers were always so delighted by their purchase, and I found that to be very satisfying."
User-Submitted Answer
"Yes, I have over 2 years of experience in customer service. What I liked about this role was deeply understanding the customers' needs, building rapport, and establishing repeat customers over time. Nothing I disliked but there were challenging aspects such as de-escalating conflict but I became very successful at this and am proud of this skill."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Great start! You give an overview of your years of experience but consider elaborating on what customer service roles you've held and in what industry. Instead of naming dislikes, you describe them as challenges and turn them into a skill. Great job!
Behavioral
4. Tell me about a time when you dealt with a challenge. What motivated you to keep going?
How to Answer
Prospecting can be hard and tedious. There will be times as a business development representative when you place 20 calls and not a single person picks up. The interviewer wants to know that you are internally motivated to keep moving forward despite obstacles and struggles. Talk about a challenge you've dealt with and what motivated you to overcome it.
Answer Example
"One summer when I was in college, I worked for my father in a business development role. He runs a construction company, and business had been slow for a few years. He wanted me to focus on striking up new business, so I spent my days cold calling prospects. It wasn't an easy job because 98% of the time people hung up on me or cussed me out. But I stuck with it because I wanted to help my dad land new business, and I believed it was just a numbers game. I figured the more people I called, the bigger the chance one or two would need our services. In the end, I managed to solidify a serious lead that resulted in a large job for him. During this experience, I learned that I'm good at this and have the right personality for it. I don't take rejection personally, and if I believe in the product or service - like I believed in my dad's company - I am confident I can sell it."
User-Submitted Answer
"One time I dealt with a challenge was when as a team we had to come up with a personalized email for a random person on LI. At first, it was difficult to simplify my answer. Researched my persona and was able to make my messaging speak to their common pain points and won the contest amongst my peers for the best email."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Awesome! It sounds like you were able to successfully overcome this challenge. Why exactly was this hard for you? And don't forget to emphasize what motivated you to keep going. Did you want to beat your peers to impress your manager? Did you want to do well so you could further improve yourself in the field of sales?
Behavioral
5. Talk about a time when you had to get really good at a skill. How did you do this?
How to Answer
Since prospecting can be highly repetitive - place a call, give your spiel, place another call, give your spiel again - the interviewer wants to know that you have the right type of personality for this. Talk about a time when you did something over and over again in order to become great at it. Show that you know how to set goals and that you understand the importance of practicing.
Answer Example
"I have played baseball throughout my entire life, from elementary school through college. While I have a natural pitching ability and am a fast runner, I sometimes struggled with batting. There came a time early on in high school when I decided that I needed to become a better hitter so that overall I could become a great, well-rounded player. I set my mind to it and began practicing my batting skills an hour or more a day. I set a target batting average, and I worked hard every day to achieve that target. Ultimately, I drastically improved my hitting ability and later on got picked up to play for a college team. From the experience, I learned how important it is to set goals, practice religiously, and to not give up. I know that I will do the same when it comes to prospecting."
User-Submitted Answer
"At the beginning of my BDR career I had to learn how to prepare to become ready to start cold calling. In order to achieve this I worked diligently with the Director of Operations who coached me on my pitch, presentation, and product knowledge. In time I acquired the skills necessary to start cold calling prospective clients. In no time cold calling became one of the skills I am most proud of."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
This is an excellent answer. Just a minor suggestion to include any quantifiable data or metrics to really paint the picture for the interviewer. For example, the number of cold calls you make in a week, month, or quarter or the conversion rate that you typically have.
Behavioral
6. Do you like to talk on the phone?
How to Answer
A large part of a business development representative's day is spent on the phone leaving voicemails and talking to prospects. The interviewer will only be interested in candidates who enjoy being on the phone so you'll want to indicate that this is the case. Someone who doesn't like or feel comfortable being on the phone will not be a good fit for this position.
Answer Example
"Not only do I enjoy being on the phone, I just like to talk in general! I consider myself friendly and personable. I'm someone who likes to meet and learn about new people, so I really enjoy reaching out to people I don't know, introducing myself, and getting to know them. I also like the challenge of figuring out what someone's pain points at work are and determining how I can help them. I'm fully comfortable with the idea of spending multiple hours a day on the phone leaving messages and chatting with prospects."
User-Submitted Answer
"Yes, I love to talk on the phone. It all started at Eastern Account Systems, where I was thrown into the fire and had to make 30 calls/hr, around 300 calls a day. I became an expert at talking on the phone."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Responses with real numbers help the interviewer better understand your capabilities, great job!
Behavioral
7. What type of management style do you prefer?
How to Answer
There are many different kinds of management styles out there. The interviewer wants to know how effectively you will work under different types of managers. They are assessing how you will fit into their company. It's fine to give your honest opinion here, but it's also a good idea to indicate that you are adaptable and coachable.
Answer Example
"I've worked for several different managers at this point in my life, so I have experience with various kinds of management styles. Once I understand how my supervisor manages, I adjust myself appropriately. For example, at one of my previous jobs, I worked for someone who was very autocratic. He wasn't generally open to employee ideas or feedback, and he would constantly check in on the status of projects. Recognizing this, I would communicate frequently with him to provide him with all the details of what I was planning to do. If he disliked anything and made this known, I would adjust my plan accordingly. I have also worked for managers who were more collaborative and trusting. This is my preference; tell me what to do, and I'll independently move forward with getting the job done for you. While this is what I prefer, I am capable of successfully working with any type of manager."
User-Submitted Answer
"I prefer a manager who meets with me individually to discuss my progress, current meetings, and any feedback related to my performance. A manager who is transparent, innovative, and instills confidence in me. I am adaptable, coachable, and willing to learn."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Nice! Have you ever had a manager with this type of management style that you can mention? And why do you like one-on-one discussions? How exactly do they help you succeed?
Behavioral
8. Why do you like sales? Why do you want to be a salesperson?
How to Answer
The interviewer is looking to find out why the sales profession interests you. This is a good opportunity for you to talk about the aspects of sales that you like and why this career path is the right one for you. You might mention that you enjoy talking to and helping people find solutions to their business problems, that you like the challenge of meeting and exceeding your quotas, or that earning commissions motivates you to work hard.
Answer Example
"I know there's the old stereotype of the somewhat sleazy car salesman, but I see sales in a whole different way. To me, I see it as a chance to help people find solutions to their problems. Sometimes they aren't even aware that they have a problem! But I help them identify it and then provide them with a product or service that will resolve the issue for them. I thoroughly enjoy doing that for people. I'm also driven by nature and love the challenge of closing as many demos or deals as I can in order to earn more money. I know that within this role I can succeed because I have everything it takes."
User-Submitted Answer
"I like sales because one phone call can make a person's day. I like interacting with my customers since I am a sociable person. My father has had a successful career in sales and I've decided to follow in his footsteps. I want to be a salesperson since I've been in sales most of my career and I've always had a passion for selling a product/service."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
This question requires a personal answer and yours is very detailed and genuine. Great response!
Behavioral
9. Are you comfortable making cold calls?
How to Answer
A large portion of the day in the life of a business development representative is spent on the phone calling cold leads. The interviewer is looking for someone who isn't shy and who can quickly form a rapport with someone new. Assure the interviewer that you fit the bill. If you haven't cold called before in the past, explain that you are coachable and interested in trying it.
Answer Example
"Yes, I'm fully comfortable calling cold leads. During college, I interned for a large non-profit, and one of my job duties was to cold call educators about various fundraising events that we were running. At first, I struggled to make the calls because I felt unsure, but over time I grew to enjoy the challenge of persuading folks to hear me out. After I got a few sign-ups for our events from my cold calling attempts, I was highly encouraged and started setting targets for myself. I found that I am able to connect with people easily, and if I provided some funny jokes and useful information, they tended to be receptive to my requests. I look forward to the opportunity of placing these types of calls for your company."
User-Submitted Answer
"Yes, I am very comfortable in my last few roles what was originally a weakness is now a strength. I pride myself on booking the most meetings via outbound cold calling on my commercial sales team."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Great job demonstrating your comfort in making cold calls. Consider adding in some metrics about how many cold calls you make a week or month, any other related goals you meet or exceed, or what percent you convert into new business.
Behavioral
10. Tell me about a time when you went above and beyond for a customer.
How to Answer
Customers are at the heart of any business, and the interviewer wants to know that if you're hired you will provide great service to their customers. Discuss a time when you went the extra mile for a customer or, if you lack that type of experience, someone who needed help.
Answer Example
"Growing up, I watched my father, who ran his own business, always bend over backward to please his customers. He did this to satisfy his own work ethic, but it also benefited him because it generated positive word of mouth for his company. Later in college, I got a job in retail, and I made exceeding the customer's expectations my number one priority. One time when I was working for the tech shop of a big electronics company a customer tried to return a product that was outside its return window. They were upset about the prospect of not being able to return the product because it wasn't working properly. So I called the manufacturer and got them to replace the product, which saved the company I worked for money and made the customer happy. I always try to be resourceful and quick-thinking so that I can satisfy the customer - just like my dad always did."
User-Submitted Answer
"One time I went above and beyond for a customer was when I cold-called a real estate land development manager at an enterprise real estate account. I did some discovery and after asking the right questions determined the value my product/service would have for his business and other depts he collaborated with. He ended up signing an annual subscription for his office."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
While this sounds like an amazing deal that you closed (congrats!), the example you've provided doesn't really show how you went above and beyond for the customer. If you can't think of another instance when you went out of your way to please a customer, then build this answer out more by discussing how your actions benefited this real estate manager. How did the subscription end up helping him and his office? Did you take any extraordinary measures to show him the value of your products/services?
Competency
11. How would you handle a difficult prospect?
How to Answer
There are going to be times when you encounter someone on the phone who isn't pleasant. The interviewer wants to know what your strategy is to deal with this type of person. Show that you will remain professional and calm but that you won't allow someone to walk all over you and waste your time either.
Answer Example
"Having worked as a telemarketer in the past, I have a lot of experience in dealing with people who are angry, mean, or both. My personal mantra is to 'kill them with kindness,' and I'm able to do this because I don't take their behavior personally. I know that they might be upset that I called them, but they don't know me as a person and so I don't feel that anything they say in reference to me is valid. I maintain a calm and professional demeanor at all times, and if the conversation isn't going anyplace useful, I firmly cut the interaction off as soon as possible."
User-Submitted Answer
"To handle a difficult prospect instead of rambling about the value of your product it's best to cut to the chase and ask them directly qualifying questions to determine if there is a fit. Find their most problematic pain point and get to a solution in order to win their business."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Perfect! This is a strong answer because it shows how confident and knowledgeable you are about handling this type of situation. Can you provide an example of a time when you did this successfully?
Competency
12. Tell me about a sale you helped close or lose.
How to Answer
It really doesn't matter whether you choose to focus on a closed or lost sale in your answer. What matters to the interviewer is that you walked away from the experience with some valuable lessons. Talk to the interviewer about what happened and what you learned. If you don't have any past sales experience to reference, talk about any competitive situation you've been in and what you took away from it. Remember to give credit to others if you discuss a win.
Answer Example
"Last year, in my current role, my team and I closed a big deal. It's the deal I'm most proud of to this day because it took a lot of time and persistence. We knew from the beginning that we had the potential to close a really big deal. Early on, my team and I strategized about how to maneuver our way into the sights of this prospect company. I was put in charge of reaching out to multiple people within the company in the hopes of scheduling some demos and on-sites. Many of the people I called turned me down, but ultimately I was able to gain the trust and interest of three people there. I made sure to follow up religiously and to provide helpful suggestions. After many months, our team was able to close a big deal with them. It was a joint effort and a joint win, but I know that my part of it was integral to its success. It reiterated the importance of persistence to me, and that's something I took away from the experience."
User-Submitted Answer
"One sale I helped close was a commercial solar co that was looking to switch from its current design platform over to one of our partners. I was able to get them set up on a demo to determine how to integrate with our partner. The demo went so well that the customer signed an annual subscription that ended up being a closed won deal in a few weeks."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Awesome! Why were they looking to make the switch? How did you manage to score the demo? Did you lead the demo? Adding more details will make your answer even more impactful. Nice job!
Competency
13. How do you organize and prioritize your daily workload?
How to Answer
It's very important that a business development representative be organized and able to prioritize their workload. Talk to the interviewer about the methods you use to remain organized, which might include using a CRM program to keep track of the calls you make, a calendar to mark down important dates, and email invites to help ensure prospects keep their appointments with you. Explain how you keep from becoming overwhelmed.
Answer Example
"There are times within my current role when things get really busy. Since I work for an investment research company, earnings season is a big deal when it rolls around. It impacts the timing of the calls I make, how prospects react to being unexpectedly contacted, and more. To account for this, I rely heavily on my Google calendar. In advance, I mark down when earnings season is so I'm never caught off-guard and know when I have to switch the timing of my call blocks. I also use our internal CRM platform to keep track of the calls I make every day. I write down a quick note about the prospect within the CRM system at the end of all calls, and if I schedule a demo or on-site appointment, I always email out a calendar invite so the appointment goes on both my calendar and theirs. In terms of prioritization, every morning I meet with my team and we discuss team-wide priorities, which helps to determine how I will structure my day and what prospects I will focus on. Using these various organizational and prioritization methods allows me to stay on track, efficient, and calm."
User-Submitted Answer
"In order to organize and prioritize my daily workload I set my own tasks and assignments on Microsoft Outlook. As well as completing any tasks in my cadence on Salesloft. To prioritize I do my cold calls in the morning and the rest of my tasks in the afternoon."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Nice! It sounds like you use several tools to keep yourself organized, which is great. Why do you do your cold calls in the morning? Do you keep track of them somehow? What other tasks do you work on in the afternoon? Do you ever have to prioritize them based on urgency and importance? If so, can you explain how you do that? Otherwise, good job!
Competency
14. What skills does a great salesperson possess?
How to Answer
The key to answering this question is to relate the skills that you cite to yourself. You'll want to talk about how salespeople need to be effective communicators, exceptional problem-solvers, active listeners, and strong negotiators, in addition to being empathetic, personable, and able to manage their time. Tell the interviewer that you are all these things and, if possible, provide examples of times when you've displayed these attributes.
Answer Example
"I think that salespeople, in particular, need to be great communicators and personable. After all, the name of the game is getting a prospect on the phone and building a rapport with them so they trust you and ultimately want to buy your product or schedule a demo to learn more. This is why I'm in sales - because I love doing this and excel at it. I also think that salespeople need to be quick and out-of-the-box thinkers who really listen to the prospect so that they can uncover their pain points and offer helpful solutions. Recently, I talked to a prospect whose company was spending a ton of time trying to analyze SEC filings in order to make investment decisions; I recognized that the company I worked for had a product that would eliminate this time suck and was able to schedule a demo with the prospect after explaining how this would solve his problem."
User-Submitted Answer
"Coachable, quick learner, and self-starter. Great personality and eagerness to be successful."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
True! Don't forget resilient, persistent, personable, driven, and persuasive. What about being a quick thinker and problem solver too? Finally, make sure you connect these skills and qualities to yourself so the interviewer understands that you possess what's necessary to be successful in this role. Nice job!
Competency
15. What CRM software are you comfortable using?
How to Answer
It's common for sales teams to use CRM software to track contacts and deals, forecast sales, and automate tasks like sending emails. The interviewer will be looking for you to be knowledgeable in this area. List any CRM programs that you are familiar with, and explain that you understand the importance of using them. If you have never used any CRM programs in the past, tell the interviewer that you are a quick learner, tech savvy, and adaptable.
Answer Example
"Within my current role, I use an internal CRM platform that the company created. The platform allows me to record all the calls I make and what the status is for each prospect. I really appreciate how easy it also makes it for me to keep track of follow-ups; this way no one ever falls through the cracks, and I know when to call them again. In addition, I use this internal admin to send out boilerplate emails. It really helps make my job easier, and I like that it tracks who on our team is making the most calls and closing the most demos, etc. This kind of information keeps me motivated and helps me to set personal targets. Outside of this internal CRM platform, I haven't used any others yet; however, I'm fully confident that I can quickly learn a new program if needed."
User-Submitted Answer
"Salesforce and SalesLoft."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Great job giving specific examples. Consider elaborating a little more on your level of experience with each and, as an added bonus, if you've ever trained another employee on the software. You could also give a little insight into what you like about each or a unique piece of information about the software that demonstrates your expertise.
Competency
16. How do you handle objections?
How to Answer
There will be times when a prospect objects to your claims. They might think that a competitor's service is better and say so, or they might push back on the statistics you have cited. The interviewer wants to know that you will be able to alleviate any concerns that the prospect raises. If possible, give the interviewer an example of a time when you successfully managed the objections a prospect threw at you.
Answer Example
"If you hire me and we move forward, before making any calls I will talk to your current salespeople to find out what the common objections are that they hear from prospects. This way I can be prepared with rebuttals in mind before I even make my first call. At my last job, an objection I frequently heard from prospects was that the service was too expensive. Since we offered a subscription-based service, I was able to offer varying subscription lengths and tiers to alleviate some of the issues around cost for people. I also heard from a lot of prospects that they didn't have the authority to purchase the service themselves. When this became a recurring problem, I collaborated with my team to figure out better ways to make sure we were targeting the decision-makers at these companies."
User-Submitted Answer
"I handle objections by ensuring my messaging is relevant to the prospect and that I am speaking confidently. Being direct and consultative as opposed to salesly. Getting to the root of the problem and identifying a solution to an objection. Making the customer think about what it would be like if they were using our product."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Great! This sounds like a good strategy. You might also mention utilizing active listening to make sure you're truly understanding the customer's objections and reasoning. Also, if there's an example you can cite here of a time when you successfully responded to an objection and ultimately closed the deal, even better! Nice job!
Competency
17. What do you do if a prospect goes dark?
How to Answer
There are going to be times when a prospect that appeared to have potential 'goes dark' on you, or, in other words, disappears. The interviewer wants to know how you plan to handle this type of rejection. Discuss your resiliency and ability to bounce back when a prospect treats you this way.
Answer Example
"I know that sometimes a prospect who seems great might end up not working out, for whatever reason. Sometimes they don't have the funding to pay for the product or service, sometimes they lose interest in it, and sometimes there are external factors that play into why a prospect suddenly discontinues communicating with you. I don't take it personally, but if I think that the prospect had a sincere interest in the product or service initially, I make sure to follow up several times before giving up on them. Sometimes people are just busy and need a few reminders before they are willing to move forward."
User-Submitted Answer
"If a prospect goes dark I will give them a call in the hopes that we can resume our previous conversation and book a meeting. If I can't reach them via phone I will send a follow-up email including an effective CTA. If they are not interested I will ask if it is related to timing or if it is not a fit."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Great! Some other tactics you can try include changing your value proposition, calling their assistant to confirm they aren't just busy, and making additional contacts in the company. Has this ever happened to you before? Can you talk about how that played out?
Competency
18. Sell me this pen.
How to Answer
Given that you're being interviewed for a sales position, the interviewer wants to see how you handle yourself if suddenly you have to sell something. In this case, you want to show that you are confident, enthusiastic, and able to think quickly on your feet. Start by asking the interviewer a few qualifying questions so you understand their needs and then let the conversation flow naturally. Remember to close the deal at the end.
Answer Example
"So you frequently use pens given that you conduct a lot of interviews and take notes while people are talking, right? Clearly, you need a pen that doesn't run out of ink so you are able to write down all of your important thoughts and opinions on each candidate. Well, this pen right here is not only attractive, but it writes well and works consistently. You won't have to worry that you're going to pick it up only to find that it's out of ink! I know it's the perfect solution for you. Are you ready to place an order?"
User-Submitted Answer
"This pen is smooth and is lighter than a feather."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
To really impress the interviewer, you'll need to give a full sales pitch here. Why is it advantageous to the interviewer that their pen is smooth and lighter than a feather? What else about the pen makes it amazing and better than other pens? Don't forget to end with a strong CTA.
Competency
19. How do you get past gatekeepers to reach new prospects?
How to Answer
Since business development representatives engage with prospects in the early stages of the sales funnel, they frequently talk to gatekeepers like receptionists and administrative assistants. There will be times when the gatekeeper might not allow you or your message to get through to the prospect you're targeting. Talk to the interviewer about the techniques you use to help ensure you can get past the gatekeepers.
Answer Example
"I believe it's most important to earn the trust of the gatekeeper, in addition to being a nice person. I've found that if I am respectful and friendly it goes a long way. I also make sure that I come across as informative and helpful because the gatekeeper is protecting the prospect, so if the gatekeeper knows I have valuable information or something that will help their boss, many times they will pass along my message because they believe it will be beneficial to them. If the gatekeeper thinks I'm just a telemarketer, forget it. I also try to look the gatekeeper up on LinkedIn prior to the call too, if I know who they are. Having some information about them makes it easier for me to build a rapport and gain their trust. Finally, if they are preventing me from getting in touch with the prospect altogether, I try to see if I can skip over them by contacting someone else who is above them."
User-Submitted Answer
"To get past gatekeepers you must briefly state the purpose of the call and bring up a previous conversation with the company or ask politely to be transferred to the prospect or correct dept."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Your suggestions are good ones. Can you talk about a time when you did this successfully? Other strategies you might also mention include building trust, being respectful and friendly, being honest, not trying to sell to the gatekeeper, and calling after hours (to avoid the gatekeeper altogether!) Nice job!
Competency
20. What are some common objections you think you'll hear from prospects? How will you handle them?
How to Answer
It's important that business development representatives be aware of common complaints or objections they might receive from prospects so they are prepared to combat them. Prior to the interview, think through some of the scenarios you might encounter when contacting prospective clients so you can tell the interviewer how you will handle them.
Answer Example
"Right off the bat, I think that the most common push-back I'll receive when making calls to prospects is that they are busy. Given that I'll be contacting traders and people in the investment world, many times they will be pressed for time, especially during earnings season. To combat this, first I will time my calls as much as I can to be during less-busy periods. This means that sometimes I will place calls early in the morning or after work hours in the late afternoon. I will try to work around their schedules as much as possible. If I do reach someone during a busy moment, I will be as accomodating as possible and offer to call them back at a better time. I will set a specific date and time and send them a calendar invite so we definitely speak again. Another common objection might be that they don't know our company or what we do. To tackle this, I will have a quick few sentences at the ready that explain what we do and how it will benefit them. Over time, I will develop strategies to overcome many common objections that I receive from prospects."
User-Submitted Answer
"Common objections I think I will hear are we have another provider. Or we are currently under the contract for the foreseeable future. May hear that the timing is not right and it is best to reach out in a few months. This product is not a fit. I will handle them by proving why our product has something they do not. As well as illustrating our value articulately."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Those are all definitely common objections that you'll likely hear from prospects. Consider tackling each objection individually in your response and explaining exactly how you'll respond to each one.
Competency
21. How would you go about researching a prospect?
How to Answer
When contacting prospective clients, it will be important that you are informed about them and their business. You don't want to miss out on a good lead because you appear to be uninformed or unknowledgeable. Tell the interviewer that you understand the importance of researching prospects and explain how you would go about doing this.
Answer Example
"Prior to reaching out to a prospective client, I would quickly research their company and the role they hold there. While I wouldn't spend a tremendous amount of time doing this, since it's my job to reach out to as many people as I can during my call block, I would still spend a few minutes looking over their company's website and pulling up the prospect's LinkedIn profile. Gleaning some high-level information will allow me to come off as knowledgeable during the phone call. Prior to making the call, I also think through the pain points the prospect might be experiencing and what solutions I can offer them."
User-Submitted Answer
"I would research their LI profile, check CRM to see if we have had previous conversations with their co, and determine if they are an ideal persona to contact meeting the appropriate criteria to be a good fit."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
This is a good foundation; social media and checking for past interactions are great techniques. Consider also mentioning searching for trigger events that indicate a need for your solution, conducting industry research, and identifying similar prospects to those of your current customer base.
Discovery
22. Why do you want to sell our product/service?
How to Answer
A successful salesperson tends to sincerely believe in the product or service that they are selling. Since as a business development representative you'll be one of the people on the front lines who convinces prospects to try or buy their product, the interviewer wants to know that you'll be able to effectively do this. Tell the interviewer with enthusiasm why you're interested in selling their product/service.
Answer Example
"I am drawn specifically to this role within your company because I have always had a passion for the stock market. I've done my due diligence and know that your company's investment research product is one of the best ones in the industry. I know I will find it easy to persuade other investors to try it because I sincerely believe in the product itself and the benefits it offers. I am a strong and confident salesperson who can sell anything, but I am eager to sell your product in particular because I use it myself and know that other investors will also benefit from it."
User-Submitted Answer
"Having worked at a law firm in the past, I have personally faced the problem that the company is trying to solve. If I would have had something like this then it would have made work very easy. As a result of this, I believe in the product and I am sure that I will be able to sell it in the market."
Written by an Anonymous User
Our Professional Interview Coach
Stephanie Cafaro Reviewed the Above Answer
This is a wonderful start, but I suggest being more specific in your response. For example, instead of stating "the problem the company is trying to solve," state what that problem is. Additionally, sharing a few details about why you believe in the product and how this product would have impacted you personally will make your response more personal and memorable.
Discovery
23. Did you work throughout college?
How to Answer
The interviewer will likely ask a question like this one if you are a recent college graduate. They are looking to find out more about your work ethic and the lessons you learned from holding down a job. You want to show that you are committed, hard-working, and reliable, in addition to being personable and resilient. If you didn't work throughout college, talk about another activity or extracurricular that required sacrifice and dedication on your part.
Answer Example
"Outside of some short-term gigs that I temporarily held throughout college, I primarily didn't work because of my focus instead on my studies and playing on the university soccer team. Playing any sport at college-level is a huge time commitment, and it's something I had to juggle with my academic schedule. But I did because I loved playing the sport and being a part of a team. I would wake up early every day to work out with my teammates for a few hours, then attend classes and study throughout the day, before going to regular practice in the late afternoon for several hours. I generally spent evenings attending study groups or studying individually. When there were games, I had to juggle even more. Playing on the team required a great deal of sacrifice, but I stuck with it out of loyalty to my teammates and because of a love for the sport. I learned the value of hard work and persistence, both of which will allow me to succeed within this role."
User-Submitted Answer
"Yes, throughout college I held jobs to pay my student loans and bills. Very proud of working during the day and going to school at night."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Your response provides good insight into your work ethic. If any of your jobs would have helped you build transferrable skills that will add value, for example, customer service roles, consider expanding on the specific types of roles you held.
Discovery
24. Where do you see yourself in five years?
How to Answer
Interviewers like to know that the person they decide to hire isn't going to up and leave after a year. They ask this question to get a sense of whether you plan to stay long-term with the company or not. Your answer will also show them how serious you are about sales.
Answer Example
"I'm early on in my career, but by this point, I am certain that sales is the right path for me. I am resilient and outgoing by nature, and I love to talk on the phone. I don't give up easily or take things personally. I also like to lead others and gained some experience doing that in college. So I'm happy cutting my teeth at the junior level right now, but in five years I would hope to have moved up in the sales ranks and have begun mentoring those below me. Eventually, I'd like to be promoted to a sales manager role."
User-Submitted Answer
"Aspire to be one of your best employees that is a product expert. Go to person for all BDR-related questions. Someone who has made a positive impact and experienced tremendous growth."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Nice! Why do you want to become a product expert? Do you enjoy being someone others come to for help? Do you want to manage others? If so, mention this. Are there particular job titles you aspire to? Also, don't forget to indicate that you're loyal and looking to stay with the company for at least several years. Great job!
Discovery
25. What can you tell me about our company?
How to Answer
Any good business development representative researches a prospective client before reaching out to them. The interviewer wants to make sure that, similarly, you've done some research on their company prior to being interviewed. If you show that you are well informed about the company and industry, the interviewer will know that you are serious about getting the job and that, once hired, you will do your research on prospects as well.
Answer Example
"When I saw your job ad on LinkedIn, I already knew of your company because its great reputation in the industry precedes it. I've also personally looked into the services your company offers before because they interest me. So right off the bat, I knew of your company, but naturally before I came to meet with you, I did some serious due diligence. Beyond the services you offer, I am very attracted to the innovative, fun, hard-working culture that your company offers. I also follow several of the higher-level professionals in your company on social media; I value their expertise and would love the opportunity to work with them."
User-Submitted Answer
"Intelliboard is a learning analytics cloud-based platform that integrates with leading LMS and uses predictive AI in order to identify risks."
Written by an Anonymous User
Our Professional Interview Coach
Jaymie Payne Reviewed the Above Answer
Great start! The interviewer wants to see if you've taken the time to research the company and learn more about what they do and what they stand for. Take this opportunity to speak to additional information you've read about the leadership team, their mission, what they value, notable employee reviews, the products and services they offer, or even the customer base they serve. Being able to speak to any specific awards or achievements of the organization will be an added bonus in your response!
Operational
26. How will you structure your day?
How to Answer
Being a business development representative can be somewhat monotonous and stressful at times. The interviewer wants to know that you will structure your day in such a way that you incorporate some stress relief, collaboration with your team, and blocks of solid time for placing calls. Emphasize that you are organized and able to prioritize your workload.
Answer Example
"I would start my workday by looking at my calendar and to-do list so I know what meetings, prospect appointments, follow-ups, and other items are on my agenda. Then, assuming my team meets daily in the morning, I would meet up with my team in order to make sure we're on the same page when it comes to goals and prioritization for the day. Early morning through lunch would likely be a call block. At lunch, I will definitely take at least 30 minutes to destress by taking a walk and talking to colleagues. I feel this is imperative given the tediousness and challenges that sometimes arise from making calls. The afternoon will likely be split between follow-ups and making more calls. My days may somewhat vary from this, but these are the general tasks that I will likely allocate time for during my days."
User-Submitted Answer
"My day is structured with a balance of prospecting and cold-calling potential prospects. Cold call in the morning and prospect in the afternoon. Spend an hour listening to my own sales calls and an hour debriefing and recapping my day before I clock out."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Nice! You might mention that this is how you currently structure your day, and while you foresee yourself continuing to structure your day in this manner, you are flexible and open to making changes if needed. Explain why it's beneficial for you to cold call in the morning and prospect in the afternoon. Also, explain why you listen to your own sales calls and spend time debriefing/recapping the day. Including more information will make your answer more impactful. Good job!
Operational
27. How do you measure success?
How to Answer
Most business development representatives measure their success using quantitative metrics, like the number of demos and on-site appointments scheduled or hitting a certain revenue goal. If you've previously measured your work in this way, tell the interviewer about it. Talk about what motivates you and how you aim to exceed expectations.
Answer Example
"Being analytical by nature, I always use metrics to measure my success at work. I like that this method isn't subjective. The metrics can vary depending on the job, but once I know what's expected of me, I always work to surpass those expectations. For example, at my last job, I was in charge of setting up demo calls with prospects for senior sales. I had a certain number of calls I had to make daily and a target number of demos that I needed to schedule. I was consistently one of the leading BDRs in scheduling demos that converted into paying customers, and if I wasn't able to hit my target demo number after making all my required calls for the day, I would frequently make extra calls in order to hit that number."
User-Submitted Answer
"Success is measured by key KPIs and quotas used to determine success in a sales role. As well as any promotions, or awards earned."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
What KPIs, in particular, do you like to track, and how do you track them? Did you typically meet or exceed your quotas in your last role? Did you receive any promotions or awards you can mention? Also, you might talk about feeling internally successful when you close a deal, surpass a quota, beat a peer's stats, or learn a new sales technique. Nice job!
Scenario
28. Let's imagine that one day you end up in a conflict with one of your colleagues. How will you handle this?
How to Answer
As a business development representative, you will work on a team that likely meets on a daily basis and shares common goals. It's also possible that your manager will encourage some healthy competition between yourself and your teammates in order to motivate people to close demos and deals. At some point, you might end up in a conflict with someone else. Explain to the interviewer how you will effectively handle this.
Answer Example
"If I end up in a disagreement with someone else, the first thing I will do is ask to meet with them privately so we can each share our perspectives. I will strive to actively listen so I can understand their opinions and feelings. If I owe someone an apology, I'll be quick to say I'm sorry so we can move on. In general, though, I'd focus on finding a compromise so that we each feel that our needs have been met. If we're unable to come to a resolution ourselves, I would approach our manager and ask for their input."
Scenario
29. What would you do if a prospect asked you about one of our competitors?
How to Answer
There are likely going to be times when a prospective client asks you about one of your company's competitors. You will need to be able to handle comparisons and explain why your company's services are better without bad-mouthing the competition. Explain to the interviewer what you would do in this situation.
Answer Example
"I have encountered this kind of situation several times before in the past so I am confident that I can easily manage this and turn it into a positive for our company. Prior to making any calls, I will research who our competitors are and what differentiates us from them. I will make sure to have talking points at the ready so if anyone ever brings up any of our competitors I will be able to explain why our services are better for them without disparaging the other company or companies. To me, it's easy to handle this type of situation because if I truly believe in the product/service I'm selling, I can truthfully tell the person I'm speaking to why our company is the better choice."
User-Submitted Answer
"I would list the pros and cons. Where we win and be transparent about what we can't offer. Highlighting the pros as a selling point. Would not offer too much info but at a high level."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Good! Has this happened to you before? If so, talk the interviewer through this example and show how you successfully (and honestly) steered the customer back to your company's products/services.
Scenario
30. Let's say that you miss your monthly quota. What will you do?
How to Answer
Business development representatives live and breathe their quotas. The interviewer will want to know that you proactively monitor your performance every day and that if something seems off, you'll immediately make changes so that you can continue to meet and exceed your quotas. Show that you are willing to ask for help if needed.
Answer Example
"First of all, this has never happened to me before! I always meet or surpass whatever quotas I have. However, one reason I am able to stay ahead of them is because I continually monitor my performance and metrics every day so the minute something starts to go awry, I can adjust my strategy and change its trajectory. In some cases, I might make more calls or change the timing of them; in others, I might brush up on my knowledge of the product or initiate more training from my manager. Ultimately, it's a matter of staying aware of what's happening and making changes if necessary to ensure I'm consistently hitting my numbers."
User-Submitted Answer
"I will study and analyze what went wrong that month. Research different sales approaches and strategies. Increase my volume of sales activities the following month and set personal goals to achieve quota."
Written by an Anonymous User
Our Professional Interview Coach
Marcie Wilmot Reviewed the Above Answer
Nice! You might also mention that you monitor your progress throughout the month so you can make adjustments in real-time and aren't caught off-guard at the end of the month. Otherwise, good answer!