7 Tips to Help Prepare for an SDR Interview

Senior Director, Sales Development

@rbarsi

in/ralphbarsi

#1 Know Your Audience• Company intel: Corporate initiatives, industry trends, product plans, competition

• Interviewer(s) intel: Industry involvement, tenure/career path, connections, team goals

#2 Prepare A 30-60-90 Day Plan• Month 1: CRM workflow, process, protocol, AE/territory alignment, key people

• Month 2: Target accounts, prospecting approaches, monthly/quarterly goals

• Month 3: Weekly cadence, industry association involvement, seeing results

#3 If You’re On Time, You’re Late

• Time / Place: Time, address is confirmed? Easy parking? Check-in required?

• People: Who’s meeting with me? How many people? Do I have names, titles? Ralph Barsi

#4 Look Sharp• Present the best version of myself

• Outfit, copies of resume, notebook & pen, firm handshake, eye contact, smile

#5 Keep It Conversational• Three relevant points: 1) ____________, 2) ____________, 3) ____________

• Macro questions: Corporate initiatives, industry trends, product, competition

• Micro questions: SDR team, recent performance, team/role expectations, manager

• Open-ended questions. Avoid yes-no questions.

#6 For God’s Sake, Smile!• Exude enthusiasm, confidence, and leadership.• Speak in terms of solutions, not problems. • Smile! Sales Development is freaking hard work!

Ralph Barsi

Senior Director, Sales Development @rbarsi

in/ralphbarsi

#7 Close ‘Em!• Based on what you’ve learned about me, are there reservations that I can address right

now?”• Considering what we talked about today, how do I compare to current SDR’s on the

team?”• "If it makes sense, can I spend a few minutes talking with your best SDR?"

Send a follow-up email and handwritten thank you note to everyone involved.