Sales Development Representative (SDR)

Q.1 What interests you about the SDR role?

I’m highly interested in sales because I enjoy engaging with people, solving problems, and driving business growth. The SDR role excites me as it allows me to develop key sales skills like prospecting, cold calling, and relationship-building while contributing to the company’s revenue. Additionally, I thrive in dynamic environments and enjoy the challenge of identifying potential clients and converting them into opportunities.

Report This Question

Q.2 How do you define the role of a Sales Development Representative?

An SDR is responsible for identifying and qualifying potential leads, engaging with prospects through cold calls, emails, and social selling, and setting up meetings for Account Executives (AEs). The goal is to build a strong sales pipeline, nurture relationships, and ensure smooth lead handoffs to the sales team.

Report This Question

Q.3 How do you identify potential leads?

I use a combination of inbound and outbound methods. This includes leveraging LinkedIn Sales Navigator, CRM tools, company websites, industry databases, and referrals. I also analyze market trends, competitor activity, and customer pain points to identify the right target audience.

Report This Question

Q.4 How do you personalize cold outreach to prospects?

I research the prospect’s company, role, and challenges they might be facing. I personalize my outreach by mentioning specific pain points, recent news, or industry trends relevant to their business. Instead of a generic message, I tailor my pitch to how our solution directly benefits them.

Report This Question

Q.5 How do you prepare before making a cold call?

I review the prospect’s LinkedIn profile, website, and recent news to understand their business needs. I create a structured call script with an engaging opening, a strong value proposition, and a clear CTA. Additionally, I anticipate objections and prepare responses to keep the conversation flowing.

Report This Question

Q.6 How do you handle rejection on a call?

Rejection is part of sales. I don’t take it personally but instead, try to understand the reason behind it. If the timing isn’t right, I ask when would be a better time to connect. If they’re using a competitor, I highlight what differentiates us. If they’re not interested, I politely close the conversation and leave the door open for future discussions.

Report This Question

Q.7 What sales metrics do you track, and why?

I track metrics like:

Number of calls/emails sent (to measure activity)

Response and conversion rates (to evaluate effectiveness)

Qualified leads generated (to ensure pipeline health)

Meeting-to-close ratio (to align with AEs' performance)

These help me optimize my sales approach and improve performance.

Report This Question

Q.8 How do you ensure smooth handoffs between SDR and AE?

I provide detailed notes in the CRM about the prospect’s needs, objections, and interest level. I also ensure warm introductions via email and, if needed, join the first AE call to ensure continuity.

Report This Question

Q.9 A prospect is ghosting you after showing interest. What do you do?

I send a follow-up email with a new angle, such as a customer success story or a time-sensitive offer. If I still don’t get a response, I reach out via LinkedIn or a phone call with a direct question like, "I wanted to follow up to see if [product] is still a priority for you. Let me know if now isn’t the right time, and I can reach out later."

Report This Question

Q.10 Where do you see yourself in 3–5 years in your sales career?

In the next 3–5 years, I aim to grow into an Account Executive role, leveraging my experience as an SDR to close deals. I also want to mentor new SDRs and contribute to the overall sales strategy.

Report This Question

Q.11 Why should we hire you as an SDR?

I bring strong communication skills, a proactive mindset, and a results-driven approach. I am highly motivated to learn and contribute to your sales team’s success. With my ability to build relationships and qualify leads effectively, I am confident I can drive pipeline growth and help achieve your sales targets.

Report This Question

Q.12 How do you decide if a lead is qualified or not?

I assess if the lead meets BANT (Budget, Authority, Need, and Timeline) criteria. If they show genuine interest, have decision-making power, and a clear problem our product solves, I consider them qualified.

Report This Question

Q.13 What’s your strategy for warming up cold leads?

I use a multi-channel approach, engaging on LinkedIn, sending personalized emails, and following up with valuable content or case studies before making a call.

Report This Question

Q.14 How do you open a cold call effectively?

I start with a strong hook:

"Hi Alisha, this is Garry from ABC Ltd. I noticed your company recently had a car expo event. I help businesses like yours solve develop and prepare for marketing programs. Do you have 2 minutes?"

Report This Question

Q.15 A prospect says, "I don’t have time to talk." How do you respond?

"I understand! Is there a better time to reconnect? Or I can send you a quick email with details so you can check it at your convenience?"

Report This Question

Q.16 A prospect says, “We already work with a competitor.” How do you respond?

"That’s great! What do you like most about their solution? We’ve helped companies switch because they found [unique advantage]. Would you be open to a comparison?"

Report This Question

Q.17 A prospect says, “We don’t have the budget.” What do you do?

"I completely understand. Many companies I speak with felt the same initially but saw significant ROI after implementation. Would it make sense to explore a tailored solution within your budget?"

Report This Question

Q.18 How many follow-ups do you typically send before giving up on a lead?

I follow the 7-touch rule using calls, emails, LinkedIn, and voicemails over 2–3 weeks. If there’s no response, I put them in a nurture sequence and re-engage later.

Report This Question

Q.19 How do you ensure accurate data entry in the CRM?

I update lead details immediately after a call/email, including conversation notes and action items. I also review and clean my pipeline regularly to avoid stale leads.

Report This Question

Q.20 How do you handle duplicate leads in the CRM?

I check if they’re assigned, merge duplicate entries, and update missing information to maintain a clean database.

Report This Question

Q.21 How would you craft a LinkedIn message to a potential lead?

"Hi [Name], I noticed [commonality or trigger event]. Many businesses in [industry] face [challenge], and we help solve that. Would love to connect and share insights!"

Report This Question

Q.22 What’s a common email mistake SDRs make, and how do you avoid it?

Sending generic, long emails. I keep my emails personalized, concise, and value-driven with a clear CTA.

Report This Question

Q.23 How do you learn about a prospect’s business before reaching out?

I research their LinkedIn, company website, industry news, and recent press releases to understand their goals and challenges.

Report This Question

Q.24 If you had to sell our product in 30 seconds, how would you pitch it?

Our Company helps solve your problem by providing relevant solution. Our customers have seen impressive result. Would you like to explore how this could work for you?"

Report This Question

Q.25 How do you prioritize which leads to contact first?

I use lead scoring based on engagement, fit, and intent signals. I prioritize warm leads (who engaged with our emails, website, or webinars) over cold prospects.

Report This Question

Q.26 How do you structure your day as an SDR?

I would structure my day in the following way -

Morning: Research and plan outreach

Mid-day: Cold calls & emails

Afternoon: Follow-ups and CRM updates

End of day: Review results & refine approach

Report This Question

Q.27 How do you work with Account Executives (AEs)?

I ensure a seamless lead handoff by sharing detailed notes, key insights, and objections. I also sync regularly with AEs to refine my qualification process.

Report This Question

Q.28 How do you handle feedback from your manager?

I take feedback as a growth opportunity and implement suggestions immediately. If needed, I ask for further guidance or role-play scenarios to improve.

Report This Question

Q.29 Tell me about a time you turned a "No" into a "Yes."

A prospect initially declined because they used a competitor. I built rapport, shared relevant success stories, and followed up with a limited-time offer. They eventually agreed to a demo and later converted into a paying customer.

Report This Question

Q.30 Tell me about a time you missed your target and how you handled it.

I analyzed what went wrong, sought feedback, and adjusted my strategy by focusing more on high-quality leads. I also improved my follow-up process and met my target the following month.

Report This Question

Q.31 What’s your approach to closing a prospect for a meeting?

I ensure they see the value first. Then, I use a direct CTA like:

"Would you be open to a quick call this week to explore this further?"

Report This Question

Q.32 If you were given a list of 500 cold leads, how would you approach them?

I’d segment the list based on industry, company size, and engagement levels to prioritize outreach. Then, I’d personalize my messaging and test different approaches to see what resonates best.

Report This Question

Q.33 Why do you want to be an SDR and not an AE?

I see the SDR role as a foundation for a strong sales career. It helps me master prospecting, communication, and resilience before moving into a closing role like AE.

Report This Question

Q.34 What motivates you in a sales role?

I’m motivated by helping customers solve problems, meeting targets, and continuous learning. I also thrive in fast-paced, goal-oriented environments.

Report This Question

Q.35 What do you do when you feel unmotivated or burnt out?

I take short breaks, listen to sales podcasts, and remind myself of my goals. I also seek support from my team and celebrate small wins to stay motivated.

Report This Question

Q.36 How would you approach a prospect who has never heard of your company before?

I would start by researching the prospect to understand their pain points. My outreach would focus on providing value—mentioning a common industry challenge and how our solution has helped similar companies. I’d use a multi-channel approach (email, LinkedIn, and phone calls) to warm them up before a direct conversation.

Report This Question

Q.37 What do you do if you notice a pattern of unqualified leads being passed to AEs?

I would analyze where the issue is coming from—whether it’s a targeting issue, lead source problem, or misalignment with the Ideal Customer Profile (ICP). Then, I’d refine my qualification criteria and communicate with AEs to ensure better lead handoff.

Report This Question

Q.38 A lead matches the ideal customer profile but isn’t responding. What’s your strategy?

I’d diversify my outreach—using a mix of email, LinkedIn messages, and phone calls, while tweaking my messaging to focus on their pain points. I’d also try a pattern interrupt (e.g., sending a relevant industry report) to capture their interest.

Report This Question

Q.39 How do you handle a prospect who answers your cold call but is in a hurry?

I’d quickly acknowledge their time constraint and ask for just 30 seconds: "I’ll be brief. If it makes sense, we can schedule a better time. Does that sound fair?" Then, I’d deliver a concise pitch and schedule a follow-up if they’re interested.

Report This Question

Q.40 What would you do if your cold calls were consistently getting rejected?

I’d analyze my call recordings to identify potential issues—tone, pitch, or timing. Then, I’d A/B test different approaches and refine my script based on what works best. I’d also seek feedback from top-performing SDRs.

Report This Question

Q.41 How do you balance persistence and pushiness in cold outreach?

Persistence is about following up with value-driven messages, while pushiness is about ignoring signals from the prospect. I ensure I’m providing insights, social proof, or solutions that keep the conversation relevant.

Report This Question

Q.42 A prospect says, "I’ve never heard of your company. Why should I trust you?" How would you respond?

"That’s a great question. Many of our customers started where you are. Let me briefly share how we’ve helped companies like [Industry Example] solve [Pain Point]." I’d then provide a short case study or testimonial to build credibility.

Report This Question

Q.43 How do you handle a prospect who is interested but keeps postponing a meeting?

I’d ask, "I understand that timing is important. What specific priorities are taking precedence?" If it’s a resource issue, I’d offer a quick, value-packed call. If it’s a lack of urgency, I’d share a time-sensitive benefit to encourage action.

Report This Question

Q.44 A prospect says, "I’ll think about it and get back to you." What would you do?

I’d politely probe: "I completely understand. What’s the main factor you’re considering?" This helps uncover hesitation and allows me to address any hidden objections.

Report This Question

Q.45 What do you do if a prospect opens your email multiple times but never responds?

This indicates interest but hesitation. I’d follow up with a value-driven message, such as a case study, industry insight, or relevant content that addresses potential concerns.

Report This Question

Q.46 How do you re-engage a prospect who went silent after initial interest?

I’d use a re-engagement email like:

"I know things get busy. Last time, we discussed [specific benefit]. Would it make sense to revisit this conversation when it’s a better time?"

Report This Question

Q.47 How do you ensure your follow-up messages add value instead of being repetitive?

I structure follow-ups around insights rather than just asking for a response. For example:

Report This Question

Q.48 What steps would you take to clean up a messy CRM with outdated or duplicate leads?

I’d segment leads into categories: Active, Dormant, and Unqualified. I’d remove duplicates, update outdated data, and re-engage dormant leads with targeted campaigns.

Report This Question

Q.49 How do you track the effectiveness of your outreach efforts?

I monitor email open rates, response rates, meeting conversions, and deal progression. I also use A/B testing to refine my messaging based on data insights.

Report This Question

Q.50 How would you personalize an email for a high-value prospect?

I’d reference a recent achievement, press mention, or LinkedIn post. Then, I’d connect it to a relevant problem they might be facing and position our solution in that context.

Report This Question

Q.51 How do you adapt your communication style when dealing with different buyer personas?

I tailor my messaging based on role and pain points. For example, a CFO may care about ROI, while a Sales Manager may prioritize efficiency and automation.

Report This Question

Q.52 How do you ensure a smooth handoff of a qualified lead to an AE?

I provide detailed notes on the lead’s pain points, objections, and key interests. I also ensure that the AE is aware of the lead’s expectations before the call.

Report This Question

Q.53 A lead is skeptical about talking to an AE. How do you convince them?

I’d say, "I completely understand. To ensure you get the most relevant insights, our AE can tailor the conversation to your needs. Would you be open to a brief, no-pressure discussion?"

Report This Question

Q.54 Tell me about a time you lost a deal. What did you learn?

I once lost a prospect because I didn’t properly address a competitor’s offering. I learned the importance of competitive analysis and ensuring I position our solution effectively.

Report This Question

Q.55 How do you stay motivated after facing constant rejections?

I see rejections as learning opportunities. I reflect on my approach, seek feedback, and remind myself that every "no" brings me closer to a "yes." I also celebrate small wins to stay positive.

Report This Question

Q.56 How do you determine if a lead is worth pursuing?

I assess leads based on Budget, Authority, Need, and Timeline (BANT) or CHAMP (Challenges, Authority, Money, Prioritization). I ensure they fit our Ideal Customer Profile (ICP) and check engagement levels before passing them to an Account Executive (AE).

Report This Question

Q.57 What strategies do you use to qualify a lead in the first conversation?

I ask open-ended questions to uncover their pain points, decision-making process, and current solutions. I also look for buying signals and objections early in the conversation.

Report This Question

Q.58 How would you handle a situation where a lead is interested but lacks decision-making power?

I would ask, "Who else on your team would benefit from this conversation?" and try to engage the decision-maker while keeping the original contact as an advocate.

Report This Question

Q.59 How do you make your sales pitch more engaging?

I personalize it based on the prospect’s industry and role. I use a problem-solution-benefit structure and include real-life examples or case studies to make it relatable.

Report This Question

Q.60 A prospect interrupts you during your pitch. How do you handle it?

I pause and actively listen. I’d say, "That’s a great point! Tell me more about what you’re thinking." This keeps the conversation interactive and prospect-focused.

Report This Question

Q.61 What do you do if a prospect hangs up on you during a cold call?

I don’t take it personally. I’d follow up with an email or LinkedIn message acknowledging their time and sharing a valuable resource related to their industry.

Report This Question

Q.62 A prospect says, "I’m happy with my current vendor." What’s your response?

"That’s great! What do you like most about your current provider? And if you could improve one thing, what would it be?" This helps uncover pain points and positioning opportunities.

Report This Question

Q.63 How do you respond when a prospect says, "I don’t have the budget right now"?

"I completely understand. Many of our customers initially felt the same, but they found that [Specific Benefit] helped justify the investment. Would it make sense to explore how this could fit into next quarter’s budget?"

Report This Question

Q.64 What do you do if a lead asks for more information but refuses to book a meeting?

I’d send a personalized email with key takeaways and a relevant case study. Then, I’d follow up with a question to keep the conversation going.

Report This Question

Q.65 How do you use LinkedIn for follow-ups?

I engage with their posts, send a connection request with a value-driven message, and share industry insights before making another touchpoint.

Report This Question

Q.66 A prospect is rude to you on a call. How do you handle it?

I remain calm and professional. If they’re disinterested, I politely end the call. If they’re frustrated, I acknowledge their concerns and try to turn the conversation around.

Report This Question

Q.67 How do you handle multiple rejections in a day?

I remind myself that rejection is part of the process. I review my calls, seek feedback, and celebrate small wins to stay motivated.

Report This Question

Q.68 You’ve been working on a lead for weeks, but they suddenly choose a competitor. What do you do?

I ask for feedback on their decision-making process and keep the relationship warm in case they reconsider in the future.

Report This Question

Q.69 What CRM experience do you have, and how do you use it to improve sales performance?

I’ve worked with [Salesforce/HubSpot/etc.]. I use it to track prospect engagement, manage my follow-up cadence, and analyze data to refine my outreach strategy.

Report This Question

Q.70 How do you prioritize your leads in a CRM?

I segment leads based on engagement level, decision-making authority, and likelihood to convert. I also use lead scoring to focus on high-priority prospects.

Report This Question