Lead Generator Interview Questions & Answers

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Depending on your sales team structure, an SDR might support one sales rep in particular, or a number of reps. Ensure your candidate works well with others and takes pride in setting their colleagues up for success.

Hopefully, the answer to this question will be that learning is very important. Press for examples in which learning new information has helped them close a deal. And ask how they like to stay educated on their products and industry.

Telemarketing industries generally use an electronic device or a software to automatically dial phone numbers. These devices and softwares are called autodialers.

Cold calling is the process in which customers are called for business interaction who have not been expecting so.

More activity doesn't always translates into better results. While solid performers work hard, the best SDRs work smart.

Client deployment and success, ongoing client management, and renewals. In today’s world of “frictionless karma”, someone needs to be dedicated to making customers successful–and that is NOT the salesperson!

B2G stands for business to government and is a derivative of B2B and is described as transaction between business and government in which a business entity supplies services or goods to a government sector or firm and can be stated as public sector marketing.

Note: the answer here shouldn’t involve money, commissions, or any form of compensation. No matter what someone says, study after study has shown that the overwhelming majority of people aren’t motivated by money. Hopefully your recruit will answer with “providing for family” or “earning recognition” in their field, or something else that isn’t financial.

B2B stands for business to business which describes commercial transactions between businesses such as between a web development firm and a reseller. Such transactions are big in volume and thus b2b is flourishing today the most.

Your customers may want unicorns. But unless you run a unicorn factory, that information isn’t going to be very helpful.

B2C stands for business to consumer and describes transaction between business and consumer. It can be best explained by defining retail in which tangible goods are sold from stores or fixed location directly to the consumer.

Prospecting/lead generation is one of the areas where I find salespeople are consistently deficient in their skills. The truth is that many salespeople just aren’t good at it, or they don’t put in enough time.

Like with the previous questions, here you want to see a specific process that shows that they’re committed to lead generation. Ambiguity should be a red flag.

Following are the characteristics that distinguish direct marketing :

1. The customers are pre targeted.
2. Customers are addressed directly.
3. The response of direct marketing is scalable.
4. The whole process is action driven.
5. Independent of business size.

What you’re really asking is: Are you a good team player? That may or may not be important at your organization. If it is important, you want someone who recognizes that collaboration is important and who is willing to accept input and support from coworkers and managers.

Lead generation could work for just about any business, but most industries using this type of marketing include insurance agencies, education institutions, office suppliers, and furniture stores. Trends show that lead generation will become even more popular in the future, especially for service oriented businesses.

The following techniques help you build the trust of the customer on the other end of the telephone.

☛ Speak confidently
☛ Take control of the situation
☛ Show genuine interest
☛ Go above and beyond the call of duty

As the people primarily responsible for cold calling and emailing, SDRs deal with an awful lot of rejection. If the candidate admits they get flustered or frustrated after an extended period of rejection, they're probably not cut out for the job. "Fall down seven times, stand up eight" is the mantra of the best SDRs.

This question is a bit tricky because you’re assuming that they do research their market. Of course, that’s the point of the question. It really doesn’t matter which tools they use. What’s more important is that they can describe the tools they like and how they use them.

If the applicant is grasping for an answer or giving vague descriptions, that could be a sign that they don’t research their market at all, which is a big problem.

A sense of curiosity is necessary in sales development. SDRs have to ask insightful questions to get to the heart of prospects' problems, and investigate their current environments. People with natural curiosity won't have a problem enthusiastically sharing something they learned with you. But if the candidate struggles to come up with an example, it might be a red flag.

To make telemarketing more efficient every call should be planned with an objective in mind. The opening statements made by the telecaller should be made interesting to grab interest. It is the contribution of each tele-caller that makes telemarketing successful and thus each tele-caller should be motivated enough to make a deal and be clear with his objective. The objection for tele callers in the sector are easy to crack and thus a response to each should be prepared in advance to cross the hurdle and make sale.

Lead generation has become popular with businesses because it enables a business to:

☛ Determine pricing on a per lead basis
☛ Choose the product or service they wish to offer to prospects
☛ Select the geographical area that the business is interested in
☛ Control the number of leads a business wishes to receive per month (this assists with budgeting)
☛ Pay only for the leads that are received

Everyone has their own style, so this answer could vary a great deal among different applicants. However, it should give you an idea of how well-defined their process is. For example, they may say, “After the sixth phone call or email, I let the lead go cold.” Even though the average is 12 touches to close a sale, this level of detail shows they’ve thought their process through. If they give a vague or general answer, they may not have a defined process.

Following are the common telemarketing fraud :

1. Charity purpose.
2. Asking for advance payment or fee.
3. Fraud by over capturing increased payments.
4. Bank related frauds.
5. Lottery
6. False representation of office supplies.
7. False verification calls.

Marketing can be broadly classified into two categories :
1. B2B - business to business
2. B2C - business to customer

The categories can be further classified into four categories based on the process carried out which are :

☛ Generating lead - Process of identifying a potential customer to make sale.
☛ Sales - Selling out products
☛ Outbound - Calls are made to the customers.
☛ Inbound - Calls are received from the customer.

There are a few disclosures which are must before a person engages in telemarketing. Listed below are a list of things that need to be disclosed.

1. Disclosure of identity on behalf of which the call is made at the starting of the call in a polite and fair manner.
2. There should be a proper description of the product or business being put forward.
3. The price and terms and conditions related to the product should be made very clear.
4. Any other information related to the product prescribed should be conveyed.