Read Time = 3 minutes
Two weeks ago I wrote about making sure to say “yes” to the right SDR organization.
But in order to be in that position, you need to have job offers. Which means you need to do well in the interview process.
So, I thought it made sense to put some information together for those of you who are looking to break into tech sales.
This is a look at the normal interview process (can vary) & here’s exactly how I approached each stage when I was breaking in and how it helped me land multiple different job offers.
HR Screen: The First Gate
This round is often the hardest to pass (this is statistically proven).
It’s quick, usually over the phone, and designed to weed people out.
Your goal?
Be upbeat. Be conversational.
Make small talk before diving in.
They’re not looking for perfection - they’re looking for energy and someone who is genuinely excited about the job.
If you sound like someone who’s hungry to win, you’ll stand out immediately.
Hiring Manager Round: The “Fit” Test
Expect these questions:
– “Why our company?”
– “Why sales?”
– “Why you?”
Don’t overcomplicate this. The hiring managers is asking themselves, “Is this someone I could see on my team?”
Know what the company does!!! Tie it back to your story.
Use their website, look up their customers, even reference something recent they posted. Be familiar with their ICPs & who you’d typically be reaching out to.
I can’t emphasize how important it is to nail those 3 questions!!!
Mock Cold Call: The SDR’s Moment
This is your spotlight. Going to be completely honest, this is the make or break moment.
Prep a loose script (but don’t read it word-for-word) and have an objections sheet ready!
Then practice out loud. Work on tone, confidence, and flow.
If you bomb it chances are you aren’t moving on. However, if you truly put in the time and preparation for this it is pretty straight forward & not that hard.
Reminder - you don’t rise to your expectations, you fall to your preparations!
Final Round: The Panel
Usually with multiple managers and/or a case study. This is where you bring it all together.
Case study would typically look something like:
-Pick 3 accounts you would do outreach to & who at those accounts. Some background research, find out their tech stack or competitors, if any.
(This part really helps to have a rep at the current org help you out… not always possible, but huge help)
Sell yourself like you’d sell a prospect - clearly, naturally, with conviction. You’ve gotten this far, just keep doing what you’ve been doing.
Final Thoughts:
Don’t overthink the interview process.
Have your metrics ready. Know your story. Stay calm.
If you have any specific interview Qs or want me to dive into more detail, let me know!
Until next week.
– Rook ♜
ps. If there is certain topic you want me to cover, lmk I respond to all messages!