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Walk us through how you'd build a target list of 50 accounts for a new SaaS product entering the mid-market. What signals would you prioritize on, and what does your first-touch sequence look like across email, phone, and LinkedIn?
Tell us about a discovery call where you uncovered a pain point the prospect hadn't articulated themselves. What questions led you there, and how did you translate it into a qualified opportunity?
Which sales engagement, CRM, and intelligence tools have you used (Salesforce, Outreach, Gong, Sales Navigator, etc.)? Give an example of how data from one of these tools changed your outreach strategy mid-quarter.
Describe how you partner with AEs and Marketing to convert SQLs into closed-won deals. Tell us about an account where multi-threading or a co-selling motion materially changed the outcome.
Tell us about a quarter you missed your meetings or pipeline target. What was the root cause, what did you change, and what did the next quarter look like?