Q1
Walk me through how you build and maintain a sales pipeline. What metrics do you track, and what tools have you used to forecast revenue?
Why they ask this:* They're assessing your understanding of pipeline management, forecasting accuracy, and familiarity with CRM systems—core competencies for a BDM.
Q2
Describe your approach to market segmentation and how you've used it to prioritize which accounts or verticals to pursue.
Why they ask this:* They want to see if you use data-driven strategies to identify high-value opportunities rather than taking a scattered approach to business development.
Q3
Explain the difference between transactional sales and consultative selling. Which approach have you used in your experience, and why?
Why they ask this:* They're testing your understanding of different sales methodologies and whether you can adapt your approach based on customer needs—critical for a mid-level BDM.
Q4
How do you calculate customer acquisition cost (CAC) and lifetime value (LTV), and how have these metrics influenced your business development strategy?