How to Get a 100k+ Remote SaaS

Sales Job

So you want to break into SaaS?

Congratulations, you’ve made one of the best decisions of your life.

SaaS sales is the easiest way to make six figures without experience, a college degree,
connections or startup funds.

You've probably heard of the guys working as little 15-20 hours a week.

Taking home 500k, 600k, and even 700k+ PER YEAR.

But like me, you assumed that they were part of some exclusive club and you'd never
be allowed in.

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And you're half right.

SaaS sales is accessible to anyone.

But the secrets to breaking in have been kept secret by the insiders who don't want the
competition.

Until now.

Quick backstory, told by @SaaSCapo -

It hasn't even been 10 years since I was sleeping on an air mattress in a run-down
apartment.

I was completely broke and had been my whole life, yet, I was determined to get rich or
die trying

One day @BowTiedBull posted an article that mentioned tech sales as an alternative to
Wall Street and the rest is history

Long story short, I broke into a Fortune 500 company, demolished my quota, and made
over 120k selling SaaS my first year.

I did 100s of hours of research, bombed countless interviews, and made every mistake
in the book so you don't have to!

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Breaking Down the Steps

1. Learn the industry overnight & position yourself as a knowledgeable insider

2. Cut out the noise and rapidly acquire beginner sales skills

3. Game the system and * legally* acquire experience that puts you ahead of over
90% of the competition

4. Build a resume that can't be thrown away without lying (hint: it's not about what
you've done, it's how you say it

5. Optimize your LinkedIn profile and hack the algorithm

6. Filter the BS & find the highest-paying roles

7. Cut in front of 1000s of other candidates with an elite prospecting strategy

8. Implement a proven system to crush any sales interview

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Intro to Sales Roles

In SaaS sales, you have 3 primary roles: SDR/BDR, AE, and ISR

Sales Development Representative / Business Development

Representative

SDR or BDR is an entry-level prospecting role. There really isn’t any difference
between the two. The name of the prospecting role varies by company.

On average, you're looking at a 50-65k base salary & 70-95k OTE, with top performers
making 100-115k+

After 6 to 18 months, you can get promoted and earn a higher base and OTE or simply
hop companies

AE (Account Executive

AE is a mid-level prospecting and closing role.

There are several levels to the AE role and the end game is Enterprise AE where you'll
be working 7 & 8 figure deals and taking home 350-750k+

AEs typically start out as SMB AEs, or Small/Medium Business AEs, and on average
make a 60-85k base and 120-170k OTE

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While it's not the best role for people without sales experience or highly transferrable
professional experience, it's definitely possible to finesse your way into an AE role as a
beginner - covered in detail in the Break Into SaaS program https://breakintosaas.io

ISR aka Inside Sales Rep

ISR aka Inside Sales Rep (note: there are many variations of this role that vary from
company)

ISRs make about the same as SDRs/BDRs, but have the same responsibilities as an
AE

That might sound like a bad deal, but in reality:

The potential to earn is higher by exceeding quota and it’s the easiest way to get closing
experience straight away. An ISR role can be a great launchpad for your career,
making it easier to transition into higher-paying AE roles.

In-depth information on SaaS sales roles can be found inside breakintosaas.io

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Industry Terminology

Annual Recurring Revenue (ARR)

ARR is the annual value of a subscription that a business will realize in 12 months.

Calculated by MRR (Monthly Recurring Revenue) * 12

Average Revenue Per User (ARPU)

The average revenue realized per user. Calculated monthly or annually.

Average Customer Lifetime (ACL)

The average customer contract length before churning

Booking
Scheduling a product demo, call, or meeting with a prospect or client

Burn Rate
Burn rate is the amount of cash a company spends per month before generating a profit

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 C

Customer Acquisition Cost CAC

The average dollars spent to acquire a customer. Calculated by the dividing the total
cost of marketing & businesses development expenses/salaries by the number of
customers acquired.

This can be calculated on different time frames and channels (ie business development,
google ads, SEO, etc)

Customer Touchpoints

Any interaction a customer or prospect has with your business across every channel.

Customer Journey

A series of touchpoints a customer has with a business/brand in order to become or

stay a customer.

Champion
A prospect that has a high level of interest in your solution, that would also be using it if
they became a customer, who can help spread the word & vouch for your solution to
others at their company.

Channel
Where a customer interaction takes place.

Examples:

Email

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 Phone

Social Media

Live Chat

Churn
The rate at which customers cancel their subscriptions.

Calculated by total sign ups divided by total cancelations. Can be calculated in totality or
on specific time frames.

Customer Lifetime Value (CLV)

The average value of recurring profit over a customer’s time doing business with the
company minus the customer acquisition cost.

Customer Retention Cost

The sum of expenses from customer retainment activities such as renewals team
wages, professional services, marketing, and incentives.

Customer Retention Rate

The amount of customers that renew contracts vs churn over a given period.

Deferred Revenue

Revenue that is to be collected in the future per contract terms.

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 M

Monthly Recurring Revenue (MRR)Total amount of subscription revenue realized on a

monthly basis. One-time fees and professional services are not included in this.

Net New Business (NNB)

New contracts derived from new customers or upselling current customers.

Onboarding

The process that new customers go through after signing their initial contract. This
includes implementation, consultation, training, and other general “set-up” action items.

Professional Services
This includes implementation, configuration, consultation, and other technical services
which are billed on a one-time basis

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 R

Renewals
Previous contracts that extended their terms
Renewal Rate
The opposite of churn rate. The rate of customers staying with the SaaS/renewing their
contract.

Revenue Realization
When the cash from a contract finally hits the bank, revenue is realized

Runaway
The amount months the company’s cash will last at current burn rate

Trial Period
A period of no cost, or low cost, access to the product for evaluation purposes

For more insight into SaaS industry terminology, check out breakintosaas.io

Developing Foundational Skills

At this point, you're starting to develop an unfair advantage.

90% of your competition knows absolutely nothing about SaaS

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And you are going into every interview with the wow factor

Now that you know how to talk like sales reps, it's time to learn how to sell SaaS.

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Essential Resources:
Essential Reading List:

Begin by reading the following books and taking notes on each chapter. Highlight
everything that leaves an impact and regularly skim over your highlights throughout your
mission.

The SaaS Sales Method for Sales Development Representatives

by Jacco Van Der Kooij

Fanatical Prospecting
by Jeb Blount

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Pitch Anything
by Oren Klaff

You Can’t Teach a Kid to Ride a Bike at a Seminar

by David H. Sandler

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Essential Follows

@SaaSCapo

@RogueWealth
@jesseogtm
@Kellen_the_man

@techsales28
@BowTiedSalesGuy

@BowTiedSystems

@BowTiedCocoon
@BowTiedDingo
@BowTiedBull

Essential Courses

breakintosaas.io

The ultimate course, community, and coaching program ever designed to get you from 0
cash flow, sales skills, and experience to a $100k+ remote income.

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Inside the program, you’ll have access to proven step-by-step guides and methods for
securing a 6 figure SaaS sales job that have never been released to the public.

Inside the Mastermind group, you’ll be able to take advantage of Q&As, exclusive
content, advice, and lifetime career support from the best in the SaaS game.

There’s no better way to ensure success than to constantly be surrounded by high-

earning enterprise reps, sales managers, sales experts, and CEOs.

As you work towards breaking into SaaS, you will have the support from savages on the
same mission ready to hold you accountable, practice for interviews, and level up
together.

Break into SaaS is the ultimate unfair advantage.

At the time of writing this, there are 25 open spots left

Head over to breakintosaas.io and secure yours while you can!

The Chad Salesman Course

This is the ONLY sales course that actually teaches you how to sell at an elite level.
BowTied Sales Guy is the most unconventional approach you’ll come across, and that’s
exactly why it works.

Traditional sales methods are built on concepts like building rapport with prospects. This
sounds like what you want to do, but it actually puts the prospect in a position of power
over you.

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The end result? Average results.

To get better than average results from a sales system, you need to leverage
psychology, neurology, and proven sales tactics that get prospects to sell the product to
themselves.

This is the only course that will teach you this.

I’m not affiliated with this course in any way, shape, or form. I’ve purchased my own
copy and can’t recommend it enough.

LinkedIn Sales Navigator Course

Accelerate your success by going into your first role with the lead generation skills of
someone who's been killing the LinkedIn game for over 8 years - @BowTiedSystems

LinkedIn lead generation is one of the highest in demand skills in the SaaS world and
after this quick course, you'll be ahead of 99% of your competition.

By the way - this is the one course that immediately pays for itself. Inside, you’ll find a
completely legal tactic for saving 75% on Sales Navigator ($900 annual savings)

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How To Fill Your Resume With
Professional Sales Experience
BEFORE You Get a Job

Imagine this: you haven’t yet worked a day in the SaaS industry, but with one simple
trick, you can acquire 6 months of sales experience from one of the biggest names in
the game.

Sound too good to be true?

Lucky for you, it’s not.

Unfair Advantage #1

Salesforce Professional SDR Certificate

Salesforce offers a free 6-month course on:

Prospecting

Cold calling

Lead generation

Objection handling

Appointment setting

Sales tools

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You can find it here 👇
https://www.coursera.org/professional-certificates/sales-development-representative
You might be thinking, “If it’s a certification course, how can I list it on my resume as
work experience?”

You don’t have to.

If you simply call the primary section of your resume "Professional Experience" instead
of "Work Experience", you can legitimately add Salesforce and all the skills you need for
the job to the top of your resume.

This puts you ahead of over 90% of the competition from the second a hiring manager
lays eyes on your resume.

Example:

You can do the same with their CRM training program 👇

https://trailhead.salesforce.com/

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Unfair Advantage #2

Intro to MEDDIC Course

https://meddic.academy/the-course-introduction-to-meddic-is-now-free/

MEDDIC is the currently hottest sales methodology on the block

All the top players in the SaaS industry are indoctrinated and shelling out millions of
dollars a year to train their sales reps in MEDDIC.

This means having MEDDIC on your resume is INSTANT clout.

Unfair Advantage #3

Another option is getting your feet wet with a lead gen agency, and leveraging clients as
references.

I’ve written a thread outlining the entire step-by-step process of starting a lead gen
agency here 👇
https://twitter.com/SaaSCapo/status/1365846805485862912

You’ll find more advanced tactics, tools, and methods from the best B2B LeadGen
Experts inside the LeadMagic Community 👇
https://community.leadmagic.io/

Note: Don't mention you own the agency. Entrepreneurs are generally frowned upon in
this field. List your title as SDR (the truth) and avoid discussing the other details.

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Tips for Building an Elite Resume

1. Resumes should ALWAYS be one page

2. Use Calibri or Arial font

3. Bullet points should ALWAYS demonstrate quantifiable results - instead of “worked

with clients to increase customer satisfaction”, say something like “provided service
to 48 clients daily, leading to a 33% increase in customer satisfaction and a 98%
issue resolution rate.”

Note: If you don’t have exact numbers on hand, you can estimate them, just keep
them realistic

4. Order bullet points from most impressive to least impressive

5. No colors, pictures, or fancy formatting. Let the text grab all the attention.

Seriously do not use any of those new age, aesthetic resume templates. You want to
look like a savage salesman not some kind of artsy marketing guru. Besides, these
resumes often get auto flagged and deleted by HR systems

6. Change “Work Experience” to “Professional Experience,” and now you can list
certifications or relevant projects in the same section as your job experience.

7. Each bullet point MUST start with an Action Verb, followed by a Task/Project and a
Metric.

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 8. Remember: how you frame your experience is more important than your actual
experience.

The Proven SaaS Sales Resume Template

Inside breakintosaas.io you’ll have access to the exact template hundreds of SaaS reps
used to get jobs that pay over 100k

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Optimizing Your LinkedIn Profile

Getting a good profile picture

You don't have to get a professional headshot.

You can have someone take one for you, use a tripod, or prop your phone up against
some books. Doesn't matter too much.

You then want to remove the background and replace it with a solid color, gradient, or
backdrop.

Easily done with Canva.com or remove.bg

Optional: hire someone on Fiverr

Getting a good banner

You can find tons of good LinkedIn banner templates on Canva, Fiverr, or even google
images.

See what the top sales reps on LinkedIn are using and if yours is similar, it's likely good
to go.

How to Hack the Algorithm to Lure Recruiters Into Your

Inbox

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Ever notice how some people seem to have their inbox FLOODED with offers recruiters
on a daily basis?

This has nothing to do with luck. It's all in the algo optimization.

Think of it like SEO for recruiters

These are the 4 things that you have to change to get an edge over your competition:

- Profile Summary
- Skills
- Groups
- Connections

Profile Summary & Skills

When it comes to optimizing your profile summary, follow these rules:

Look at 100 LinkedIn job posts for SaaS sales roles at the companies you want to work
for.

The most frequent skills, requirements, and keywords that come up? You want to
include as many of those in your summer.

Also include the title you’re seeking even if you don’t currently work in it.

Here's an example of how to pull this off:

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“Over the last 6 months I have built a foundation of sales development skills, including:
prospecting, qualification, cold calling, cold emailing, lead nurturing, forecasting, and
appointment setting”

For an in-depth guide on crafting the perfect summary and skills for your dream job,
check out the Break Into SaaS program at breakintosaas.io

Groups

Join as many SaaS & Sales related groups as you can.

Recruiters often use these in their filters.

If you are looking to get into cyber security SaaS, for example, it'd be a good idea to join
cyber security groups as well

Connections

The game plan here is to maximize the amount of 1st connections you have at your
target companies.

This will maximize your visibility to recruiters.

Start connecting with a variety of roles: SDR, AE, AM, Directors, VPs as well as people
from other departments like HR, Talent Acquisition, IT

The more 1st connections you have, the easier it becomes to get more connections.

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Keep connecting weekly until you reach 500+ connections in the SaaS / Tech industry

Wrapping it Up

With these LinkedIn tricks, you will start seeing your DMs flooded with offers from
recruiters.

Many of these won't be great fits, great pay, or the ideal company to work for, but they’re
still incredibly useful to you.

If you want to land your ideal remote 6 figure job, you're going to need confidence and
competence in your interviews.

There's no better way to acquire confidence and competence in interviews than to have
10+ successful interviews under your belt

Once you've got your practice interviews out of the way and had some real offers come
your way, you'll be ready to crush interviews at your target companies

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Finding the Highest Paying Jobs
& Best Companies to Work For

This section will go over how to research and build a list of the top SaaS companies to
work for.

Tools:

RepVue.com

Compgauge.com

Angel.co

RepVue

This platform gives you a deep look into the base salary, total comp, commission,
product-market fit, and quota attainment at SaaS companies.

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 💡 Example: Filtering for SaaS companies with best product-market fit

Compgauge.com

Additional compensation data, review, and insights on roles at SaaS companies.

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 💡 Example: Filtering for highest paying SaaS Sales Jobs, 0-1 years of sales
experience

Angel.co

AngelList is the best tool for researching open roles, compensation, equity, and funding
info at SaaS startups.

You can sign up for free and start searching immediately, or you can build a profile for
recruiters to contact you with job opportunities.

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 💡 At the time of writing this, there are 436 remote AE roles and 392 remote
SDR roles available.

Should You Work at a Startup?

Startups have the potential for you to gain advanced experience and make a lot of
money early in your career.

But they’re not for everyone.

At an established SaaS company you will have endless resources and training at your
disposal to make sure you are successful.

At a startup, you’re essentially left on your own to learn the product and how to sell it. If
you don’t figure it out, you’re gone. Simple as that.

This high-pressure environment could be beneficial for the self-starter, entrepreneurial

types who thrive in a sink-or-swim setting.

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There’s also a high chance your company will go under (over 90% of startups fail) and
you’ll end up with a weaker resume than you’d have if you would have gone the route of
starting at a market leader.

With all that said…

If you’re self-motivated, quick to learn, entrepreneurial in nature, and okay with wearing
many hats - working at a startup could be the right move if you choose it carefully and
have a bit of luck on your side.

Things to Consider While Building Your List:

While base salary and total compensation are obviously important, there's something to
be said about product-market fit.

Product-market fit tells you more about the money you’re going to make than any
other metric

A bad sales rep with a good product will outsell a great salesman with a terrible product

If you think you'll get the full OTE at a company with a bad product, think again.

On the flip side, you can easily crush the quota and make much more than the OTE if
you select a great product.

We can't stress this enough:

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PICKING THE RIGHT PRODUCT WILL DETERMINE 80% OF YOUR SUCCESS IN
SAAS SALES

Nobody talks about this, yet this is the real secret to a successful SaaS sales career.

Make sure you’re targeting companies with software products that directly save money
(automate, lower FTEs, replace humans, etc) or generate more revenue.

Software with unquantifiable or intangible benefits are going to get annihilated during
this recession, as everything that's "nice to have" is going to get cut from budgets

To save you some initial research, I've provided a spreadsheet of the overall top 200
SaaS sales organizations from Repvue

Top 200 SaaS Sales Organizations

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Prospecting For Interviews

Find Open Roles

1. Go to LinkedIn Jobs

2. Search for your desired role (ex. “Sales Development Representative”)

3. Click the “Company” filter and enter your target companies

4. Click the “Remote” filter and check “remote”

5. Click the “Title” filter and check all the roles that apply to you (ex. if applying for
SDR, check BDR, business development associate, sales development specialist,
and all similar titles)

6. Set the Location filter to your country

7. Click the “Search” button

8. Now you can see exactly which companies from your target list are currently hiring

9. Click the “set alert” button to get updates when new roles are posted

10. Record every company, role, and link to the job posting in a spreadsheet before
beginning outreach

The Internal Referral Method

Pick one company from your “Currently hiring” list and start connecting with people from
that company who are currently in the role you are applying for.

In the connection request, mention you saw the company’s job post and ask if they’re
willing to discuss the role and refer you to the hiring manager.

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Over 90% of the time, they’re going to be happy to refer you because they get paid if
you’re hired.

The Direct Outreach Method

Sometimes the job posting shows which manager is hiring for the role. If that’s the
case, connect with them and ask if they’d be willing to connect and discuss the role.

Otherwise, filter your search for sales directors and sales managers at your target
company and begin connecting with them.

Mention you saw the company’s post and you’re wondering which team is hiring for that
role.

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If they say it’s their team, go for the close and ask if they’re willing to jump on a quick
call to discuss the role.

If they say it’s not their team, ask if they could refer you to the right hiring manager.

If they give you pushback or tell you to apply online, tell them you’re prospecting for a
discovery call to see if you & the company are a good fit.

They wouldn’t want their sales reps filling out a form on their prospect's website instead
of reaching out, and it’s no different here.

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It’s really this simple.

90% of the time, managers will be thrilled to see you taking the initiative and
prospecting and will happily take a call.

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When you get on the call, your goal is to ask questions to make sure it’s a good fit for
you and set up a formal interview.

Maximizing Your Opportunity with the Best Scripts, Hacks, and

Strategies

If you want the absolute best results during your prospecting campaign, head over to
breakintosaas.io and learn:

✅ Proven outreach scripts with >90% success rates

✅ Elite follow-up tactics
✅ Advanced search & filtering techniques
✅ Leveraging cold email to get more interviews
✅ The best ways to get noticed by hiring managers
✅ Tricks to book more interviews, faster
✅ How to leave a great first impression
✅ How to find hidden opportunities

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How to Crush Any Interview

Go into the interview already knowing how to sell the product.

Very few actually do this. Yet, there's no better way to prove you're capable of crushing
the job

Chat with the sales reps at the company on LinkedIn and ask them two things:

1. How to pitch the SaaS in 2-3 sentences

2. What sets them apart from companies like [Competitor 1], [Competitor 2], and
[Competitor 3]

This is your secret weapon in acing the interview.

You can steal their pitch word for word or put your own twist on it.

When the hiring manager asks, “tell me what you know about [Company]” and you give
them the exact value prop they train their sales reps to give prospects, you’re going to
seem like a natural.

Think about it from a hiring manager’s perspective: if a candidate is already selling your
product properly before the 1st day of the job, imagine what they’ll be capable of after a
few weeks of training.

It’s anywhere from extremely difficult to downright impossible to turn down a candidate
that shows this level of competency.

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Be ready to frame your experience as a competitive advantage in
the sales role

It’s not about your former experience, it’s about how you sell it.

Example: Let’s say you were a waiter.

Emphasize your rapport building skills and how important it was to each customer
interaction.

Talk about how you helped customers who weren’t sure what they wanted make good
purchasing decisions by asking discovery questions to find out what foods they like.

Talk about how you increased sales X% and brought more rev than anyone on the team
by upselling customers on appetizers, drinks, desserts.

Sounds like a sales job, doesn’t it?

Thats because anything is a sales job if you sell it as one.

Not sure of the best way to frame your experience as sales experience? The
breakintosaas.io program will teach you how. Best part? You can run your ideas by
actual hiring managers and SaaS sales experts and inside the mastermind.

Have answers prepared for the most commonly asked questions

1. Tell me about yourself

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 2. Tell me about your past sales experience

3. Why sales?

4. What is your biggest win?

5. What is the biggest mistake you’ve made?

6. What motivates you?

7. Why do you want to work at {Company}?

8. What do you know about our products?

9. What are you looking for in this role?

10. Why did you leave your last job?

11. How do you find a work life balance?

12. What is your biggest strength?

13. What is your biggest weakness?

14. How would you sell our product?

15. Where do you see yourself in 5 years?

16. What is your game plan for the first 60, 90, X days?

Make sure you ask these questions

1. Why did you decide to build your career at {company}?

2. How are the territories split up?

3. How many accounts are new reps typically be assigned to?

4. What is driving your decision to hire new reps?

5. How much do you plan to grow the team?

6. What percentage of reps are hitting quota?

7. What would you say is the biggest roadblock for reps that don’t hit quota?

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 8. What sets the top performers apart from the rest of the reps?

9. What is the most common objection from prospects? How do you overcome it?

10. Based on our conversation today, is there any reason you believe I wouldn’t be a
good fit for the role?*

*Make sure you ask this at the very end of the interview

Have a cold call script & discovery questions ready for the mock
call

You might be asked to do a mock call with a manager or VP during the second or final
round of the interview.
Design an effective cold call script and discovery beforehand and practice them until
they feel natural.

The best way to do this is to roleplay with a friend.

If you need help designing cold call scripts, discovery questions, and role play partners,
you guessed it - check out breakintosaas.io before registrations close!

When it comes to crushing any sales interview, the program also gives you:

✅ The Ultimate Interview Prep Hacks

✅ The Best Ways to Answer Questions
✅ Elite Frame Control Methods
✅ The Ultimate Interview Closing Tactics
✅ The Secret to Getting Hired on the Spot

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