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Founding BDR @ Workflows.io - Task

You've been shortlisted for the Founding BDR role at Workflows.io. What's next?

Complete this take-home task to showcase your skills and help us understand how you'd be executing content tasks as a Workflows' team member.

Name

Your tasks:

Time Needed: 2-3 hours

Part 1: Sales knowledge questions

Objective: answer the following questions in a concise manner, using your own words

We are extremely good at telling whether what you write is AI or not. Please use AI only for research purposes, but the output has to be written in your own words and expressed in a way that is human.

Explain what the difference between a BDR and AE is, and why, in your opinion, most sales departments of scaling companies are structured in this way.

Are sales departments always structured in this way, or can positions within sales teams become more granular/different? Can you name specific positions or methods of scaling sales teams that could also work well?

In short, please provide in your own words the different explanations of BANT, SPICED and MEDDIC sales frameworks. Which one do you think makes the most sense for the founding BDR position to use? Explain your reasoning.

You're an AE, about to close a deal, and the prospect asks for a discount last minute, what do you do?

Part 2: Outreach Task

Scenario: Right now, our AEs are low on pipeline and we have no lists to give you to contact new companies. We absolutely need more pipeline otherwise we'll miss our Q4 targets.

Question: What is your approach to "manual hunting", so finding leads that fit our ICP that you could outreach to, that will lead to booked a demo with workflows.io?

1. Define what Workflows’ ICP is.

2. Look for ideal companies and key decision makers in each that could be worth contacting.

- Show tools you’d use + data points you’d look at to find ideal fit

3. Once those are found, show the step by step process of how you would outreach them.