Business Development Manager question bank
100 questions. Filter by level and skill, track what you've solved, and see how many people get each one right.
- What is an Ideal Customer Profile?
- Lead vs qualified opportunity
- What does BANT stand for?
- Order of pipeline stages
- Pick the strongest value proposition
- After a good discovery call
- Why keep the CRM updated?
- Spot the open-ended question
- TAM, SAM and SOM
- MQL vs SQL
- Inbound vs outbound
- Calculate win rate
- Calculate average deal size
- Why sign an NDA?
- What is an MOU?
- Open a cold email well
- Working with a gatekeeper
- Sales Navigator for prospecting
- A 30-second pitch
- Follow up after no reply
- Decision maker vs influencer
- B2B vs B2C buying
- Upsell vs cross-sell
- What is co-selling?
- What is an SLA?
- Show active listening
- Average sales cycle
- Why use lead scoring?
- Follow up trade show leads
- Warm introductions
- Duplicate CRM records
- Tier your target accounts
- Choose the right proof
- A hint about a personal payment
- Calculate a weighted pipeline
- Who is the economic buyer?
- Referral or reseller partner?
- Design an outbound sequence
- "It is too expensive" in the first call
- How much pipeline do you need?
- Why use a mutual action plan?
- Your champion left the company
- Bottom-up market sizing
- Calculate customer lifetime value
- Read an LTV to CAC ratio
- CAC payback period
- How much more volume a discount needs
- Work back from the target
- Decision process vs criteria
- Is your contact a real champion?
- Anchoring in negotiation
- Find the ZOPA
- How to make concessions
- Net revenue from a reseller
- What is account-based marketing?
- Writing a strong RFP response
- Offering three options
- Why multi-thread a deal
- Purpose of deal registration
- Cold email to EU prospects
- A partner wants exclusivity
- Quantify the cost of doing nothing
- Forecast categories
- Calculate sales velocity
- Hand off a new customer
- Conflict of interest
- Prospect locked into a contract
- Quota attainment
- Trading a discount for value
- Using your BATNA
- Which channel to scale?
- Go or no-go on an RFP
- Partner and direct team claim the same deal
- A famous logo with painful terms
- Is this deal really "commit"?
- Entering a new region
- Pipeline gap with a long cycle
- Discount for an annual contract
- Reseller vs direct over time
- "Your competitor is 20% cheaper"
- TCV and ACV on a ramp deal
- Which deal deserves your week?
- A most-favoured-customer clause
- Partner not delivering
- Distributor or own office?
- A "facilitation fee" in cash
- Holding deals back
- Procurement wants 25% off
- Silence after the price
- Design a pilot that converts
- Is the SMB push worth it?
- Depending on one big platform
- Buying a contact list
- An IT security blocker
- Customer wants unlimited liability
- Why "lost on price" misleads
- Forecast slip rate
- A ramp instead of a discount
- Counting a letter of intent
- Using a customer logo