Interview Questions for a B2B Sales Manager / Account Executive

Questions designed to assess a candidate’s ability to manage long sales cycles, reach key decision-makers, qualify leads, and close high-value B2B deals.

• Walk us through your standard B2B lead qualification process. What criteria do you use to determine whether a lead is worth pursuing?
• How do you reach key decision-makers (C-level executives, HRDs, CTOs) when your initial point of contact is a lower-level manager?
• Tell us about the longest or most complex deal you have managed. What stages did the sales cycle go through, and how did you keep the prospect engaged throughout the process?
• What do you do when a prospect goes silent after a product demo and stops responding to your messages for more than two weeks?
• How do you handle the objection, “You’re more expensive than your competitors,” during final negotiations?
• What questioning techniques (e.g., SPIN Selling) do you use to uncover a prospect’s underlying pain points and business needs?
• How do you prepare for a product presentation or demo when multiple stakeholders from the client’s side are involved in the decision-making process?
• Tell us about a deal that was on the verge of falling through but that you managed to save. What was the turning point?
• How do you use your CRM to manage your sales pipeline and forecast revenue for the month or quarter?
• How do you identify opportunities to upsell or cross-sell additional products or services to existing B2B clients?
• How do you handle a situation where a client requests custom terms or a discount that falls outside your standard approval limits?

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