B2B Marketing Interview Questions for 2021

B2B Marketing Interview Questions for 2021

Today’s challenge.

You need to know what B2B marketing interview questions to ask.

Requirements for being a high performing B2B marketing director or VP have grown dramatically in the past five years.

These jobs used to be 80% creative and 20% technical. Today they’re 80% technical and 20% creative.

Plenty of B2B marketers today are lacking the technical skills needed to find a qualified audience and deliver sales qualified leads. It’s hard work.

Why am I doing this?

Because it’s your job to discover:

  • Can this candidate do the job?
  • Will they do the job?
  • Will they fit in?

Why is it a challenge?

B2B marketers must understand that today’s B2B purchaser gets 70% of what they want to know about your product from the web. Your prospect will rarely take a phone call before this.

Most of the B2B marketing mix is now digital. Sales and marketing automation, SEO, PPC, social…it’s all digital. Hundreds of variables must be addressed using multiple software platforms.

And measurement is virtually all digital now. With CEOs and CFOs demanding to see a return on the B2B sales and marketing investment, marketers must be numbers driven.

Part 1: Can they do the job?

The telephone screen

There’s no point in going further if your candidate doesn’t have the skills and capabilities your company needs.

Use telephone screens to address ‘can they do the job?’, which focuses on a candidate’s B2B  technical and technology skills.

Remember to take careful notes and refer back to them when making decisions about next steps.

Q: Tell me how you became interested in marketing and how you got started.

A: This is a general question that helps the candidate get comfortable chattinng with you. It also helps you discover if their background is what you need. I look for candidates who pursued a degree in business, economics, marketing or similar. An undergrad degree in liberal arts coupled with an MBA may be strong. I prefer candidates with experience in B2B marketing in a relevant market space. Past jobs might have been in sales, product management, and product marketing.

Q: What do you believe are the top three marketing challenges today?

A: Look for answers that touch on sales/marketing automation, metrics, internet/social marketing, qualified lead generation, budgets, talent, resources and sales/marketing cooperation. Sales and marketing automation is a ‘must’ response. Ask the candidate to elaborate on responses. Why is that important? It’s important because proper and consistent use of automation helps deliver a leaner, faster and more cost effective marketing department. Very important to your CEO and CFO.

Q: How would you create a marketing plan you know our CEO will read?

A: Look for answers that include the following:

  • I include a short executive summary showing where we are today compared to where we want to go. It includes budget, timing, resources, use of sales/marketing automation and measures of success.
  • I ask the CEO and other colleagues what’s important to them.
  • I emphasize what our competitors are doing.
  • I emphasize helping the sales team.
  • I tie marketing spend to revenue and valuation.

Q: How would you prioritize marketing tactics for our company?

A: Look for answers that demonstrate the candidate’s current knowledge of what’s working and what’s not.

  • Lead generating website
  • Email is still #1 
  • Relevant, interesting content
  • SEO and PPC
  • Social media marketing
  • Referral campaigns

Be sure to ask the candidate to elaborate on his/her answers and ask for specific examples of their work, and the results.


Q: How have you measured marketing success in the past?

A: Look for answers that include sales team priorities:

  • Increases in number of sales qualified leads
  • Marketing originated pipeline
  • Decreases in average sales cycle
  • Customer acquisition cost
  • Marketing percentage of customer acquisition cost
  • Organic search rankings
  • Search advertising ROI

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About Mike Harris

Mike is the founder of Harris CMO Partners, a Nashville based firm offering on demand CMO services for SaaS and tech companies.

He enjoys writing about what's working in B2B sales and marketing.

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How Apple stomped its #1 competitor…

In 1997 Apple was in a shambles.

That was the year Michael Dell, riding the coattails of a brilliant distribution strategy and booming laptop sales, stated that if ran Apple he’d shut it down and return the money to the shareholders.

This paper unpacks aspects of Apple’s marketing strategy including how it makes key management decisions in new product development, new markets, customer loyalty and others.

Read this to gain an understanding of Apple’s truly unique competitive strategy…how it leverages its strengths and compensates for weaknesses. A highlight of the paper is how Apple took on consumer electronics giant Sony to create a market cap that is now ten times that of Sony’s. 

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Website content and all attachments are the property of Harris CMO Partners LLC  2021

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Franklin, TN 37067

(615) 200-6336

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B2B Sales & Marketing in 2021

Tech and B2B purchasing changed a lot in the last year…

…but many B2B company sales and marketing processes did not. Marketing and sales still tend to circle around the priorities of the seller, not those of the buyer.

I believe the following to be our biggest challenges in 2021.

The Marketing Mix Implosion

Yes, 2020 was one for the record books. One outcome for tech and B2B was the implosion of the marketing mix. Here’s what happened:

Disappearance of face-to-face. Trade shows, conferences, seminars, hugs and chugs and all the rest vanished…just like that. No matter how diligently we use content, CRM and marketing automation, face-to-face was always the grease that kept the axles turning.

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Location – Nashville, TN (U.S. Central Time)


Website content and all attachments are the property of Harris CMO Partners LLC  2021

Harris CMO Partners
32306 N. Course VW
Franklin, TN 37067

(615) 200-6336

Privacy Policy