← ActiveCampaign
ActiveCampaign role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Marketing automation software that helps small businesses send email and automated campaigns that fit each customer.
Who you'd be calling
Owners, marketing managers and heads of growth at small and growing businesses (ecommerce, agencies, services, software).
Your opener
“Hi [Name], this is [Your Name] from ActiveCampaign. I know I caught you in the middle of your day. I talk to small business owners about automating follow-up with customers, so I'm curious how you handle that today. Got a quick minute?”
Problems you solve for them
- Small teams don't have time to build and run campaigns
- Customer data is scattered, so messages feel generic
- Leads go cold because follow-up is slow or manual
- Hard to know which marketing efforts actually bring in sales
Discovery questions to ask
- How do you follow up with new leads or customers right now?
- How much of your email and marketing work is done by hand?
- What tools do you use today to keep track of your customers?
Objections they'll throw at you
“I'm busy right now.”
→ I get it, running a business is busy. That's why I'm calling about saving time on follow-up. Could we do a quick 10-minute call tomorrow instead?
“Not interested.”
→ Understood, thanks for being upfront. Just so I know, is it that marketing is handled, or you just don't have time to look at new tools right now?
“We already use something for this.”
→ That's great, many of our customers already had a tool. Is there anything it doesn't do well, like automating follow-up or using customer data?
“Just send me an email.”
→ Sure, I can do that. So it's actually useful, what's the biggest thing you'd like to automate in your marketing?
Competitors worth knowing
HubSpot, Mailchimp, Klaviyo, Brevo
Interview tips for this company
- Know the idea behind 'autonomous marketing': software that uses your own customer data to run smarter campaigns.
- Small business owners are short on time and money, so keep your pitch simple and focused on saving time.
Written from public information about ActiveCampaign to help you practice. Ask an insider what their role play looked like; it's the best prep there is.