← AtoB
AtoB role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Fuel and payment cards for trucking companies, with discounts, spending limits and transaction tracking.
Who you'd be calling
Owners, fleet managers and dispatchers at small and mid-sized trucking and logistics companies.
Your opener
“Hi [Name], this is [You] from AtoB. I know you're probably on the road or in the middle of something. I'm calling because we help trucking companies save on fuel and control card spending. Got a quick minute?”
Problems you solve for them
- High diesel costs eating thin margins
- Drivers misusing cards or fuel spending that's hard to control
- Hours spent matching receipts and fuel expenses
Discovery questions to ask
- How do you pay for fuel today, and what cards do your drivers carry?
- How do you keep track of what drivers spend and where?
- Do you get discounts at the pump, or do you pay whatever the sign says?
Objections they'll throw at you
“I'm busy right now.”
→ I get it, you have trucks to keep moving. When is a better time for a two-minute call, maybe early morning or after dispatch settles?
“We're not interested.”
→ No worries. Quick question before I go: are you happy with what you're paying for fuel right now?
“We already use a fuel card.”
→ Good, then you know how much cards matter. Which card is it, and are you getting the discount you expected?
“Send me an email.”
→ Absolutely. So I don't send you junk, how many trucks do you run and about how much fuel do you buy a month?
Competitors worth knowing
WEX, Comdata, Relay Payments
Interview tips for this company
- Learn trucking basics: owner-operators, fleets, diesel prices per gallon, and why margins are thin.
- Practice a short, direct, no-fluff tone. Truckers and dispatchers are busy and respond to honesty.
Written from public information about AtoB to help you practice. Ask an insider what their role play looked like; it's the best prep there is.