← Box
Box role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A cloud platform to store, share, secure and manage company files and content, with workflow automation and AI.
Who you'd be calling
CIOs, IT Directors, Security and Compliance leaders, and heads of operations at large enterprises and government agencies.
Your opener
“Hi Jordan, this is Casey from Box. I know I'm calling unexpectedly. We help large organizations keep their files secure and make it easy to share and manage them. Do you have a minute to tell me how your team handles company documents today?”
Problems you solve for them
- Sensitive files spread across many places and hard to protect
- Compliance and security rules are tough to meet
- Slow, manual document approval processes
- Hard to share files safely with outside partners
Discovery questions to ask
- Where do your teams store and share important files today?
- How do you keep sensitive content secure and meet compliance rules?
- What document processes slow your team down the most?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. When would be a better time this week for a short call?
“We're not interested.”
→ Fair enough. Just so I understand, are you comfortable with how your company files are secured and shared today?
“We already use Microsoft or Google for this.”
→ Many of our customers do too. Have you ever run into limits on security controls or sharing files with outside partners?
“Send me an email.”
→ Sure. So it's relevant, is your main concern security, compliance, or making work move faster?
Competitors worth knowing
Dropbox, Microsoft SharePoint, Google Drive
Interview tips for this company
- Enterprise buyers are hard to reach, so practice a short, confident opener and being polite but persistent.
- Learn the words security, compliance and governance. You only need to explain what they mean for a buyer.
- Know that your buyer may already use Microsoft or Google, so prepare a clear answer for the 'we already have that' objection.
Written from public information about Box to help you practice. Ask an insider what their role play looked like; it's the best prep there is.