← Consensus
Consensus role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that lets B2B buyers explore product demos on their own, anytime, without a live sales rep.
Who you'd be calling
VPs of Sales, sales engineering leaders, demand gen and marketing leaders at B2B software companies.
Your opener
“Hi Chris, this is Alex from Consensus. I know I'm calling out of the blue. We help B2B software teams let buyers see a demo on their own, so reps spend less time on repeat demos. Do you have a quick minute?”
Problems you solve for them
- Sales engineers spend hours on repetitive demos instead of the big deals
- Buyers want to see the product before talking to sales, and wait too long
- Hard to tell which prospects actually watched the demo and what they cared about
Discovery questions to ask
- How do prospects see your product today: live demos, recorded videos, or a free trial?
- How much time do your sales engineers or reps spend on first-call demos?
- Do you know which people on a buying team actually watched your demo?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be quick. Could we pick a time later this week for 10 minutes?
“We're not interested.”
→ Understood. Is demo time not a bottleneck for you, or just not something you're looking at now?
“We already use a demo tool or videos.”
→ Good, so you see the value of demos. Do they show you who watched and what they cared about?
“Send me an email.”
→ Happy to. What's top of mind for you: saving rep time or getting more qualified meetings?
Competitors worth knowing
Navattic, Demostack, Walnut, Storylane
Interview tips for this company
- Be ready to explain why self-serve demos help sales, not replace them. Interviewers like that you understand the value.
- The company profile is thin, so read the website before your interview and get a sense of the customers and pitch.
Written from public information about Consensus to help you practice. Ask an insider what their role play looked like; it's the best prep there is.