← Dust
Dust role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A platform where companies build and run AI agents connected to their own data and tools, using different AI models.
Who you'd be calling
CIOs, Heads of AI or Innovation, IT and Operations leaders, and team leads at large companies.
Your opener
“Hi Taylor, this is Alex from Dust. I know I'm calling out of the blue. I work with teams who are trying to get AI agents into daily work, and I wanted to ask how that's going at your company. Do you have a minute?”
Problems you solve for them
- Employees use AI tools with no control, and company knowledge is scattered
- AI pilots stay as demos and never reach real workflows
- Locked into one AI model or vendor
- Worry about security, data access, and keeping humans in control
Discovery questions to ask
- Which AI tools are your teams using today, and who decides that?
- Have any AI pilots made it into everyday work, or are they stuck?
- How do you handle data access and security when people use AI with company information?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll keep it short. I'm curious whether AI is a priority for your team this year. Can we set 15 minutes next week?
“Not interested.”
→ No problem. Is it that AI is already sorted out for you, or that it's not a focus right now? I want to be sure I'm not wasting your time.
“We already use ChatGPT / Copilot.”
→ Good, that means your people already see the value. Can those tools reach your internal docs and apps and run steps across teams, or is it mostly chat?
“Just send me an email.”
→ Of course. What is the main thing you'd want AI to take off your team's plate? Then I'll send something that fits that.
Competitors worth knowing
Glean, Microsoft Copilot Studio, ChatGPT Enterprise
Interview tips for this company
- Understand what an AI agent is in plain words: software that does a multi-step task for you, not just answers a question.
- Be careful with big promises. Enterprise buyers care about security and control, so talk about those honestly.
Written from public information about Dust to help you practice. Ask an insider what their role play looked like; it's the best prep there is.