← FullStory
FullStory role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that records how people use websites and apps so teams can spot what's confusing and fix it.
Who you'd be calling
Digital Experience leaders, Heads of Product, UX Directors, and eCommerce managers at mid-size to large companies.
Your opener
“Hi [Name], this is [You] from Fullstory. I know I'm calling out of the blue, got a quick minute? I work with digital teams who can see where people drop off on their site but can't tell why, and I wanted to see if that's an issue for you.”
Problems you solve for them
- Teams don't know why visitors leave or fail to complete a purchase or form
- Fixing website issues relies on guesses or long support tickets
- Product and digital teams can't easily show which changes help customers
Discovery questions to ask
- When someone abandons your site or app, how do you find out why?
- How does your team decide which website problems to fix first?
- What tools do you use today to see how customers actually behave?
Objections they'll throw at you
“I'm busy right now.”
→ Of course, I'll be brief. Could we set a quick 15-minute chat later this week when you've got more time?
“We're not interested.”
→ No worries. Quick question though: do you feel you have a clear view of why visitors drop off today?
“We already use Google Analytics or something similar.”
→ Good, a lot of teams do. Analytics shows what happened, so how do you find out why it happened?
“Just send me an email.”
→ Happy to. Which part of the customer journey matters most to you, so I send something relevant?
Competitors worth knowing
Hotjar, Contentsquare
Interview tips for this company
- Learn the difference between 'what happened' (analytics numbers) and 'why it happened' (watching behavior); it's the core story.
- Be ready with a simple example, like a checkout page where people get stuck, to make the product concrete.
Written from public information about FullStory to help you practice. Ask an insider what their role play looked like; it's the best prep there is.