← Gusto
Gusto role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Payroll, benefits, 401(k) and HR software for small businesses, plus PEO services that handle HR and compliance.
Who you'd be calling
Owners, founders, office managers and finance/HR leads at small businesses, roughly 2-100 employees
Your opener
“Hi [Name], this is [You] from Gusto. I know I'm calling out of the blue. I work with small business owners who are spending too much time on payroll and paperwork, and I wanted to see if that's true for you. Do you have 30 seconds?”
Problems you solve for them
- Payroll takes hours and mistakes lead to penalties
- Benefits and 401(k) setup is confusing and costly for a small team
- No HR person, so onboarding and compliance fall on the owner
Discovery questions to ask
- How do you run payroll today, and who does it?
- How do you handle health insurance and benefits for your team?
- When you hire someone new, what does the paperwork look like?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Can I ask one question, and if it's not a fit I'll let you go?
“Not interested.”
→ Fair enough, most owners I call say that at first. Is it because payroll is already handled, or just not a priority right now?
“We already use something for payroll.”
→ Good, so you already see why it matters. What do you like about it, and what do you wish it did better?
“Just send me an email.”
→ Happy to. So I send something useful, what's the biggest headache for you right now: payroll, benefits, or HR?
Competitors worth knowing
ADP, Paychex, Rippling, Justworks
Interview tips for this company
- Learn the difference between payroll software and a PEO, and be ready to explain it in one simple sentence.
- Small business owners are busy and wary of salespeople, so keep your opener under 20 seconds and sound like a neighbor, not a script.
Written from public information about Gusto to help you practice. Ask an insider what their role play looked like; it's the best prep there is.