← Insight Enterprises
Insight Enterprises role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Sells computers, software licenses and IT services to businesses and government, acting as a one-stop IT partner.
Who you'd be calling
IT Managers, CIOs, and Procurement leads at mid-size companies, schools, hospitals and government agencies.
Your opener
“Hi [Name], this is [You] from Insight. We help IT teams buy and manage technology without juggling a dozen vendors. Do you have a minute to see if that's something you deal with?”
Problems you solve for them
- IT teams are stretched thin and can't evaluate every vendor
- Buying hardware and software from many sources is slow and confusing
- Moving to the cloud and keeping it secure takes expertise they lack
Discovery questions to ask
- How do you handle buying hardware and software today?
- Which IT projects are on your plate this year, like cloud, security or device refresh?
- Do you have enough people in-house to take those on?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll keep it short. Can I call you back tomorrow morning, or is the afternoon better?
“We're not interested.”
→ Understood. Just so I know, is IT buying already handled well, or is it just not a focus right now?
“We already have a reseller we use.”
→ That's great, and most companies use a few. Would you be open to seeing if we could help on one project or a quote to compare?
“Just send me an email.”
→ Sure thing. Which would be most useful to see: cloud, security, or device and software pricing?
Competitors worth knowing
CDW, SHI International, Connection
Interview tips for this company
- Understand what a reseller is: they sell other companies' products (Microsoft, Dell, Cisco) and add services on top.
- Be ready to explain why a customer would buy through a reseller instead of straight from the vendor.
Written from public information about Insight Enterprises to help you practice. Ask an insider what their role play looked like; it's the best prep there is.