← Motive
Motive role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Fleet management software with in-vehicle cameras and tracking devices for safety, compliance, and fuel and cost savings.
Who you'd be calling
Fleet managers, safety directors, VPs of operations, and owners at trucking, construction, delivery, and field service companies with vehicles on the road.
Your opener
“Hi [Name], this is [Your Name] with Motive. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth continuing?”
Problems you solve for them
- Accidents and unsafe driving drive up insurance costs and lawsuits
- Paper logs and compliance rules (like electronic logging) are a hassle and risk fines
- Managers can't see where vehicles are or how much fuel and time is wasted
Discovery questions to ask
- How many vehicles are you running today, and how do you keep track of them?
- What happens when a driver has an accident or a close call? How do you find out and coach them?
- How are you handling driver logs and compliance right now?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Would it be better if I called back later today or tomorrow, and which time works for you?
“We're not interested.”
→ Fair enough, I'm not even sure we're a fit yet. Out of curiosity, how are you handling driver safety and tracking today?
“We already use something for that.”
→ Good to hear you have something in place. Is there anything about it you wish worked better, like the cameras, the reporting, or the support?
“Just send me an email.”
→ Happy to. So it's useful and not just noise, what's the one thing you'd most want me to cover: safety, compliance, or costs?
Competitors worth knowing
Samsara, Geotab
Interview tips for this company
- Learn the difference between telematics (tracking data), dashcams, and compliance tools, and explain each in one plain sentence.
- Sell to the pain of accidents, insurance premiums, and fines. Fleet managers care about money and safety more than features.
Written from public information about Motive to help you practice. Ask an insider what their role play looked like; it's the best prep there is.