← Pallet
Pallet role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Pallet builds AI agents that automate paperwork and routine tasks for freight brokers and logistics companies.
Who you'd be calling
Owners, VPs of Operations, and operations or customer service managers at freight brokerages and logistics companies.
Your opener
“Hi [Name], this is [You] from Pallet. We help freight brokers cut down the manual email and data entry work that eats up their team's day. Do you have a quick minute to tell me how your team handles that today?”
Problems you solve for them
- Staff spend hours on emails, quotes, and data entry
- Manual work limits how many loads a team can handle
- Slow replies and errors can lose customers
Discovery questions to ask
- How many emails and quote requests does your team handle in a day?
- Which tasks do your people repeat the most?
- What would your team do with the time if that work was automated?
Objections they'll throw at you
“I'm busy right now.”
→ I get it, freight never stops. Can I call back at a better time, maybe first thing tomorrow?
“We're not interested.”
→ No worries. Is that because the team has plenty of capacity, or because AI hasn't proven itself yet?
“We already use a TMS or automation tool.”
→ Good, a lot of brokers do. Does it handle the email and data entry work too, or does your team still do that by hand?
“Just send me an email.”
→ Happy to. What's the one task you'd most want to take off your team's plate, so I can make it relevant?
Interview tips for this company
- Learn freight basics: what a broker, shipper, carrier, load, and TMS are.
- Show curiosity about how AI agents differ from simple automation and stay honest about what you don't know.
Written from public information about Pallet to help you practice. Ask an insider what their role play looked like; it's the best prep there is.