← SAP
SAP role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Business software that connects a company's finance, supply chain, HR and operations in one system.
Who you'd be calling
CIO, CFO, VP of IT, Head of Finance or Operations at mid-size and large enterprises
Your opener
“Hi [Name], this is [You] from SAP. I know I'm calling out of the blue, do you have a quick minute? We help large companies connect finance, supply chain and HR in one system, and I wanted to ask how your team manages that today.”
Problems you solve for them
- Old systems are costly to maintain and hard to upgrade
- Data sits in separate tools, so leaders lack a clear picture
- Moving to the cloud feels risky and complicated
Discovery questions to ask
- Which systems run your finance and operations today?
- Are you planning to upgrade or move any of them to the cloud?
- Where does your team lose the most time because data is spread across tools?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. Would a short call early next week work, and which day is best?
“We're not interested.”
→ That's fair. Can I ask whether your current systems are ready for the next few years of growth?
“We already use something for this.”
→ Many companies do, and that's often why we talk. How well do your current systems share data with each other?
“Just send me an email.”
→ Of course. What would be most useful: moving to the cloud, or getting one view across departments?
Competitors worth knowing
Oracle, Microsoft Dynamics 365, Workday
Interview tips for this company
- Know that SAP is a very large, well-known name, so show you understand it works with big, complex companies.
- Practice asking about the buyer's current systems without sounding like you are reading a script.
Written from public information about SAP to help you practice. Ask an insider what their role play looked like; it's the best prep there is.