← UserGems
UserGems role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that spots buying signals, like a champion changing jobs, and helps sales teams reach those people with AI-driven outbound.
Who you'd be calling
VP Sales, Head of Sales Development, RevOps and demand gen leaders at B2B SaaS companies with 50-1,000 employees
Your opener
“Hi Sam, this is Alex from UserGems. I know I'm calling out of the blue, got 30 seconds to tell you why I called and you can tell me if it's worth continuing?”
Problems you solve for them
- Reps waste time on cold lists with no sign anyone is ready to buy
- Past customers and champions who change jobs go unnoticed
- Outbound feels generic and gets low reply rates
- Contact data is stale or spread across too many tools
Discovery questions to ask
- How does your team decide who to reach out to each week?
- When a past customer or champion moves to a new company, how do you find out?
- What share of your pipeline comes from outbound today?
Objections they'll throw at you
“I'm really busy right now.”
→ Totally get it, I'll be quick. Can I take 20 seconds to say why I called, and if it's not relevant you can hang up on me?
“We're not interested.”
→ Fair enough, most people say that before they know what we do. Out of curiosity, how does your team find out when a past customer lands at a new company?
“We already use something for this.”
→ That's good, it means you care about timing. What do you like about it, and is there anything you wish it did better?
“Just send me an email.”
→ Happy to. So I send something useful, what's the one thing you'd most want to fix about your outbound? Then I'll tailor it.
Competitors worth knowing
Common Room, 6sense, ZoomInfo, Apollo
Interview tips for this company
- Learn what a 'signal' is: a champion job change, a funding round, a new hire. Be ready to give one example in plain words.
- Practice a short opener, since the product helps reps avoid generic outreach and yours will be judged the same way.
Written from public information about UserGems to help you practice. Ask an insider what their role play looked like; it's the best prep there is.