← ZoomInfo
ZoomInfo role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A database of business contacts and company information that helps sales and marketing teams find and reach the right buyers.
Who you'd be calling
Sales leaders, RevOps, SDR managers and marketing heads at B2B companies, from small teams to enterprises.
Your opener
“Hi Dana, this is Casey from ZoomInfo. I know I'm catching you cold, so I'll be quick: I work with B2B sales teams who want better data on who to call and when. Do you have 30 seconds to tell me if that's a problem for you?”
Problems you solve for them
- Reps waste time on wrong or outdated contact info.
- Teams don't know which companies are ready to buy.
- Sales and marketing work from different lists and miss opportunities.
Discovery questions to ask
- Where does your team get its contact and company data today?
- How often do your reps hit bounced emails or wrong numbers?
- How do you decide which accounts to focus on first?
Objections they'll throw at you
“I'm busy.”
→ Got it, I'll be fast. Is there a better time later this week for a short call? Would morning or afternoon work?
“Not interested.”
→ Totally fair. Can I ask whether your team already has all the data it needs, or is it just not the right time?
“We already use Apollo, LinkedIn or another data provider.”
→ That's helpful to know. Plenty of teams use more than one source. How well is that covering the contacts you need, and where does it fall short?
“Send me an email.”
→ Of course. What type of companies and job titles do you target most, so I can make it relevant?
Competitors worth knowing
Apollo.io, Cognism, Lusha, Seamless.AI
Interview tips for this company
- Data quality is the whole story. Be ready to say why accurate data helps a rep and what happens when it's wrong.
- Your buyers get cold-called all the time, so keep your opener short and avoid sounding like a script.
- Learn what 'go-to-market' means in simple words: how a company finds and wins customers.
Written from public information about ZoomInfo to help you practice. Ask an insider what their role play looked like; it's the best prep there is.