Where do you stand on having detailed prospect information?
[Testing]
A.	Id rather have scant information on a massive pool of prospects.
B.	Its not necessary  I pepper prospects with lots of questions. 
[Testing][Narrator: Pepper? Are you a chef or sales pro?]
C.	Before calling, I know prospects more intimately than their friends. (CORRECT)
[Testing][Narrator: Works for me. People buy from friends, right?]

What typically triggers a call from you to a prospect?
A.	Lets just say if theyre in the White Pages, they get a call.
[Testing][Narrator: OK, call the Manhattan phone book. Wave to me from the unemployment line when I drive by in my Vette.]
B.	I rely on events: executive changes, new funding, etc. (CORRECT)
C.	Its all about doing whatevers necessary to make quota.
[Testing][Narrator: Any means necessary? Then upgrade your tools, pal.]

How do you feel about making cold calls?
A.	Love em. Those and cold showers. Well, thats what I tell the boss.
[Testing][Narrator: Know what your boss wants to hear? That you made your numbers.]
B.	I call into buying cycles instead of blind situations. (CORRECT)
C.	Hate em  but theyre the ultimate test of a sales reps skills.

Describe how you research your prospects.
A.	I multitask on countless websites at once to glean intelligence.
[Testing][Narrator: Know what you call a sales rep driven to distraction? A former rep.]
B.	I use one source to know whom to contact, when to reach out, and what to say. (CORRECT)
[Testing][Narrator: Thats what Im talkin about.]
C.	Honestly, I dont bother researching my prospects.

Which best describes the quality of your sales pitch?
A.	Sad to report, I sell a product rather than a solution. Urgh.
[Testing][Narrator: So what are we in the 1970s and solution selling hasnt been invented?]
B.	My pitch is one-version-fits-all, but it works. Every now and then.
[Testing][Narrator: Buy yourself a one-size-fits-all wardrobe and let me know how that works for ya.]
C.	If a prospect is a Harvard grad, has two kids, and buys what I sell, I know it. (CORRECT) 

Where do you focus your selling efforts?
A.	On the 90% of prospects with no interest in buying.  
B.	On the 5% of prospects actively seeking alternatives. (CORRECT)
[Testing][Narrator: More time for youre A, B, Cs, baby. Always be closing.]
C.	We cast the broadest of nets, and usually come up empty.
[Testing][Narrator: We need to teach you to fish.]

What do you talk about during sales pitches?
A.	If LinkedIn says a guy played QB, I talk about legendary passers. (CORRECT)
[Testing][Narrator: Touchdown!]
B.	Like a standup comic, Ive honed my improvisational skills.
[Testing][Narrator: And youll probably want to hone your dance skills to tap-dance around missing your numbers.]
C.	It largely comes down to the objectives Ive set.

What are you guiltiest of?
A.	Waiting for opportunities instead of creating them.
[Testing][Narrator: Looks like I should take someone off my list of successful people.]
B.	Repeating the same old ineffective approach.
[Testing][Narrator: And whats the definition of insanity?]
C.	A constant interest in challenging the status quo. (CORRECT)

How do you set priorities when selling?
A.	I identify priorities after each initial sales contact. 
[Testing][Narrator: Thats why I live in a Macmansion and you dont.]
B.	Simple: Pull a list and start dialing. And dialing.
[Testing][Narrator: Lets hear it for the demon of Dialing for Dollars.]
C.	I base my priorities on pertinent research. (CORRECT)

Where do you think social media fits in sales?
A.	Thats for kids who like to play online at work.
B.	I believe in integrating it into the sales process. (CORRECT)
C.	Im successful without it and dont see the value.
[Testing][Narrator: Someone will never know if money buys happiness.]

Are you knowledgeable about industries you sell into?
A.	No, I fib and tell prospects that I know their industry.
[Testing][Narrator: How many buyers like know-nothing liars? Exactly.]
B.	You bet. Im able to speak the customers language. (CORRECT)
[Testing][Narrator: Alright  someone who speaks ka-ching.]
C.	If theyre interested, I get up-to-speed on their industry.

Do you typically know prospects strengths and weaknesses?
A.	Heck, I dont even know their names and titles!
[Testing][Narrator: Ignorance is bliss, right?]
B.	Yup  as well as their opportunities and threats. (CORRECT)
C.	I acquire that knowledge by asking supersmart questions.
[Testing][Narrator: Are you an interrogator or a sales professional? Come on!]

Which statement best describes your follow-up process?
A.	A chorus of Im just calling to check in and see how its goin.
[Testing][Narrator: Imitates snoring sound]
B.	Call. Mark calendar. Repeat.
[Testing][Narrator: Smells like a recipe for disaster.]
C.	Its based on when prospects are in a buying cycle. (CORRECT)

What do you consider the role of technology in sales?
A.	It has its place, but nothing replaces Dialing for Dollars.
[Testing][Narrator: Oh, really? Have you any idea how easy it is to replace an obsolete rep?]
B.	My numbers are OK and thats the bottom line. Next question?
C.	Its a big improver of productivity  and sales. (CORRECT)
[Testing][Narrator: Ladies and gentlemen, I present a prototypical sales professional.]

Whats the best way to motivate a sales team?
A.	Tell reps the beatings will continue until morale improves.
[Testing][Narrator: Negative reinforcement is so freaking Boiler Room.]
B.	Provide necessary tools  including best-practices approaches. (CORRECT)
C.	Good reps put more-than-enough pressure on themselves.

Which obstacle is within your control?
A.	Product pricing.
B.	Lead quality. (CORRECT)
C.	Global economy.
[Testing][Narrator: Who are you, Ben Bernanke?]