Instructions and covered skills
Read each scenario carefully before selecting a response. Base your choice on the evidence provided rather than assumptions about company prestige or deal size alone. Keep your attention on account fit, timing, and the reliability of available data. Turn off notifications and avoid switching between unrelated tasks while completing the test. Consider how each decision would affect the efficiency of a real prospecting motion. Choose the response that creates the clearest and most repeatable prioritization process.
Key Areas
This test covers the practical work of translating successful-customer patterns into a usable ideal customer profile (ICP) and account-ranking process. Candidates assess firmographic attributes such as industry, employee range, revenue model, geography, ownership structure, and operating footprint. They distinguish durable fit criteria from short-term intent signals, ensuring that account scores reflect both who an organization is and whether it may be ready to act.
The assessment also examines the use of technographic, operational, and commercial information. This includes identifying relevant technology environments, evaluating compatibility or displacement opportunities, interpreting growth events, and recognizing when procurement conditions affect account value. Candidates must weigh data confidence, avoid treating unverified records as facts, and recommend actions for incomplete or conflicting account information.
Strong performance requires thoughtful segmentation and prioritization. Candidates decide how to rank accounts when factors such as strategic fit, likely value, accessibility, timing, and disqualifying constraints point in different directions. They also apply exclusion rules consistently, distinguish a target account from a reachable contact, and recognize when an account should be routed, monitored, researched, or removed from active outreach.
Recommended Preparation
Review closed-won, closed-lost, retained, and churned customer records to identify meaningful patterns. Practice writing criteria that can be observed and verified in a CRM or account-research source. Familiarize yourself with common company data sources, including company websites, regulatory filings, technology databases, hiring pages, news coverage, and CRM history. Pay attention to the difference between direct evidence and inference.
Prepare by building a sample scoring model with defined fields, point values, exclusions, and review dates. Test the model against a mixed list of accounts and document why each account received its priority. Revisit assumptions when market conditions, product capabilities, target segments, or sales outcomes change. The goal is a process that makes prospecting focus visible, consistent, and useful across sales and marketing teams.