Certification Exam Answers

HubSpot Sales Software Certification Exam Answers

HubSpot Sales Software Certification Exam Answers 2018. The HubSpot Sales Software Certification demonstrates your ability to execute an inbound sales process using HubSpot Sales Free. It is made up of 5 classes with a combined total length of about an hour. At the end of each class, you’ll be given actionable takeaways that will immediately improve the way you’re using HubSpot Sales. You will need to perform these actions in order to earn your certification. There is also a 50-question, multiple-choice test you will need to pass in order to get certified.

Get Certified in HubSpot Sales Software Now!

All of the following tools can be used to capture inbound leads, EXCEPT for:

Email templates
Messages
Prospects
Lead flows

Which of the following is the HubSpot tool that shows you which companies have visited your website?

Email templates
Messages
Prospects
Lead flows

All of the following are true about forms and lead flows EXCEPT:

Submissions from lead flows and forms both appear on the contact timeline.
Lead flows collect more detailed information than forms.
Forms usually have more fields than lead flows.
Lead flows appear on top of the page while forms are embedded in the page.

Which of the following is the easiest way to create a new contact record?

Importing contacts from a spreadsheet
Adding a contact to the company record
Logging emails in the CRM
Manually creating a contact record

There are two main differences between forms and lead flows. One is that forms are embedded on the page while lead flows appear on top of the page. What's another difference?

Lead flows typically collect more information than forms.
Lead flows allow people to chat with you in real time.
Lead flows can only be added to blog posts, but forms can be added to any page.
Forms typically collect more information than lead flows.

Which of the following is NOT a recommended best practice for the messages tool?

Make sure the message pane appears on every page of your website.
Set your availability for the times of day when you'd prefer to chat.
Customize your welcome message to be relevant to the page it appears on.
Start by making the messages pane visible to all website visitors and then restrict it later if you receive more chat requests than you can respond to.

You see that a particular company has visted your website several times in the past few days, so you decide to call them. A receptionist answers the phone. Which of the following would be the BEST way to proceed?

Describe the benefits of your offering and try to get the receptionist's buy-in. Then ask to be referred to the appropriate buyer.
Try again later. Receptionists rarely have purchasing authority, and it's important to focus on speaking to qualified people.
Say,"Hi, I sell [product]. Can you please direct me to the person who can help me with that?"
Say, "Hi, my name is [name], and I'm calling from [company]. We've received a number of inquiries on our website from someone at your company, but they didn't leave a name. We provide [product]. Do you know who at your organization would be looking into that right now?"

True or false? If a lead flow only asks for a visitor's email address,that's enough information to create a useful record in the CRM.

True. An email address is enough information for the CRM to create a contact record where you'll be able to see a full history of the pages that the visitor has viewed on your website. The CRM may also be able to find company information about the person and create a company record based on their email domain
True. If a person provides an email address, you'll be able to send them an email to ask for more information. This is also a good opportunity to find out what products they're interested in and attempt to make a sale.
False. An email address without a name is meaningless. At a minimum, your lead flows should collect name and email.
False. Lead flows should collect as much information as possible about a visitor. You should have a goal of having 5 to 10 fields in each lead flow.

In HubSpot CRM, what’s the relationship between contacts and companies?

A) There is no relationship between Contacts and Companies
B) A contact record becomes a company record when you associate multiple people with it.
C) A company record can be associated with multiple contacts
D) Contacts and companies are the same in HubSpot CRM.

You’ve been researching XYZ Inc. and discover that someone at the company has viewed your pricing page, so you give them a call. You talk to the receptionist, Johnny. You ask who in the company might be investigating your solution. Johnny says he doesn’t know for sure but that he can ask around and get back to you. He also says that Mariah Opensky would probably be the person to make that decision, but she’s currently on vacation. What’s the BEST way to record this in the CRM?

A) Keep XYZ Inc.'s company record, but don't add any contacts until you know for sure who was viewing your pricing page.
B) Add Johnny as a contact because that's who you talked to, and associate him with XYZ Inc.'s company record. Mention Mariah in a note, but don't add her as a contact because you haven't contacted her yet.
C) Add Johnny and Mariah as contacts, and associate them both with XYZ Inc.
D) Add Mariah as a contact because she's the decision maker, and associate her with XYZ Inc.'s Company record. Mention Johnny in a note on the company record, but don't add him as a contact because he isn't a decision maker.

The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:

A) Buyers have so many distractions that they need more frequent contact to help them through the buying process.
B) Buyers spend less time at home, making door-to-door sales and cold calling less effective.
C) The internet has shifted the power in the buying process from the seller to the buyer.
D) Economic changes have made buyers more cautious.

Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?

Under the “Interactions” tab
On the contact's timeline
On the profile of the rep who contacted them
In contact properties

Which of the following statements is true?

Sellers should focus on being helpful because buyers are powerless and need help to buy.
In the past, sellers had more power than buyers, but now buyers have more power than sellers.
The buyer has always had more power than the seller.
Buyers cannot move through their buyer's journey without the help of a seller.

This training has contrasted the traditional way of doing sales with a new way, known as “inbound sales.” Which of the following BEST describes what makes inbound selling different from other sales techniques?

Inbound selling focuses on getting buyers to act on the seller's timetable.
Inbound selling focuses on attracting buyers and meeting them on their own terms.
Inbound selling focuses on sending emails rather than making phone calls.
Inbound selling focuses on standardized emails and call scripts.

What information shows on the timeline of a company record?

All of the interactions you've had with any contact at the company.
Only the interactions that you've manually added to it.
A countdown to the Close Date of all associated deals.
Company records don't have timelines.

How can you find all of the contacts who don’t have a value in a particular property?

Add a filter for that property and set it to "Is Unknown."
Add a filter for that property and enter "NULL" (in all capitals).
Add a filter for that property and leave it blank.
Don't add a filter for that property

How can you share saved filters with other team members?

All saved filters are automatically shared with all team members.
When saving your filters, you have the option of sharing the filters with everyone or with just your team.
By adding a filter for HubSpot Owner and adding the team members you want to share the view with.
By checking the "Invite team members" box next to the saved filter's name.

True or false? When you change the displayed properties in the “About” section of a contact record, that change automatically carries through to all contact records in the CRM.

A) True. Changing this section affects how contacts are displayed for all users.
B) True. Changing this section affects how all contacts are displayed for you.
C) False. This section needs to be changed on each individual record.
D) False. This section's layout is hardwired in the system and cannot be changed.

Which of the following is a benefit of keeping your contacts’ Lead Status property up to date?

You can filter your contacts based on how recently you’ve contacted them.
You can set reminders for yourself to follow up.
It ensures that the Deal Forecast will be as accurate as possible.
You can filter your contacts based on how active they are in the buying process.

Fill in the blanks. Good email templates increase __ without sacrificing _.

A) sales, time
B) efficiency, personalization
C) deal value, close rate
D) response rate, efficiency

Which of the following is FALSE about sales emails?

The content should focus more on the buyer’s needs than the seller’s needs.
Many messages get marked as spam based solely on their subject line.
Personalization is an important key to success when writing to prospects.
Typically, buyers prefer a phone call to receiving an email.

Email templates in HubSpot Sales must have all of the following EXCEPT:

Recipient
Name
Subject
Body

When writing the body of an email template, it’s important to include all of the following EXCEPT:

Personalization tokens
Fill-in-the-blank areas
Static text
Details about previous interactions

This morning you were supposed to have a meeting with one of your contacts, but they didn't show up. You want to send them an email to encourage them to reschedule. Instead of writing the email from scratch, you decide to make an email template you can use again in the future. Now you need to figure out what the template should say. Which of the following is the BEST way to look for ideas?

Look for marketing content on your website that gives information about a product the contact might be interested in.
Search Google for email templates that have worked well for other sales professionals.
Check your sent folder for emails you've sent in the past that have successfully helped people reschedule meetings they missed.
Scroll through the timeline on the contact record for the person who missed the meeting and look for specific details about them to include in the template.

Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?

A reference to a blog post your recipient recently published
The recipient's first name
Your standard elevator pitch
All of the above

Which of the following is a best practice for email subject lines?

A) Keep it short in case the contact views it on a mobile device.
B) Always have at least one exclamation point.
C) Use your elevator pitch as the subject line.
D) Add as much detail as possible, so the recipient knows what's in the email.

Which of the following is true about an email template’s name?

A) Individual templates don't have names.
B) The name is automatically generated by HubSpot and cannot be changed.
C) The template's name is the same as its subject line, so it needs to be short, clear, and focused on the recipient's needs.
D) The name is only visible internally, so it should be whatever makes the most sense to you and your team.

Your team just hired a new sales rep, and you’re coaching them on how to create a good email template. They ask you how to figure out the purpose of a template. What advice should you give them?

A) "Every email you send should encourage your contacts to buy, so focus on pitching our offering most aligned with their needs."
B) “Every email you send should help your contacts in some way, so focus the email on what you’re trying to help them do.”
C) "Email templates needs to be relevant to as many people as possible, so keep the purpose as vague as possible."
D) "Every email you send should ask your contacts to commit to something, so always include some kind of request in the message."

What is a task queue?

A filtered list of contacts that shows you the most important people to focus on.
A playlist of activities you can work through, one at a time.
A written list of goals you want to achieve in a given day or week.
The feature in HubSpot CRM that helps you create multiple tasks at once.

You can set a due date when you create a task. What happens when the due date arrives?

A reminder email is sent to the person the task is assigned to.
The task automatically gets marked as "Complete."
The task gets deleted.
The user the task is assigned to is required to take the action described in the task.

Which of the following is NOT a type of task in HubSpot CRM?

Follow up
Call
Email
To-do

What's the BEST way to add people from your saved filters into a task queue?

Check the boxes next to each person and bulk-create a task for all of them. As you create the task, be sure to select the appropriate queue.
"Task queue" and "saved filters" are different names for the same thing.
Open each contact record and create tasks one at a time. It's important to create the tasks individually to make sure they're personalized.
Drag and drop people from the saved filters into the task queue.

How do you record emails in the CRM if you are NOT using the HubSpot Sales email extension?

Add your portal's BCC address to the BCC line of your emails.
Copy the body of the email and paste it into a note in the CRM.
Use the CRM's "import" feature to import the messages into the CRM.
You cannot record emails in the CRM without using the email extension.

For the following questions, imagine you are creating an email template for following up with people who missed a scheduled appointment. You found this email in your sent folder that you want to use as a template:

When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)

A) Personalization tokens
B) Fill-in-the-blank areas
C) Static text
D) None of the above

When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)

A) Personalization tokens
B) Fill-in-the-blank areas
C) Static text
D) None of the above

When creating an email template in HubSpot Sales, how would you add a description of the topics the meeting was supposed to cover? (“the trouble you’ve been having with user engagement on your online forums“)

A) Personalization tokens
B) Fill-in-the-blank areas
C) Static text
D) None of the above

When creating an email template in HubSpot Sales, how would you add the next steps? (“If you’d still like to talk about this, please let me know the best time to reach you.”)

A) Personalization tokens
B) Fill-in-the-blank areas
C) Static text
D) None of the above

When creating an email template in HubSpot Sales, how would you add a personalized closing line? (“Looking forward to talking to a fellow Cubs fan,”)

A) Personalization tokens
B) Fill-in-the-blank areas
C) Static text
D) None of the above

Where can you see the progress of a deal?

A) On the deal record
B) On the timeline of any contact or company associated with the deal
C) On the Deals page
D) All of the above

True or false? Deal information is automatically displayed on the contact timeline.

A) True. Updates are added to the contact timeline every time a deal they’re associated with moves to a new deal stage.
B) True. Deals are simply properties on the contact record, so any changes to the deal naturally flow through to the contact timeline.
C) False. Contacts and deals are two separate objects in HubSpot CRM, so information does not flow between the two.
D) False. Deal information has to be added to the contact timeline manually.

What’s the best way to create an end-of-the-month to-do list?

A) By creating a custom view of contacts who haven't been followed up with recently.
B) By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they're worth.
C) By creating a custom view of contacts who have multiple deals associated with them.
D) By using the Deal Board to see how many deals are near the end of your sales process.

What’s the most important deal property?

A) Close date, because if you forget to select a close date, your commission will be calculated incorrectly.
B) Deal Name, because you have to know this in order to find the deal in the CRM.
C) Contact, because if you forget to add the contact, the deal will be meaningless.
D) Amount, because the value of the deal will help you prioritize at the end of the month.

What’s the difference between the deal forecast and the deal board?

"Deal forecast" and "deal board" are two different names for the same thing.
The deal board helps with deal maintenance, while the deal forecast helps with prioritization.
The Deal Forecast is for managers, and the Deals Board is for individual reps.
They are essentially the same, but they're located in different areas of the CRM.

True or false? You should treat all of your contacts as equally important to your sales process.

A) True. The most important thing is to make sure your contacts feel like they're your only contact.
B) True. Quota and commission are not as important as developing good relationships with your contacts.
C) False. You should only spend time on people who are eager to buy your product.
D) False. While it's important to give all of your contacts the same level of respect, there will be times when you need to prioritize based on revenue potential.

How can deals help you prioritize your contacts?

A) Deals help you see which contacts are closest to buying.
B) Deals help you see a contact's revenue potential.
C) You can create a custom view of contacts based on how many deals they are involved in.
D) All of the above.

When should you create a deal?

A) Any time a contact buys from you.
B) Any time a contact completes the action described by the first deal stage.
C) Any time you identify a contact or company as a "good fit" for your offering.
D) Any time you successfully make contact with a person.

What are deal stages?

A) One-word descriptions of a contact or company's qualification as a lead.
B) The steps you need to take in order to close a deal.
C) The important milestones a person has to pass in order to become your customer.
D) The process you need to go through in order to add a deal to HubSpot CRM.

True or false? The best way to define the steps of your sales process is to figure out the actions you have to take to move a sale forward.

A) True. In order to help contacts move forward, you need to know exactly what to say and do in each stage of the sales process.
B) True. While it's important to know what the buyer should be doing at each stage of the sales process, it's ultimately your actions as a sales rep that will move a sale forward.
C) False. While it's important to know the actions you must take at each stage of the sales process, it's ultimately the buyer's actions that move a sale forward.
D) False. A good sales process is flexible enough to be different for every contact.

Where's the best place to go if you want to ask other HubSpot users the best way to use HubSpot tools?

community.hubspot.com
academy.hubspot.com
support.hubspot.com
hubspot.com/help

Which of the following is HubSpot's live chat tool?

Email templates
Messages
Prospects
Lead flows

Your marketing team wants to add lead flows and messages to your company's website. Where should each tool be used?

Put messages on any page talking about your company's products or pricing, and put lead flows on all the other pages.
Put lead flows and messages together on all pages.
To determine where each should be used, randomly divide the pages of your website into two even groups. Then put messages on all of the pages in one group, and lead flows on all of the pages in the other group.
It doesn't matter which pages each tool is used on, as long as the tool is customized to match the pages it's added to.

True or false? You should customize an email template every time you send it out.

A) True. Personalization tokens are just placeholders that need to be manually replaced.
B) True. The template is a starting point, but every email you send should be customized for the contact you're sending it to.
C) False. The point of email templates is to save you the trouble of customizing individual emails.
D) False. In order to measure a template's performance, you need to make sure it's identical every time you send it.

Which of the following is the BEST description of the benefits of using personalization tokens?

Personalization tokens help save time and avoid mistakes but aren’t enough on their own to make an email feel personalized.
Personalization tokens make it easy to send a single email to multiple people.
Personalization tokens make it unnecessary for sales reps to craft individual emails for their contacts.
Personalization tokens are simple reminders of information that has to be added manually before sending the email.

You work for a company that has a form where people can request a free consultation. You want to create a list of people in your territory who have submitted this form. Which tool will you need to use to do this?

Saved filters
Task queues
Forms
Lead flows

How do you record emails in the CRM if you're using the HubSpot Sales email extension?

Check the "Log in CRM" checkbox when you're composing an email.
Select the emails you want recorded and then click the "Save in CRM" button.
All of your emails will automatically be recorded as long as the "Record My Emails" setting is turned on.
Add your portal's BCC address to the BCC line of your emails.

Fill in the blank: A ___________ is a record used to track the progress of an individual sale.

A) deal record
B) deal stage
C) deal forecast
D) deal pipeline

Where's the best place to go to find help docs and training videos about HubSpot tools?

community.hubspot.com
academy.hubspot.com
support.hubspot.com
hubspot.com/help

Get Certified in HubSpot Sales Software Certification Now!

Hubspot Content Marketing Certification Exam Answers

Hubspot Content Marketing Certification Exam Answers 2018
Hubspot Content Marketing Exam Answer

Get Certified in Hubspot Content Marketing Now!

Which is true about content and its relationship with the Inbound Methodology?

Content is needed to attract people to your site.
Content is needed to attract visitors and convert them into leads
Content is needed to close leads into customers and turn customers into promoters.
All of the above

What are the four stages of the Inbound Methodology?

Identify, Connect, Explore, and Advise
Find, Engage, Convert, and Nurture
Awareness, Consideration, Decision, and Delight
Attract, Convert, Close, and Delight

True or false? Content marketing is a relatively new practice that became popular in the 1950’s with the boom of advertising firms.

True
False

All of the following are content marketing practices EXCEPT:

Social media posts
Blogging
Technical SEO
Email copy

Which best describes the content marketing and inbound marketing relationship?

Both are valuable and take a lot of time and work. It's best to focus your time on one or the other.
If you do both then you'll be competing with yourself.
A great content marketer doesn't need to do inbound marketing.
Success relies on both as each serves a different function.

What’s the best way to have your business’ story remembered and shared?

Explain the value of your products and services and how you're the best at what you do.
Explain your history in detail.
Show the ROI you can bring your customers.
Create emotional alignment between your business and your prospects and customers.

Every story has these three storytelling elements. What are they?

A) Characters, conflict, and resolution
B) Conflict, idea, and resolution
C) Conflict, spark, and conclusion
D) Characters, conflict, and interest

True or false? If prospects can get the answers to their questions and see themselves as characters in your story, they’ll be more likely to purchase from you.

A) True
B) False

Fill in the blank: The conflict in your content’s story should focus on the ____________.

A) prospects' needs
B) prospects' stage of the buyer's journey
C) prospects' problems
D) All of the above

Which of the following is NOT a storytelling best practice?

A) Your story should be clear and concise
B) Create emotional appeal through your content
C) Use the third-person point of view
D) Be consistent and authentic

True or false? The conflict in this blog article is preventing team burnout.True

False

Fill in the blank: This blog post is written from a _____________.

A) First-person point of view
B) Second-person point of view
C) Third-person point of view
D) None of the above

True or false? After you digest material it’s best to try and put ideas together immediately.

A) True, because the best ideas come in the first 30 seconds of consuming content.
B) True, because the material is fresh in your mind.
C) False, you want to give your mind a break to process the information.
D) False, you first need to write concepts down to organize everything.

Fill in the blank: __________ is when you think of an idea out of nowhere.

A) Aha moment
B) Spontaneous ideation
C) The eureka moment
D) Thought spawning

Joan owns a dog walking business and read a blog post that explained search engines are a great place to generate ideas on what people are searching for. Joan starts off her research by typing in 'dog walking tip' to see what insight she can find. Fill in the blank: Joan notices that when she types in 'dog walking tip' the search engine offers some helpful suggestions on popular searches, like 'dog walking tips and tricks.' This is known as _________.

related searches
autocomplete
suggestion finder
Google search queries

True or false? The goal of a braindump is to have everyone structure ideas they’ve put together.

True
False

All of the following are examples of a SMART goal EXCEPT:

A) Increase year over year traffic by 30%.
B) Significantly reduce the amount of time the team spends on creating content.
C) Add five new content formats to the website by end of year.
D) All of the above are SMART goals.

You just landed your dream job as a content creator at a local startup. It’s your first week and your boss asks you to perform a content audit to get acquainted with the company’s collateral as well as organize it. Where might you start looking for content that already exists?

Talk with the sales team
Check with more tenured employees
Look through the company's CRM and CMS
All of the above

When it comes to a long-term content strategy, what is an important buyer persona trait?

Demographics
Challenges
Identifiers
All of the above

Fill in the blank: When identifying buyer’s journey content for a long-term content strategy, it’s important to focus on content for the ___________ stage(s).

Awareness
Consideration
Decision
All of the above

True or false? A buyer’s journey is ever-evolving. You should make updates as you learn more about your buyer persona.

True
False

All of the following are attributes of a content creation workflow EXCEPT:

How much money it will cost to complete initiative
Identifies outside influencers who will be contributing
Identifies and organizes who is in charge of specific tasks
Breaks down all of the work needed to complete a specific initiative

How many rounds of edits should content undergo before being finished?

1
2-4
Post your content once it's finished and edit as you receive feedback.
As many times as you possibly can

Fill in the blank: The above graphic uses a ___________ to help organize hosted files.

A) linear word formula
B) acronym-based system
C) nomenclature system
D) Word association connector

True or false? Your content creation framework should stay consistent over time.

True, the best way to remain efficient is to stick with a process.
True, the investment to update a process can be very expensive and time intensive.
False, as business goals and content change, so should your process to support them.
False, your process should be updated every time a new team member joins.

True or false? If you want to produce great content, then you need to hire an in-house content creator.

True
False

What can you do to make a headline more compelling?

Broaden the topic
Make a promise to the reader
Over five words
Use special characters to help it stand out

The following question pertains to the blog post shown below: The above blog post is an example of which type of headline format?

List format
How-to format
Secret of format
Negative angle format

True or false? Effective writers start by filling in the main points of their content and save writing the introduction and conclusion for after they’ve written their piece.

True, it can be overwhelming to write an introduction first without knowing where the content is headed.
True, the introduction is always the easiest part to write.
False, writing an introduction first will help align the rest of the article.
False, you should write your conclusion before your introduction.

True or false? When possible, you should try and use extensive vocabulary in your writing.

True, extensive vocabulary makes you appear more credible and confident.
True, people make purchasing decisions based on if you look smarter than your competitors.
False, extensive vocabulary makes you appear less credible and confident.
False, extensive vocabulary takes up too much space on a page.

Fill in the blank: The following sentence is an example of ____________ voice? “The grocery shopping was done by your father.”

Active
Passive
Reactive
Subtle

How could this sentence be corrected to cut our fluffy words? “I really just want to go to the store to buy groceries in order to be be prepared for the week.”

“I really want to go to the store to buy groceries in order to be prepared.”
“I just want to go to the store to buy groceries in order to be prepared for the week.”
"I want to go buy groceries at the store to be prepared for the week.”
“I really want to go to the store to buy groceries in order to be prepared for the week.”

True or false? Never use acronyms in your writing.

True, this helps avoid confusion.
True, deleting acronyms makes your content more welcoming.
False, use acronyms sparingly.
False, your audience will know what the acronyms mean.

Which of the following do you need to include in a republished piece of content to maintain SEO authority and attribute value to the appropriate website or author?

Inbound link
Canonical tag
Anchor text
A and B

How can a third-party website avoid duplicate content issues with republishing your content?

Add a tracking URL
Update the content to make it different
Have the third-party publish it at the same time as the original piece
Add a NoIndex tag

How long should you wait before republishing a piece of content to a new website?

It depends, wait until you have at least 5 inbound links.
You shouldn't wait. Republish it immediately.
Two weeks
One week

You have a top-performing blog post that you want to republish. Which platforms should you republish it to?

Only websites that you have partnerships with as you won't have to pay for it.
As many websites as possible; the more sites the more impressions the content will receive.
Only sites that are relevant to your business and industry.
You shouldn't republish content because you'll have duplicate content issues.

You are trying to turn an ebook into a checklist, which method should you keep in mind when repurposing content?

DART
BASE
ACE
ARC

You can use weekly content activities to grow into which type of long-form content offer?

Case study
Ebook
Webinar
All of the above

True or false? A benefit of organic content promotion is that it allows you to show your content to a highly specific audience.

True
False

When is the most effective time to boost content on social media?

When it's performing well
When it has a call-to-action that links to your website
When it showcases one of your products or services
If budget is permitting, then you should boost every social media post

True or false? You should post the same message across all of your social channels.

True, redundant messages ensure that your audience will see it and you get the highest reach.
True, posting the same message will help you save time that you can use on more important initiatives.
False, you should customize the message based on the platform.
False, post the same message to Twitter and Facebook, but update LinkedIn as it's more of a B2B social platform.

Fill in the blank: ______________ is used to achieve the best possible content promotion outcome.

Optimization
Saturation
Experimentation
Consistency

True or false? You should initially spend less time promoting your content than you did creating it, so you can increase your content output.

True
False

You can measure brand awareness by all of the following, except?

How high you rank in search engine results.
How many press releases exist on your website.
Level of engagement on your social channels.
Inbound links coming to your website.

True or false? It’s best to determine a few key metrics and stick to them.

True
False

Fill in the blank: All of the following are engagement signals that help you understand your content’s effectiveness, except for _______________.

likes and shares on a Facebook post
sharing the thank you page to an offer someone just downloaded
comments on a recent blog post
email send rate

Your boss asks you to report on how your content campaign has contributed to his lead generation goals. What metric do you report on to demonstrate its contribution?

Social engagements
Returning blog subscribers generated from your campaign
Total leads generated from your campaign
Increase of brand awareness

Fill in the blank: You had a successful team meeting where you were able to prove the ROI of your content marketing efforts. However, your boss wants more details on the content path that helped closed leads into customers. You could do this by creating a(n) ______________.

attribution report
referrals report
sales report
None of the above

One month into a three-month lead generation campaign, it becomes clear your current plan to reach your goal of ten marketing qualified leads (MQLs) goal does not look feasible. What option will you present during next week’s meeting with your CEO?

You present an updated campaign content plan to reach your set SMART goals, based off of the first month’s data.
You present updated SMART goals better aligned with your projected MQLs for the campaign’s remaining two months, based off the first month’s data.
You hold back on reporting the progress on that particular SMART goal for the campaign, in hopes of things picking up.
You propose staying the course on the current SMART goals and planned content marketing activities, noting that one month of data is not enough to justify changing your SMART goal.

Once you're able to quantify your metrics, what is the next step in developing a growth mindset?

Create a facebook audience
Select a marketing channel to focus on
Start looking for weaknesses in your funnel
Start looking for strengths in your funnel

What does the center ring of the bullseye framework represent?

Your possibility channels
Your long-shot channels
The channels you haven't tested yet
Your top-performing channels

Fill in the blank: When conducting a test, it should work to uncover _______________.

the cost to attain a customer through this channel
the amount of customers available through this channel
whether or not you should be acquiring these customers
All of the above

You’re the Marketing Director for a global financial company. The holidays are approaching and your boss wants to improve the company's bottom line by 7%. You host a team meeting where the goal is to identify opportunities to test, then assign tasks to team members to start implementing right away. Is this approach correct?

Yes, the entire team is present and participating.
Yes, but make sure to assign the test to the appropriate team members.
No, ideation and implementation should be done in separate meetings.
No, you need approval from your boss before running a series of tests.

True or false? If your marketing tests have over a 50% failure rate, then you’ve done something wrong.

True, the majority of your tests should be successful.
True, you should never have over a 50% failure rate with your tests.
False, the purpose of a test is to prove or disprove your hypothesis.
False, you need to perform enough tests that more than 50% fail.

Fill in the blank: The goal of a marketing test is to _____________.

continuously optimize your channels
find a system that works and stick with it
show your competitors that you know what you’re doing
All of the above

True or false? When instilling a growth mindset within your organization, it’s more important to receive buy-in from the customer support team than the products and services team.

True
False

Fill in the blank: A shortcut to improving your SEO is to ____________.

continuously optimize your pages based on updated keyword research
get referenced on sites that already rank well
add more keywords to a page you want to rank for
use more images than text

Fill in the blank: __________ is when you help guide your prospects through purchasing your products or services.

Value-add guidance
Concierge on-boarding
Success channeling
Premier showcasing

Your boss has tasked you with writing a company story that will help make them stand out from their competitors. Keeping this in mind, what’s the most effective question you should start with?

What are you offering?
How will this help your audience?
Why are you doing what you are doing?
None of the above

True or false? You need conflict to tell an impactful story.

True, people care more about the conflict than the resolution.
False, conflict only reduces the connection of what you're trying to communicate.
False, your story is strong enough to explain the value of your products and services.
True, conflict helps build developmental and emotional connections.

Fill in the blank: When you tell a story and the character is your audience, you should tell the story with a ___________.

first-person point of view
second-person point of view
third-person point of view
All of the above

True or false? When identifying raw material for generating ideas, it’s best to stick with a specific area of focus. This way you can become an expert in generating ideas in this field.

True
False

You’re a content creator for an automobile dealership. You’re looking for some inspiration to help generate new content ideas for an upcoming holiday promotion. What source might you find valuable and be inspired by?

Motor Trend Magazine
Wall Street Journal
TIME Magazine
All of the above

How can you uncover your buyer personas’ reading habits?

Include a question on a form
Interview some of your best customers
Make a list of publications you read
A and B
All of the above

Which of the following is NOT a category you should organize your content audit by?

Content title
Buyer's journey stage
Content length
Marketing funnel stage

Fill in the blank: A content compass helps organize monthly initiatives by ____________.

SMART goals
sales campaigns
theme(s)
All of the above

Fill in the blank: To keep your content calendar agile, it shouldn’t extend more than ___________.

two weeks
one month
three months
six months

You asked your colleague to provide feedback on a blog post you recently wrote. When they sent you their feedback, they made edits directly in the doc. Is this a best practice for a content editing process?

Yes, because having an editor complete your content ensures it will read well to others.
Yes, a content editor's role is to make updates the way they see fit.
No, the editor should have tracked changes which would have shown you where they would apply recommended edits.
No, they should have set up a meeting to discuss each edit so you could apply them together.

Fill in the blank: When creating a headline for your content, you should come up with ___________ different headlines.

1
2-3
5-10
At least 10

The following question pertains to the blog post shown below: The above blog post is an example of which type of headline format?

List format
How-to format
Secret of format
Negative angle format

When republishing your content, how can you make sure the republished post stands out in contrast to your original post in search engine result listings?

Update the headline
Use a new author
Add sub-headings to each section
All of the above

True or false? You should only include a call-to-action on a blog post once the offer is launched.

True, if you don’t have a relevant call-to-action, then leave blank.
True, once you publish a blog post, it’s not a best practice to update calls-to-action over time.
False, always provide a next step, even if it’s to sign up for email updates.
False, adding a relevant call-to-action to a blog post will improve your SEO efforts.

Fill in the blank: _______________ helps you group an audience together based on specific criteria from a large list of people.

Demographics
Segmentation
Buyer personas
Ideal matching

True or false? To make sure you’re appropriately communicating the value of your content, you should define as many benefits as possible when promoting it. The more the better.

True
False

You’re analyzing the performance of your social channels and you notice that Facebook consistently outperforms your Twitter and LinkedIn page. What should you do next?

Post the same message on all channels as Facebook since it is working well.
Analyze Facebook further to see which posts are working for future content ideas.
Transition all social ad budget to Facebook in support of boosting each post moving forward.
All of the above

Optimizing your content helps improve __________.

reach
engagement
conversions
All of the above

When examining your attribution report, you notice 85% of your leads that have closed into customers have downloaded your introductory ebook, but your sales team is only closing 1% of leads from social sources. How do you support your Sales team to close more leads from social into customers?

Ensure all leads from social sources are nurtured with the introductory ebook before speaking to sales.
Devote more time to posting blogs on Facebook.
Direct further resources for paid advertising on Twitter to spread your influence to additional channels.
Connect with your sales team to coach them on their disconnect in closing the leads.

What results can you yield by establishing reporting expectations prior to campaign launch?

The campaign’s written SMART goals will free stakeholders from being directly involved.
The campaign’s planned content will insulate your team from developing unexpected material outside of the written SMART goals.
The campaign’s written SMART goals better align your work with the stakeholders’ key metrics.
The campaign’s planned content better aligns your work with the CEO’s quarterly expectations.

Which departments does growth marketing support?

Marketing
Sales
Customer Service
A and B
All of the above

Which best explains the bullseye framework?

A testing sequence geared towards identifying content your audience cares about
An organized three-step approach to gaining traction
A system that notifies you when your competitors produce a piece of high-performing content
All of the above

Fill in the blank: The _________ can help you develop a mission statement that connects with your audience.

persona creation process
Golden Circle
Inbound Methodology
buyer's journey

Every content brainstorm needs the following EXCEPT:

A moderator
A clear agenda
At least five people
Visual aids

Fill in the blank: A great way to create a comfortable atmosphere for a company brainstorm is to start off with _________.

role call
icebreakers
team goals
breaking into groups

You're in a brainstorming session with your co-workers. You come up with five topics for your ebook, your colleague says that's all you need. How should you respond?

“Yes, there’s no reason to keep going if we have enough topics for our ebook.”
“Yes, we can always identify more later if we need them.”
“No, we should have at least ten supporting topics for every ebook we want to create.”
“No, we should make a list of as many supporting topics as we can.”

To help increase awareness for an upcoming product launch, your manager increases paid promotion funds by 300%. Which channels could you disperse these funds to?

Twitter
LinkedIn
Google
A and B
All of the above

True or false? SnapChat and Pinterest are examples of platforms that a growth marketer might want to test for their business.

True
False

What does an UTM parameter help you identify?

Lifecycle stage
Lead attribution
Company name
Content medium

Fill in the blank: To effectively tell your business’ story, you need ________________.

an interesting history
a testimonial from a happy customer
a mission with supporting values
great products and services

Get Certified in Hubspot Content Marketing Now!

Hubspot Inbound Sales Certification Exam Answers

Hubspot Inbound Sales Certification Exam Answers 2018 , introduce you to the Inbound Sales Methodology from identifying potential buyers, to developing outreach strategies, to building personalized presentations, this free certification covers the basics of what inbound sales is all about.
All the content spans the entire Inbound Sales Methodology and each class covers the high-level best practices and fundamentals of these individual components of the great methodology.

Get Certified in Hubspot Inbound Sales Now!

What is the buyer doing during the awareness stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Becoming aware of the ways your solution can help them.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a specific solution category

What is your role during the awareness stage of the buyer’s journey?

Help the buyer define their goals and challenges.
Help the buyer understand the different ways they might address a goal or challenge.
Convince the buyer to buy your product or service.
Help the buyer weigh the pros and cons of your solution relative to other options.

What is the buyer doing during the consideration stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Considering the pros and cons of using your solution.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

What is your role during the consideration stage of the buyer’s journey?

To help the buyer define their goals and challenges.
To help the buyer understand the different ways they might address a goal or challenge.
To convince the buyer to buy your product or service.
To help the buyer weigh the pros and cons of your solution relative to other options.

What is the buyer doing during the decision stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Deciding on a budget for the next 12 months.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

What is your role during the decision stage of the buyer’s journey?

You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:

Contact inbound leads
Introduce yourself to common connections
Leave voicemails for your leads
Offer your leads a product demo

You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:

Explore your lead’s goals and challenges.
Guide your lead toward the right conclusion, even if that’s not to buy from you.
Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
Position yourself as an expert who can help your lead sort through their goals and challenges.

You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:

Deliver a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals.
Help the buyer connect your company’s broad positioning to their specific goals and challenges.
Provide the buyer with case studies and general information about your company.
Ask the buyer to buy your product or service.

What is the goal of the identify phase of an inbound sales strategy?

To identify good-fit leads from within the large pool of available prospects.
To identify the goals and challenges of specific prospects.
To identify the ways your product or service can benefit people who match your buyer personas.
To identify ways to differentiate your offering from your chief competitors’ offerings.

What is an active buyer?

Someone who has explicitly stated their desire to buy your product
Someone who is ready to buy your product
Someone who is actively researching a goal or challenge
Someone who has bought from you in the past and is looking to buy again

When you identify an active buyer, what stage of the buyer’s journey will they most often be in?

The awareness stage
The consideration stage
The decision stage
The inbound stage

What is a passive buyer?

A buyer who needs extra encouragement before they commit to buying
A lead who has expressed interest in your product but hasn’t committed to a timeline for buying
A person who buys a product without speaking with a sales representative
Someone who is a good fit for your offering but isn’t looking to buy right now

True or false? You should only start identifying passive buyers after identifying all of the active buyers.

True
False

How quickly should you contact inbound leads?

Preferably within minutes of receiving the lead.
Preferably within a day or two of receiving the lead.
Not too quickly, so you don’t seem overeager.
On a weekly cadence, since these leads are unlikely to lose interest in your offering.

What is the difference between a sales process and an inbound sales strategy?

A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces the need for a sales process.
Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
A sales process describes the steps a seller takes during a sales cycle, while an inbound sales strategy describes the steps a buyer takes.
An inbound sales strategy is a type of sales process.

All of the following are examples of inbound leads EXCEPT:

A live chat from a website visitor
A phone call into your company
Someone who reaches out to you on LinkedIn or Twitter
Someone who mentions your company on LinkedIn or Twitter

All of the following could be a trigger event EXCEPT:

A press release or job posting from a good-fit company
A good-fit person mentioning a relevant keyword or hashtag on social media
A good-fit person mentioning one of your competitors on social media
A good-fit person submitting a form on your website.

What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?

Improve their website’s lead-capture tools
Monitor the situation but wait for the company to initiate contact
Call the company and offer to help
Send a LinkedIn invite to the most likely buyer at the company

An inbound sales strategy focuses on identifying people who _________.

might already be interested
work at major corporations
have a budget, the right authority, a need, and a timeline
are already familiar with your product or service

Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies . For sales teams who sell directly to consumers, an ideal customer profile identifies .

an industry, a geographic territory
an individual company, a specific potential customer
a type of company, a portion of the general population
a small group of target accounts, a larger group of prospects

How long should each message in your sequence be?

Short. Voicemails should be less than 15 seconds and emails should be less than 200 words.
It varies. If you have a lot of relevant information you have to share, your messages will be longer.
As long as they need to be to communicate your value proposition.
As long as possible. Increasing the amount of information you share increases the likelihood that a lead will engage with you.

How often should you reference yourself in your outreach messages?

Never. Your messages should be solely about the buyer and their context.
As often as necessary to communicate your value proposition.
As often as possible. You need to convey your value and expertise to the buyer.
No more than half as much as you reference your buyer and their situation.

Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

Respectfully answer their questions, then mark them as "unqualified" in your CRM and don't spend any more time on them.
Treat them the same way you would treat your target persona because there's a good chance they're doing research for that person.
End the call as quickly as possible because there's no reason to spend time talking to junior employees.
Ask to talk to their supervisor and see if you can qualify that person as a lead.

Fill in the Blank: End each email with a ______.

Question
Offer
Joke
Deadline

All of the following are examples of social selling EXCEPT:

Reading, sharing, and commenting on blog posts
Following and engaging with thought leaders on social media platforms
Sharing content from your company and other sources on social media
Sending a series of personalized emails to good-fit prospects

Which of the following is an example of a common connection?

Your brother-in-law has a friend who could benefit from your offering.
A potential buyer lives in the town where you grew up.
You meet a good-fit prospect at an industry event.
You and a potential buyer went to the same university.

All of the following might be included in an ideal customer profile EXCEPT:

Economic factors that make a customer ideal or not ideal
Market segments that are ideal or not ideal to sell into
Geographic locations that are ideal or not ideal to sell into
Goals and challenges an ideal customer needs help with

What is a trigger event?

An action that triggers an automated email from your marketing automation platform.
Anything that indicates that you could provide immediate value to someone.
An action that indicates a prospect is ready to move from the identify phase to the connect phase.
An event that indicates a sales opportunity is about to expire.

When should you transition to the explore phase?

After you’ve confirmed the buyer’s budget and authority
When the buyer answers one of your calls or emails
When the buyer confirms they’re interested in discussing a goal or challenge with you
As soon as you begin researching the buyer’s context and needs

What does it mean to make your outreach "human"?

Avoiding automated processes and technology.
Making sure your approach is empathetic and personable.
Making sure your first meeting with a new prospect happens in-person.
Involving as many different people from your company as possible in your relationship with every prospect.

What does it mean to make your outreach "helpful"?

Telling people how to solve their problems.
Telling people what problems they should focus on.
Providing people the insight and guidance they need at each step of the buyer’s journey.
Explaining things to your prospects as simply as possible.

Fill in the blank. If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.

goal
challenge
plan
timeline

What does it mean to make your outreach "holistic"?

Working with as many different kinds of people as possible.
Trying to solve as many problems as you can for each prospect.
Sharing all of the relevant information at the same time instead of sharing a little at a time.
Providing the same level of human, helpful service to people at every stage of the life cycle.

Fill in the blank. If a prospect says, “I’m hoping to get this figured out before the end of the quarter,” that’s an example of a __________.

goal
consequence
implication
timeline

How can you make sure the content you share is relevant to your prospects?

Make a list of the problems you help your customers solve and map your content to those problems –– then share relevant content.
Have physical copies of your company's content on your desk so you can flip through them during phone calls and find what you're looking for.
Share as much content as possible with each prospect to increase the likelihood of giving them the content they need.
Reduce the amount of content you use and focus on sharing only the content that is relevant in the decision stage of the buyer's journey.

Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.

goal
consequence
implication
timeline

Fill in the blank. If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.

goal
consequence
implication
timeline

If a lead calls you in response to a voicemail you left, what should you do?

Ask questions about their budget and authority to make sure they're a qualified lead.
Skip the connect call and transition immediately into an explore call.
Run the connect call as you would have if they had answered the phone when you initially called.
Move the conversation to email to make it more convenient for them.

Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond?

“That’s a good start, but you should probably plan on creating a few additional steps.”
“That’s probably good. 10 is usually the right number of steps to have.”
“That’s probably too many steps. It’s generally best to end a sequence at five steps because you won’t get many additional responses after the fifth attempt.”
“Hard to say. There isn’t a single best practice around the right number of steps in an outreach sequence.”

If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:

Sharing content from other sources
Offering free consultations
Creating your own content
Proceeding with your inbound strategy without using content

All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context.
Effective communication: You can have a structure for communicating your prospect’s story back to them, helping them know that you heard them.
Advising: You can position your products and services as a solution to your buyer’s challenges.
Identifying: You can have a clear way to measure whether a potential lead is a good fit for your offering.

What do you need to do before connecting with someone on social media?

Verify their buying authority
Provide some kind of help or value to them
Determine how good of a fit they are for your offering
Monitor their content for four to six weeks

How can you start building rapport before getting on a call?

By researching your prospect
By practicing your sales pitch
By sending multiple emails to prepare the buyer for the call
By preparing a discount ahead of time

How long should the rapport-building part of an exploratory call be?

Short. Don’t spend more than a few seconds on rapport building.
Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed.
As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood of moving to the advise phase of your inbound sales strategy.
It will vary based on your personal sales style.

You should do all of the following in your sales presentation EXCEPT:

Confirm the prospect's timeline.
Ask the prospect to commit to your fee.
Discuss how the prospect typically makes a purchase.
Show the prospect as many features of your offering as possible.

All of the following questions are part of the 1-10 closing technique EXCEPT:

On a scale of one to ten, where one is "I'm not at all interested in working with you," and ten is, "I want to buy right now," what number would you say you are?
Wow, that's a high number! Why did you pick that number?
That makes sense. Sounds like you have a lot of good reasons to buy our product. So why didn't you pick ten as your number?
I understand. Now I'm going to pick a number that I think is the right number for you. What number do you think I'm going to pick?

How should you begin your sales presentation?

With a description of your product’s features and value propositions.
With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed.
By discussing how your offering will help them achieve the goals they’ve shared with you in previous conversations.
By confirming the prospect’s budget and authority.

How do you determine the timeline for closing a deal?

Ask the prospect when they need to achieve their goal and work backwards from that date to determine when they need to sign the contract.
Ask the prospect when they need to achieve their goal and have them sign the contract on that date.
Recommend a deadline based on the length and complexity of your sales cycle.
Allow the prospect to choose the date they think will be best for closing the deal.

Where in your presentation should you present case studies on other companies you’ve worked with?

At the beginning of the presentation, to build credibility.
At the end of the presentation, to encourage commitment.
Throughout the presentation, to add continuity.
Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation.

Here's a paragraph from a recap email. “You mentioned that you need to get into a larger space, but you have a lot of specialized equipment that can't be moved easily. Your best plan is to hire a moving company, but you're worried that the equipment will get damaged or miscalibrated in the move.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

What is the purpose of the 1-10 closing technique?

To help the buyer define a timeline for purchasing your solution
To convince the buyer to purchase your solution
To help the buyer weigh the pros and cons of moving forward with your solution
To qualify leads during the exploratory call

When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?

Back up to the explore phase of your inbound sales strategy and figure out what you missed.
End the meeting as quickly as possible and stop pursuing that lead.
Offer them a discount.
Split the difference and recalculate the lead value.

Here's a paragraph from a recap email. “You currently have a quote from a moving company for about $5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was moved safely and on time. However, the decision isn't yours alone. Sebastian is in charge of the equipment and Sal will have to approve the higher budget. We'll include them in our next meeting to discuss the details of where we go from here.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

Which of the following is the BEST way to discuss a prospect’s budget?

Ask the prospect how much they’re planning to invest to achieve their goals.
Suggest a price that’s high enough that you can let them negotiate the price down.
Offer a discount based on their goals and timeline.
Give them a time-bound quote.

Here's an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
It's fine as is

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _ and _.

your prospect's budget, your company's needs
your goals, your prospect's goals
where the prospect is now, where they want to be
the awareness stage of the buyer's journey, the consideration stage of the buyer's journey

Here's an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect's goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
I'ts fine as is

Here's an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
I'ts fine as is

What is the main goal of a presentation?

To provide value to the prospect
To recap the exploratory call
To work with the buyer on pricing
To review what the potential buyer should know

You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:

Identify active buyers
Identify passive buyers
Research potential buyers
Help a lead identify their goals and challenges

What is the difference between ideal customer profiles and buyer personas?

Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers.
Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects.
Ideal customer profiles are used by marketing teams, while buyer personas are used by salespeople.

What is an inbound lead?

An anonymous website visitor
A person who buys a product without speaking with a sales rep
A lead who requests a product demonstration
A person who has visited your website and identified themselves in some way

What should your outreach messages try to do?

Persuade the buyer to shorten their buying timeline.
Generate a response of any kind from the buyer.
Help the buyer make progress in defining or solving their problem.
Move the buyer into the next stage of the buyer’s journey.

Here's a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven't relocated into a larger space by then, you won't be able to hit those goals. On the other hand, if you get into the space you're currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

All of the following are questions to ask while discussing authority EXCEPT:

“How have decisions like this been made in the past?”
“Who else needs to be involved in this decision?”
“Do you typically discuss things like this with anyone in your family or with another trusted advisor?”
“Are you the right person for me to be talking with?”

Your teammate is prepping for a sales presentation and they've outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

“This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”
“This is a good way to finish the presentation, but you should start by explaining our offering and how it can solve their problems.”
“This is okay, but a better approach would be to give them a demonstration of our product.”
“This is great! Leave it like it is.”

Get Certified in Hubspot Inbound Sales Now!

HubSpot Sales Enablement Certification Answers

HubSpot Sales Enablement Certification Answers 2018 . The Sales Enablement Certification will teach you how to develop a marketing-driven sales enablement strategy. This course was designed with marketing managers in mind, but other marketers as well as sales leaders can benefit from learning the principles involved in this approach to sales enablement.
Hubspot Sales Enablement Certification Answers

Get Certified in HubSpot Sales Enablement Now!

The internet has changed the power dynamics between buyers and sellers. How does sales enablement help businesses use this change to their advantage?

By helping sales teams focus on the prospects who are most interested in buying.
By making the company's outreach efforts harder to ignore.
By making the business's website more “mobile friendly.”
By increasing the volume of sales emails the company sends out.

Why is inbound an important part of a good sales enablement strategy?

Modern buyers do the majority of their buying research before talking with sales, so marketing and sales need to work together to make sure online information matches the information used by the sales team.
Inbound helps with targeting larger companies, while normal sales enablement tactics work better when targeting smaller accounts.
Sales enablement can only be implemented if your company is using inbound techniques.
Sales enablement is a required part of inbound practices.

What is sales enablement?

The processes, content, and technology that help sales teams sell efficiently at a higher velocity.
Any strategy that helps sales teams close more deals.
The process of replacing your existing marketing functions with sales positions.
All of the above.

Which of the following is NOT part of a sales enablement strategy?

A marketing automation platform
A clear goal
A target buyer
A content strategy

What’s the difference between a vision and a goal?

A vision is a state of affairs you want to bring into being. A goal is a metric outcome you can check off a list.
A goal is a vision with metrics attached to it.
Goals are rigidly defined, while a vision is a vague aspiration.
A vision is a long-term plan for an entire organization. A goal is a short-term outcome that an individual tries to accomplish.

True or false? You need a vision or goals but not both.

True
False

A vision should be all of the following EXCEPT:

Achievable within one year.
Bold.
Easy to explain.
Challenging to accomplish.

True or false? Marketing and sales should have separate revenue goals.

True
False

It is important to translate your vision into a revenue goal for all of the following reasons EXCEPT:

Revenue is a metric that’s easily understood by executive leaders.
Revenue is a metric that marketing and sales can both contribute to.
Translating the vision into a revenue goal makes the vision more concrete.
Translating the vision into a revenue goal makes the vision easier to achieve.

What is an ideal customer profile?

A checklist of the most basic attributes someone needs to have in order to be successful as your customer.
A story that explains how people go from being a prospect to being your customer.
A description of a particular customer you want all of your prospects to be similar to.
A way of organizing the information you collect about prospects during the sales process.

What is a hand raiser?

Someone who explicitly asks to talk to sales.
A lead that marketing has qualified for sales outreach.
A customer who volunteers to participate in persona research.
An employee who volunteers to lead a smarketing meeting.

If you find yourself with a lot of poor-fit leads, all of the following are good ways to solve this problem EXCEPT:

Send the leads to sales for further qualification.
Look for bad-lead sources and turn them off.
Revisit your ideal buyer profile and make your definition of “fit” less stringent.
Find ways to improve the messaging in your marketing content.

What should you do with the leads in box 2?

Have marketing nurture them
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

What should you do with the leads in box 3?

Have marketing nurture them.
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

Which of the following BEST describes a sales and marketing service-level agreement (SLA)?

An agreement between sales and marketing that requires certain actions from each team.
A document that outlines the service marketing will provide to sales.
A document that outlines the service sales will provide to marketing.
A plan for marketing and sales to work together on content creation.

Which of the following is NOT a benefit of implementing a sales and marketing service-level agreement (SLA)?

A single leadership team over sales and marketing.
Increased accountability between sales and marketing.
Increased alignment between sales and marketing.
Clearer goals for sales and for marketing.

What does a sales and marketing service-level agreement (SLA) require marketing to do?

Provide sales with a certain number of qualified leads.
Produce a certain amount of content.
Attract a certain number of visitors.
Nothing — the SLA outlines the service sales will provide to marketing.

Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and sales will contact each lead as soon as possible.

This SLA's requirements focus on the wrong activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Evaluate this SLA: Marketing will generate 50 leads each month.

This SLA's requirements focus on the wrong activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.

This SLA's requirements focus on the wrong activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

If your service-level agreement requires your marketing team to produce more leads than they normally do, what is the FIRST thing you should do?

Evaluate your marketing resources to see if they can be reallocated into higher-performing assets.
Recalculate the SLA to make it more reasonable.
Hire more marketers.
Implement a marketing automation platform to accelerate your marketing processes.

What is a judicial branch?

A small group of leaders who review every lead sales rejects.
A small group of salespeople who determine whether the leads marketing is creating are qualified properly.
A small group of marketers who monitor sales activity to make sure qualified leads are getting contacted promptly.
The core group of attendees at smarketing meetings.

True or false? The judicial branch must be more than one person.

True
False

After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll have the sales leadership team make that part of their monthly meeting.” How do you respond?

“In the interest of being unbiased, I think it would be better to have the judicial branch made up of people who are outside of the sales and marketing organization.”
“Perfect! We want to make sure the sales team is as involved as possible, and having sales leadership reviewing dropped leads is a great way to start.”
“I think that’s the right group of leaders, but monthly meetings won’t be frequent enough to do the job. Can we have them meet every two weeks instead?”
“The sales leadership shouldn’t be involved. It would be better to have the marketing leadership do this job.”

If the leads your marketing team produces are consistently low quality, which of the following is the BEST way to improve your lead quality?

Optimize your messaging to stop attracting the wrong people.
Lower your lead qualification standards.
Nurture the leads until they’re a better fit.
Generate a higher number of leads so that more good-fit leads will be brought in.

True or false? Contacting new leads within five minutes is better than contacting them within 24 hours.

True
False

What is the difference between work groups and teams?

Work groups are accountable as a group, while teams hold individual members accountable.
Work groups have a flat structure, while teams have an internal hierarchy.
Members of a work group are independent from each other, while members of a team rely on each other to get work done.
All of the above

What is the purpose of smarketing meetings?

To have marketing and sales come together to identify and solve problems.
To have marketing and sales come together to report on progress toward meeting the requirements of their SLA.
To have marketing and sales come together to recognize high achievers and reward good work.
To have marketing brainstorm ideas for better serving the sales team.

True or false? Executive leaders should attend smarketing meetings.

True
False

Which of the following is the BEST way to ensure your smarketing meetings have a high level of psychological safety?

Make sure all of the attendees speak in roughly equal amounts.
Have the executive leaders who attend the meetings lead the discussion.
Don’t bring up problems if the people who caused the problem are in the room.
Avoid calling on individual people to answer questions. Instead, wait for people to volunteer.

Why should defining your target buyer be part of your sales enablement strategy?

It will increase your sales efficiency by helping your sales team spend more time with people who are more likely to buy.
It makes it easier to track the progress you’re making toward your goals.
It’s impossible to implement a sales enablement strategy without first defining a target buyer.
It's a good way to identify gaps in your current sales process.

True or false? Personas can change over time.

True
False

When you ask your customers about their goals and challenges, what are you trying to figure out?

How long they expect to be in their current position.
How you can help them overcome their challenges and achieve their goals.
What they hope your product will do.
A good way to convince them to buy your product.

When asking a customer about their shopping preferences, you want to learn all of the following EXCEPT:

What features they look for in a product like yours.
What their buying process looks like.
Who else is involved in their buying process.
Whether or not they want to work with a salesperson.

How many customers do you need to interview in order to develop a high quality buyer persona?

About 15
One or two
All of them
Approximately 20% of your customer database

Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.

motivations
role
job description
point of view

Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?

“I need to feed my kids a healthy meal that won’t take long to make.”
“I just got home late from work and my kids are hungry.”
“It’s dinnertime and I don’t know what to make.”
“I don’t want to cook right now, but I have to.”

Which of the following is a benefit of using Jobs to Be Done?

It helps you identify the products you’re indirectly competing with.
It helps you identify strategic alliances with products in other industries.
It helps you understand why your customers buy from you.
All of the above.

Which of the following BEST describes the difference between persona interviews and Jobs to Be Done interviews?

Persona interviews seek to uncover facts about a person, while Jobs to Be Done interviews try to piece together a narrative.
Persona interviews can be done in a group, but Jobs to Be Done interviews need to be individual.
Persona interviews are conversational, but Jobs to Be Done interviews are usually scripted.
Persona interviews need to be repeated regularly, but Jobs to Be Done interviews only need to be done once.

Which of the following is the BEST way to uncover the job that people hire your product to do?

By interviewing individual customers.
By sending out a survey to some of your customers.
By researching similar products online.
By bringing your marketing and sales teams together to brainstorm possible jobs.

Which of the following best describes the relationship between the interview process for identifying Jobs To Be Done and the interview process for understanding personas?

Persona interviews focus on understanding the sort of person you're interviewing, while Jobs To Be Done interviews focuses on the reason they bought your product.
The two processes are basically the same.
The questions in the two interviews are basically the same, but persona interviews are conducted with customers, while Jobs To Be Done interviews are conducted with prospects.
Jobs To Be Done interviews focus on a person's employment, while persona interviews focus on the person's personality.

Which of the following is NOT an element of a hero statement?

A sales goal
A persona
A job to be done
Your company’s name

Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are in the market for a security system.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at mid-size property management firms who need to outsource their landscaping so they can focus their attention on taking care of their tenants.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to eat healthy but don’t have the time to cook and eat vegetables.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

How quickly should a member of your sales team be able to find a relevant piece of content to share with one of their leads?

Within a minute.
Within two minutes.
Within five minutes.
Within ten minutes.

What should the content your sales team uses during the sales process do?

Answer common questions.
Provide value to the prospect.
Resolve common concerns.
All of the above.

Fill in the blank: _____ is the glue that holds sales and marketing teams together.

Content
Management
Technology
The judicial branch

What's the sales team's role in content creation?

Sales should be involved in content creation on an ongoing basis.
Sales should be involved in identifying the content that needs to be created but not in creating it.
Sales may be involved in the early stages of your content creation efforts, but once your sales enablement strategy is fully implemented, marketing should be able to create content without help from sales.
Sales should manage marketing’s content creation operations.

You tell your executive team that your company should have a content manager, and they ask, “Can’t someone take that on as a side project?” How should you respond?

“That’s a good way to start, but we should put a plan in place for expanding the role into a full-time duty.”
“Yes, that would be best. Content management isn’t a full-time job.”
“No, if we can’t have a full-time content manager, we may as well not have a content manager at all.”
“Yes, but only if it’s a member of the executive team that does it.”

All of the following are reasons to extend your sales enablement efforts beyond the sale EXCEPT:

Existing customers are more likely to buy than new prospects are.
Successful customers are more likely to recommend your product to a friend.
Helping your customers succeed prevents negative reviews online.
It increases your sales team's likelihood of hitting their quotas.

Which of the following is the BEST explanation of what it means to help your customers “fire” their old solution?

Helping them stop using whatever their previous solution was, even if they were “making do” without a product.
Helping them cancel any contracts with other service providers.
Helping them understand why they should never go back to using their old solution.
Helping them encourage their friends not to use the solution they were using previously.

True or false? Some potential customers won’t buy because they don’t know how to fire their old solution.

True
False

Which of the following is NOT part of customer enablement?

Helping your customers use your product most effectively.
Helping your customers do the job they hired your product to do.
Helping your customers buy from you again.
Helping your customers see your competitors’ failings.

True or false? If your product can be used to do more than one job, content that talks about all of those jobs will be relevant to your customers.

True
False

All of the following are reasons to implement technology as part of your sales enablement strategy EXCEPT:

To replace your processes.
To provide visibility across teams.
To measure the outcomes of your strategy.
To automate parts of your strategy.

Which of the following is an example of a core system?

CRM
Email templates
SLA
Jobs to Be Done

Which of the following is an example of an edge system?

CRM
Email templates
SLA
Jobs to Be Done

True or false? Marketing and sales should share a single database of customer information.

True
False

Fill in the blanks: You need to figure out your _ before you can implement a _.

process, technology
technology, process
edges, core
single source of truth, sales enablement technology

True or false? Inbound means creating marketing and sales that people love by providing helpful content and resources that attract people to you.

True
False

Which of the following is a reason sales and marketing need to be aligned?

To make sure messaging is consistent across both teams.
To make sure the two teams’ goals are complementary.
To combine the strengths of both teams.
All of the above.

How do goals and a vision work together?

A vision inspires long-term action, and goals track individual steps toward achieving that vision.
Goals state what a company wants to accomplish, and a vision is a description of how those goals will be accomplished.
Goals are used to measure performance internally, and a vision is the messaging used to communicate those goals externally.
A vision is a document that contains descriptions of multiple goals.

True or false? If you don’t have enough hand raisers and good-fit, sales-ready leads to keep your sales team busy, your sales reps should find helpful ways to reach out to good-fit leads that aren’t sales ready.

True
False

What should you do with the leads in box 1?

Have marketing nurture them.
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

What does a sales and marketing service-level agreement (SLA) require sales to do?

Contact the leads marketing generates within a certain timeframe.
Contact a certain percentage of the leads marketing generates.
Close a certain number of deals.
Nothing — the SLA outlines the service marketing will provide to sales.

If your service-level agreement requires your marketing team to generate 40 qualified leads each month, how should they deliver those leads?

At a steady rate, about 10 leads each week.
They should deliver as many leads as possible in the first half of the month so sales has the whole month to work with them.
The should deliver as many leads as possible in the last half of the month to help sales hit their quota.
It doesn’t matter, as long as 40 qualified leads are delivered each month.

If your service-level agreement provides your sales team with more leads than they can handle, what's the FIRST thing you should do?

Evaluate each rep’s sales velocity and look for areas that can be improved.
Recalculate the SLA to make it more reasonable.
Hire more salespeople.
Have your marketing team nurture the leads sales can’t get to until sales is able to contact them.

Why are smarketing meetings an important part of a sales enablement strategy?

They maintain alignment between marketing and sales.
They provide a place to recognize high achievers.
The provide a place for reporting to upper management.
All of the above.

You explain the concept of smarketing meetings to your leadership team, and one person asks, “How often do we need to have these meetings?” How do you respond?

“We’ll have to figure out what works best for us, but every two weeks is a good place to start.”
“No more than once a month. More frequently than that takes too much time away from people’s individual projects.”
“At least once a quarter. Any less than that, and we’ll have trouble getting into a rhythm.”
“Once a week, at a minimum. This is important enough that we need to be meeting weekly to stay on top of our goals.”

What does it mean to ask a customer about their “watering holes”?

Ask them where they learn new things related to their job.
Ask them what distracts them from achieving their goals.
Ask them what their hobbies are.
Ask them what refreshes them when they feel frustrated.

What is the relationship between personas and Jobs to Be Done?

Personas identify the type of person you should sell to, and jobs describes what you can help them do.
Personas and jobs are two different methods of arriving at the same information.
Personas identify the people you should sell to, and jobs identifies the people you should hire.
Personas are for marketing, and jobs is for sales.

True or false? You should create a separate hero statement for each of your personas.

True
False

If your website doesn’t have much content to attract visitors, which of the following would be the best content to create first?

Articles that answer sales-related questions, such as how much your product costs.
An “About Us” page that describes the history of your company.
General interest pieces that have broad appeal to your persona, even if the topics aren’t closely related to your product.
All of the above.

All of the following are benefits of involving content in your sales process EXCEPT:

Content enables your sales team to charge more for your product.
Content makes it easier for your sales team to address common concerns.
Content increases the amount of value your sales team provides to their prospect.
Content reduces the amount of time it takes sales to answer questions.

True or false? If your marketing team is producing a lot of content, a large percentage of it is naturally going to be valuable to the sales team.

True
False

In most companies, which department produces the most content?

Sales
Marketing
Legal
None of the above

Which of the following places would be a good place to experiment with video?

FAQ pages
Blog posts
Sales emails
All of the above

What is an insights committee?

A group of employees who help with content creation.
The marketers in charge of creating insightful content.
A small group of leaders who review every lead sales rejects.
The leaders who lead a sales enablement initiative.

True or false? Content should be a part of every step in your sales process.

True
False

A member of your marketing team wants to send a sales offer to your existing customers. How do you respond?

“That’s fine, as long as it helps them do the job they hired our product to do.”
“That’s a good idea because we can put more pressure on people who have previously bought from us than we can put on prospects.”
“We shouldn’t do that. Asking customers to buy from us again is a betrayal of their trust.”
“That’s a bad idea. Those people have already bought from us. We should focus on finding new prospects instead.”

Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales will convert 50 of those leads into customers.

This SLA's requirements focus on the wrong activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

What is the difference between an ideal customer profile and a buyer persona?

An ideal customer profile broadly describes your target market, and personas describe the types of people in that market.
Ideal customer profiles are used primarily by marketing, and personas are used primarily by sales.
An ideal customer profile should include jobs to be done, and a buyer persona includes only demographic information.
All of the above.

All of the following are ways to involve your sales team in the content creation process EXCEPT:

Have individual sales reps take turns acting as content manager.
Have the sales team send the marketing team the content they’ve already created.
Have the sales team BCC the marketing team when they answer questions asked by prospects.
Have your content manager interview members of the sales team.

True or false? You should invest in keeping your technological core in place long-term, but you can experiment with your edge technologies and change them easily.

True — Although your core system can be changed, changing it frequently is complicated and can lead to confusion. But the edges are a great place to experiment and try new things.
True — It’s impossible to change your technological core, but changing your edges is painless and should be done frequently.
False — You should experiment with all of your systems on an ongoing basis.
False — You should invest in keeping both your core and edges in place long-term.

What is a buyer persona?

A semi-fictional representation of your ideal customer based on data.
The demographic information of a particular sales prospect.
A categorization of leads that indicates how “sales ready” they are.
A story that describes your sales process from the buyer’s point of view.

After creating your hero statement, you identify a type of person who is interested in your product that you can’t be a hero to. What should you do for these people?

Make it clear early on that your product isn’t a good fit for them.
Accept their business and serve them as well as you can.
Modify your product to do both jobs.
Ignore them and focus on your target buyers.

Which departments should be involved in creating content?

All departments
Just marketing
Just marketing and sales
All customer-facing departments

True or false? You should only create video content if you have a high-quality camera and lights.

True
False

What should your sales team do with marketing qualified leads?

Reach out to help and answer questions.
Try to close them before the “window of opportunity” closes.
Back off and let marketing handle the communication.
Wait for them to raise their hands.

Get Certified in HubSpot Sales Enablement Now!

¿Qué indica un Nivel de calidad alto?

Las palabras clave negativas pueden ayudar a los anunciantes a mejorar la orientación de sus anuncios. ¿De qué manera?

El objetivo comercial de Anne-Marie es aumentar las ventas en línea de sus bolsos artesanales. Sus costos de AdWords son de USD 100 semanales, y desea saber si su inversión publicitaria está dando frutos. ¿Qué información adicional necesita usted para poder calcular el retorno de la inversión (ROI) de Anne-Marie?

Menu

HubSpot Sales Software Certification Exam Answers

All of the following tools can be used to capture inbound leads, EXCEPT for:

Which of the following is the HubSpot tool that shows you which companies have visited your website?

All of the following are true about forms and lead flows EXCEPT:

Which of the following is the easiest way to create a new contact record?

There are two main differences between forms and lead flows. One is that forms are embedded on the page while lead flows appear on top of the page. What's another difference?

Which of the following is NOT a recommended best practice for the messages tool?

You see that a particular company has visted your website several times in the past few days, so you decide to call them. A receptionist answers the phone. Which of the following would be the BEST way to proceed?

True or false? If a lead flow only asks for a visitor's email address,that's enough information to create a useful record in the CRM.

In HubSpot CRM, what’s the relationship between contacts and companies?

The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:

Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?

Which of the following statements is true?

This training has contrasted the traditional way of doing sales with a new way, known as “inbound sales.” Which of the following BEST describes what makes inbound selling different from other sales techniques?

What information shows on the timeline of a company record?

How can you find all of the contacts who don’t have a value in a particular property?

How can you share saved filters with other team members?

True or false? When you change the displayed properties in the “About” section of a contact record, that change automatically carries through to all contact records in the CRM.

Which of the following is a benefit of keeping your contacts’ Lead Status property up to date?

Fill in the blanks. Good email templates increase ______ without sacrificing _____.

Which of the following is FALSE about sales emails?

Email templates in HubSpot Sales must have all of the following EXCEPT:

When writing the body of an email template, it’s important to include all of the following EXCEPT:

Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?

Which of the following is a best practice for email subject lines?

Which of the following is true about an email template’s name?

Your team just hired a new sales rep, and you’re coaching them on how to create a good email template. They ask you how to figure out the purpose of a template. What advice should you give them?

What is a task queue?

You can set a due date when you create a task. What happens when the due date arrives?

Which of the following is NOT a type of task in HubSpot CRM?

What's the BEST way to add people from your saved filters into a task queue?

How do you record emails in the CRM if you are NOT using the HubSpot Sales email extension?

For the following questions, imagine you are creating an email template for following up with people who missed a scheduled appointment. You found this email in your sent folder that you want to use as a template:

When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)

When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)

When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)

When creating an email template in HubSpot Sales, how would you add a description of the topics the meeting was supposed to cover? (“the trouble you’ve been having with user engagement on your online forums“)

When creating an email template in HubSpot Sales, how would you add the next steps? (“If you’d still like to talk about this, please let me know the best time to reach you.”)

When creating an email template in HubSpot Sales, how would you add a personalized closing line? (“Looking forward to talking to a fellow Cubs fan,”)

Where can you see the progress of a deal?

True or false? Deal information is automatically displayed on the contact timeline.

What’s the best way to create an end-of-the-month to-do list?

What’s the most important deal property?

What’s the difference between the deal forecast and the deal board?

True or false? You should treat all of your contacts as equally important to your sales process.

How can deals help you prioritize your contacts?

When should you create a deal?

What are deal stages?

True or false? The best way to define the steps of your sales process is to figure out the actions you have to take to move a sale forward.

Where's the best place to go if you want to ask other HubSpot users the best way to use HubSpot tools?

Which of the following is HubSpot's live chat tool?

Your marketing team wants to add lead flows and messages to your company's website. Where should each tool be used?

True or false? You should customize an email template every time you send it out.

Which of the following is the BEST description of the benefits of using personalization tokens?

You work for a company that has a form where people can request a free consultation. You want to create a list of people in your territory who have submitted this form. Which tool will you need to use to do this?

How do you record emails in the CRM if you're using the HubSpot Sales email extension?

Fill in the blank: A ___________ is a record used to track the progress of an individual sale.

Where's the best place to go to find help docs and training videos about HubSpot tools?

Hubspot Content Marketing Certification Exam Answers

Which is true about content and its relationship with the Inbound Methodology?

What are the four stages of the Inbound Methodology?

True or false? Content marketing is a relatively new practice that became popular in the 1950’s with the boom of advertising firms.

All of the following are content marketing practices EXCEPT:

Which best describes the content marketing and inbound marketing relationship?

What’s the best way to have your business’ story remembered and shared?

Every story has these three storytelling elements. What are they?

True or false? If prospects can get the answers to their questions and see themselves as characters in your story, they’ll be more likely to purchase from you.

Fill in the blank: The conflict in your content’s story should focus on the ____________.

Which of the following is NOT a storytelling best practice?

True or false? The conflict in this blog article is preventing team burnout.True

Fill in the blank: This blog post is written from a _____________.

True or false? After you digest material it’s best to try and put ideas together immediately.

Fill in the blank: __________ is when you think of an idea out of nowhere.

True or false? The goal of a braindump is to have everyone structure ideas they’ve put together.

All of the following are examples of a SMART goal EXCEPT:

You just landed your dream job as a content creator at a local startup. It’s your first week and your boss asks you to perform a content audit to get acquainted with the company’s collateral as well as organize it. Where might you start looking for content that already exists?

When it comes to a long-term content strategy, what is an important buyer persona trait?

Fill in the blank: When identifying buyer’s journey content for a long-term content strategy, it’s important to focus on content for the ___________ stage(s).

True or false? A buyer’s journey is ever-evolving. You should make updates as you learn more about your buyer persona.

Fill in the blanks. Good email templates increase __ without sacrificing _.