Hubspot Inbound Sales Certification Exam Answers - Category

 
What framework is used to understand how your customers buy your product/service?

 

The Buyer’s Journey

The Inbound Sales Methodology

The Exploratory Guide

Ideal Buyer Profile

 

https://www.youtube.com/watch?v=6VhNhw4GdI0

 

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.

 

 

 

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?

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.

 

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.”

 

 

 

Hubspot Inbound Sales Certification Exam Answers

1)

You and a team member are working together to sell to a potential buyer. You’re both trying to take an inbound selling approach, and your team member has been assigned to advise and deliver the presentation. She plans to conduct a product demonstration and runs it by you. The flow of the demo emphasizes your product’s best features. What feedback would you have for this team member?

A) I think it would be helpful if we both presented. To closely align with an inbound selling approach, we need to make sure that one of us knows the product inside and out since we should do a full demo.
B) “Let’s take more of an inbound approach and tailor the presentation. Rather than showing our best features, we should illustrate only the features important to the potential buyer.”
C) “I think it could be improved and is more of a legacy sales approach. You should present it in the order like we always do and emphasize the most common value propositions.”
D) “Looks good. Be sure to share our newest feature to show that we’re always evolving for our customers. It would also be helpful to share our most popular case study.”

 

 

2)

What framework is used to understand how your customers buy your product/service?

A) The Buyer’s Journey
B) The Inbound Sales Methodology
C) The Exploratory Guide
D) Ideal Buyer Profile

3)

True or false? Inbound salespeople prioritize passive buyers ahead of active buyers.

A) TRUE
B) FALSE

4)

How would you describe an inbound sales professional?

A) Inbound salespeople are experts, like doctors, who are there to diagnose and recommend the right solution. They ask the questions that are sometimes difficult to ask (or answer), but are in the best interest of the potential buyer to consider.
B) Inbound salespeople are experts that use their industry and product/service knowledge to convince potential buyers to purchase because they know what’s best.
C) Inbound salespeople are experts at identifying pain points of potential buyers and pushing on those pain points until the buyer feels as though they have no other option but to purchase if they hope to be successful.
D) All of the above

5)

You’ve joined a sales department at a new company. During training, your manager walks you through when you’ll need to transition into presentation mode. She says you should transition into presentation mode the moment the prospect expresses interest. Your manager then provides you with the presentation template that all of the sales representatives use. Is your new sales team practicing a legacy sales approach or an inbound sales approach?

A) Legacy – Legacy salespeople revert to generic presentations and jump into presentation mode too early when they don’t understand the buyer’s context.
B) Inbound – Inbound salespeople lead with a presentation if the buyer has expressed some form of interest because they know they can help the buyer.
C) Both – Presentations are more of a legacy sales approach but the presentation template is a best practice of the exploratory phase.
D) Neither – Both legacy and inbound salespeople have transitioned away from giving presentations because all of that information can be found online.

6)

Based on this course, what is the framework for the buyer’s journey?

A) Awareness, Consideration, Decision
B) Research, Consideration, Purchase
C) Research, Connection, Advise
D) Awareness, Connection, Advise

7)

Which of the following is a question that you should be asking yourself to fully understand the awareness stage for your buyer?

A) When buyers investigate your company’s offering, what do they like about it, compared to alternatives?
B) What concerns do buyers have with your product or service?
C) How do buyers educate themselves on their goals?
D) How do buyers become aware of the pros and cons of potential solutions to their challenges?

8)

What are the four stages of the Inbound Sales Methodology?

A) Research, Connect, Present, Advise
B) Attract, Convert, Close, Delight
C) Identify, Connect, Explore, Advise
D) Awareness, Research, Consult, Purchase

9)

Which of the following is NOT an example of a trigger event?

A) A phone call from a potential buyer
B) A newspaper article about a potential buyer
C) A mention in social media by a potential buyer of a hashtag aligned with your value proposition
D) A blog post by a potential buyer

10)

True or false? To identify passive buyers, you can identify companies that match your ideal buyer profile by leveraging LinkedIn or other company databases.

A) TRUE
B) FALSE

11)

True or false? Inbound salespeople differentiate from legacy salespeople by prioritizing active buyers over passive buyers.

A) TRUE
B) FALSE

12)

Enrichment data about your leads will help you understand their context and personalize the sales experience accordingly. What are the two enrichment data categories?

A) The buyer’s common connections and the buyer’s current solution
B) The buyer’s competitors and what the buyer is currently using as a solution
C) The buyer’s budget and the buyer’s timeline
D) The buyer’s interests and the buyer’s demographics

13)

True or false? You recently got an inbound lead from a company that fits your ideal buyer profile. However, the lead is a lower level employee with no buying power. This is still a good inbound lead.

A) TRUE
B) FALSE

14)

Which of the following is not a type of lead defined in the Identify class?

A) Inbound leads
B) Inbound companies
C) Common connections
D) Inbound hires

15)

What is an ideal buyer profile?

A) A description of a past buyer who closed quickly
B) A semi-fictional representation of your ideal customer based on market research
C) A description that defines which buyers you can help and which buyers you can’t
D) All of the above

16)

True or false? Ideal buyer profiles and buyer personas are the same thing, but ideal buyer profiles are for sales and buyer personas are for marketing.

A) TRUE
B) FALSE

17)

Fill in the blank: Your best leads are strangers that match your ___________ and are active in ____________.

A) buyer persona, profiling companies
B) buyer’s journey, researching solutions
C) company fit, making a purchase
D) ideal buyer profile, the buyer’s journey

18)

You recently started using a software that identifies the company from which an anonymous visitor originates. You find that someone from Sprocket Corporation has been visiting your website and their company fits your ideal buyer profile. What should you do?

A) Find the contact at the company that is the most likely buyer of your solution
B) Create a new lead in your CRM with the appropriate point-of-contact and their company
C) Move the new lead to the enrichment step of an identify process
D) All of the above

19)

When developing the content for each attempt in your sales sequence, the most important thing you can do is:

A) Make sure your goal of selling to them is clear in your outreach
B) Ensure you address them properly based on their role in the organization
C) Support the potential buyer during their buying journey
D) Personalize the entire sales experience to the buyer’s context

20)

What is the correct order of the three steps to set up your Connect strategy?

A) Determine your personas, define the sequences for each persona, and define the outreach for each sequence.
B) Determine your personas, define the challenge for each persona, and define the connect method for each persona.
C) Determine your primary persona, define the sequence for them, and define the connect method for each persona.
D) Determine your personas, define your negative personas, and define the ways in which you will reach the personas.

21)

As a new inbound salesperson, you are most excited when you are able to leverage your large network because it relates to the common connect strategy. Which of the following is a common connection that you can leverage?

A) One of your customers may refer a potential buyer
B) One of your fellow employees knows the potential buyer
C) An acquaintance outside of your organization knows the potential buyer
D) All of the above

22)

Which of the following should you keep in mind when defining content for each sequence?

A) Adjusting the length of your content accordingly – 200 words to 400 words.
B) Referencing your product/service at least 2x as much as you mention the buyer.
C) Pulling from your inventory of existing content.
D) Mentioning how you helped a similar company see success.

23)

Regardless of the of your lead (e.g. inbound buyer, triggered event, etc.), it is critical that you gain buy-in for a longer exploratory conversation by doing the following two things:

A) Establish why you’re calling, then position a challenge you can help people like them overcome.
B) Establish who you are, why you’re calling, and how you and your product/service are able to help them.
C) Validate their interest in discussing their problems with you, and provide value to them with your product/service.
D) None of the above

24)

Inbound companies are similar to inbound leads. While you may not know who actually visited your website, you do know that someone from that company took that action. Based on this information, which of the following is the best way to begin your email outreach?

A) Hi [Buyer Name], I noticed your company’s recent job tweet about how to get rid of old electronics. I thought you would appreciate the popular eBook we wrote titled “Top Security Issues for Small Businesses” and will send it to you now.
B) Hi [Buyer Name], Earlier today, you downloaded our eBook on top security issues for small businesses. Based on this area of interest, I thought you may also enjoy [Blog Article A] and [Blog Article B].
C) Hi [Buyer Name]. [Common Connection First and Last Name] suggested I reach out to you. We were discussing best practices our firm recently uncovered on purchasing new electronics and security issues that most small businesses face. [Common Connection First Name] thought you would be interested in th
D) Hi [Buyer Name], Various people within your organization have been reviewing our content on how to recycle old electronics. Based on this area of interest, I thought you and your team may also enjoy [Blog Article A] and [Blog Article B].

25)

If your company does not have much content, how can you provide information to your potential buyer?

A) Send them the relevant content you do have
B) Send useful content from thought-leaders in the relevant industry
C) Offer a consultation/product demo
D) None of the above

26)

True or false? When defining personas, you should first segment your target market by the types of companies, and then the different types of people you target within those companies.

A) TRUE
B) FALSE

27)

True or false? Advanced technology is required to execute a high quality connect process.

A) TRUE
B) FALSE

28)

True or false? When inbound salespeople get a potential buyer on the phone, they initially focus on qualifying the potential buyer for proper budget and authority.

A) TRUE
B) FALSE

29)

You’ve just joined a new company as one of their newest inbound sales representatives and are excited to begin executing on their connect strategy. You’ve recently identified a potential buyer, determined their persona, and identified which lead they came from. What are your next steps as an inbound salesperson, in order?

 

A) Explore all information you can find on them and then assemble your method of reaching out and decide.
B) Assemble the content for your persona, assemble the best medium for connecting, and then begin the outreach.
C) Assemble a sequence plan, assemble the content for each sequence attempt, and then begin the sequence.
D) Identify a common connection or some method of outreach, and begin the connect conversation by personalizing your message.

30)

You’ve placed a connect call and sent a follow-up connect email, and fortunately, the potential buyer reaches back out. He expresses interest in the help you offered in your phone call and email outreach. Based on the process outlined in the Connect class, your next step should be:

 

A) Find a time to discuss
B) Manage the connect call by referencing their activity
C) Call them and get them on the phone
D) Develop credibility with the buyer

31)

As a salesperson, you’ve decided to reach out to a prospective buyer on social media. In order to do this the inbound way, it’s important to do the following:

 

A) Customize and personalize your outreach
B) Personalize and present your value
C) Produce something of value
D) Connect with your potential buyer and begin a relationship around your company

32)

You’re about to develop your company’s personas for connecting. Based on the inbound sales approach, your best path to success would be:

 

A) Starting with one segmentation at the company level (like industry) and then moving to one segment at the individual level (like role).
B) Starting with the most common individual-level segments and then moving to company-level segments.
C) Starting with your most profitable segments at the individual level (like role) and then moving to the company size (like small, medium or enterprise).
D) Being all encompassing, as you’re looking to define this for the first time and need a starting point to work from.

33)

All of the following are important types of context that can lead to a personalized message EXCEPT:

 

A) The buyer’s industry
B) The buyer’s role
C) The buyer’s sphere of influence
D) What the buyer has done on the seller’s website

34)

True or false? After a potential buyer explains their timeline and plan to you, you should begin to understand how eager they are to change.

 

A) TRUE
B) FALSE

35)

Before moving into presentation mode, what information must an inbound salesperson know?

 

A) The chain of command, so you can speak with the most relevant stakeholder.
B) The potential buyer’s infrastructure, so you can make sure they have the team to run the methodology.
C) The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around.
D) The buyer’s context, so you can deliver a customized proposal to the buyer.

36)

When should budget-related discussions happen during a normal exploratory meeting?

 

A) At the beginning of the meeting
B) In the middle of the meeting
C) At the end of the meeting
D) Budget shouldn’t be discussed during the exploratory meeting

37)

True or false? Discovering a potential buyer’s consequences and implications should be done at the Explore stage of the Inbound Sales Methodology.

 

A) TRUE
B) FALSE

38)

Is it important to make sure the potential buyer is interested in implementing several of your solutions to overcome the things that stand in the way of solving their issues with your product?

 

A) Yes, it’s important to understand that you’ll be able to provide value to the buyer
B) No, it’s not as important as getting their timeline and budget

39)

As you carefully listen to a potential buyer, you make it a point to process what he is saying. After he finishes speaking, you quickly repeat back what he said, and ask a question to confirm what he just told you. What important sales skill did you just use?

 

A) CGPT
B) Active listening
C) The LAER technique
D) The BANT method

40)

A meeting with a potential buyer is coming to an end. You suggested new plans, helped them quantify consequences, encouraged them to think through their decision-making processes, and discussed their budget. What should you do next?

 

A) All requisite information has been shared. You respect their time and finish the call.
B) Verbally recap your understanding to your potential buyer. This helps them realize you fully understand their context.
C) Tell them you will send them a recap before your next call, later on.
D) Ask if they can think of any limitations they should share with their team.

41)

You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call?

 

A) Start with a strong agenda and then build some rapport.
B) Start by building some rapport and then begin where the previous conversation left off and dig right in.
C) Start with a strong agenda and then ask them if they have any questions before you begin your presentation.
D) Start by building some rapport and then recap what you learned and shared from previous conversations.

42)

Why is recapping the conversation you just had during an exploratory meeting so important?

 

A) The potential buyer will be less likely to try to leverage a cheaper price from you.
B) The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps.
C) It demonstrates what an experienced salesperson you are.
D) It gets them to believe that inbound is a real thing.

43)

Why is it important to get your potential buyer to reflect back on their goals and challenges?

 

A) It’s important because you’re getting another chance to listen to their situation.
B) It’s important because you’re getting them to think critically about their situation.
C) It’s not important for the potential buyer to reflect back, you should always be moving the sale forward, not backward.
D) It’s important because you’re leveraging the power and impact of repetition.

44)

True or false? When a potential buyer begins to expresses interest, inbound salespeople transition into exploratory mode instead of pitch mode. Inbound salespeople recognize they don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet.

 

A) TRUE
B) FALSE

45)

A potential buyer just shared a very important goal they have with you. What should you do next?

 

A) Ask the potential buyer to share this goal with their leader/manager
B) Encourage the potential buyer to write it down
C) Have the potential buyer quantify the goal
D) Identify who came up with this goal

46)

You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product?

 

A) Read and understand your company’s best practices and case studies inside and out
B) Talk to other sales professional
C) Look at your company website
D) Read all of the content your marketing team produces

47)

You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?

 

A) Identify the plan’s failings and suggest an easier set of goals
B) Quickly but politely end the call so you can focus on buyers with clearer goals
C) Elevate their concerns by positioning solutions that will help them overcome any problems while reaching their goals
D) Downplay their concerns and praise the good points of their plan

48)

You’re discussing the cost of your service and the potential buyer is asking questions about potential costs that could arise in addition to your service. How should you respond?

 

A) “Great question. We should definitely review the costs to implement this solution.”
B) “No need to worry. Your account manager will be there to help defray any additional costs.”
C) “It’s important that we cover this at another time. For now, I’m just learning about your goals and challenges.”
D) “There aren’t any additional costs–our service pays for itself.”

49)

You’re helping create a timeline for your potential buyer. The timeline is probably going to have to change. Which of the following options will give you the best chance of closing the sale?

 

A) You should be cognizant that your buyer will waiver, and plan accordingly by setting expectations with your buyer.
B) You should convince the buyer that your timeline is actually a better timeline for their needs.
C) You should be mindful that purchasing decisions can often be difficult and be empathetic but firm in the timeline.
D) You should be flexible and understand that a timeline might need to change based off the buyer’s needs and urgency.

50)

Which of the following is NOT completely necessary to the advising checklist?

 

A) Confirming their budget, decision-making processes and timeline.
B) Including a recap of what you’ve learned, so they know you understand their situation.
C) Earning their trust by starting off with some information about yourself and other businesses that you’ve worked with.
D) Suggesting ways to help them achieve their goals and overcome their challenges using your product/service.

51)

A potential buyer just explained to you why they want to purchase your product. What should you do next?

 

A) Make sure that they’re a proper fit for your company by asking them more questions to ensure it is a good partnership.
B) Acknowledge what they said by repeating it back to them. Ask them to elaborate.
C) Repeat back to them that they’re ready to purchase and send over the contract.
D) Encourage the potential buyer to help group-sell the decision maker on the final details.

52)

Why should you start a presentation with a recap of what was discussed during the connect and explore phases?

 

A) By starting with a recap, you make sure that you’re both on the same page. You’re both on the same side of the table.
B) By starting with a recap, you’re able to remind them of whatever you previously discussed and even convince them of some new things they may not have realized before.
C) A recap is not necessary and you should immediately dive into how you will help them reach their goals.
D) A recap is not necessary. You provided email recaps already. To recap again is a waste of both parties’ time.

53)

What is the main goal of a presentation?

 

A) To add value
B) To review what the potential buyer should know
C) To help them achieve their goals
D) To recap the exploratory call

54)

You’ve spent a lot of time creating a presentation for your potential buyer and you’re excited to present it. However, as you continue to work your way through the presentation, you notice the buyer is not engaged. What should you do?

 

A) This is a natural part of any presentation. Continue on and be sure to address their questions at the end.
B) Adapt your presentation to what’s unfolding during the conversation.
C) Stop and ask them if what you’re covering makes sense.
D) Be honest with them and ask them about their lack of engagement during this presentation and the reasoning why.

55)

To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT:

 

A) Verifying all of the positive changes that will occur by hitting your recommended timelines.
B) Verifying when they need to implement their plan.
C) Verifying when they need to achieve their goal by.
D) Verifying when they need to eliminate specific challenges.

56)

Which of the following is the proper order to conduct the advisory part of your presentation?

 

A) Confirm timeline, authority, and budget
B) Confirm authority, timeline, and budget
C) Confirm timeline, budget, and contract details
D) Confirm budget, authority, and timeline

57)

True or False? With the 1-10 closing technique, you help a potential buyer weigh the pros and cons for purchasing.

 

A) TRUE
B) FALSE

58)

True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works.

 

A) True – Inbound salespeople know their product well enough that they have perfected their pitch.
B) False – Inbound salespeople customize their presentation to the buyer’s context.

59)

A presentation is an all encompassing term to convey the process of advising a potential buyer to help them move forward with a purchase decision. Which of the following is NOT considered a type of presentation?

 

A) A proposal
B) A contract
C) A demo
D) A pitch

60)

Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach?

 

A) “Sounds good, we’ll adjust our timeline so you feel confident with the purchase.”
B) “Sounds good, let’s add one more week to the timeline.”
C) “I would advise you against waiting, simply because I heard our product will soon be increasing in price.”
D) “I would advise you against waiting because the longer you wait, the longer it will take to start seeing value from your purchase.”

61)

You let your boss know that you want to start applying an inbound sales approach to the way you sell to your potential buyers. Your boss is onboard but says you still have to meet your cold call and cold email quota each day. How would you respond?

 

A) “Actually, I’ll need to stop calling altogether. With inbound, everything can be done through our website forms, automated email, and our CRM. We’ll save everyone time.”
B) “That’s fine. Colding calling is a key part of transitioning into presentation mode, which is when you can really add value for the potential buyer.”
C) “Interesting. Why not increase the quota? Cold calling is an important part of inbound since it helps you understand the buyer’s context if you get them to answer the phone.”
D) “Let’s compromise. I’ll still do some cold calling, but it will also be important for me to position myself as a thought leader. Can we lower the quota, so I can contribute to the company blog?”

62)

Fill in the blank: Inbound salespeople advise ____________, and if the buyer agrees the salesperson is best for their context, they become _______________.

 

A) opportunities, customers
B) leads, marketing qualified leads
C) opportunities, leads
D) marketing qualified leads, customers

63)

When developing a persona, you should ask yourself all of the following questions EXCEPT:

 

A) What are the implications of inaction by each persona?
B) How do these personas describe the goals or challenges they encounter that align with our company’s offering?
C) What are their preferred methods of communication within their team, their company, and their family?
D) How do these personas typically educate themselves on their goal or challenge?

64)

True or false? It is not ideal to send an invitation to connect on social media until you have shared valuable content with the buyer.

 

A) TRUE
B) FALSE

65)

True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.

 

A) TRUE
B) FALSE

66)

Why is using a 1-10 closing technique to gauge the conviction of a buyer a good idea?

 

A) It will encourage the potential buyer to share why they want to buy.
B) As they weigh the pros and cons, many potential buyers will overcome any lingering concerns.
C) A & B
D) None of the above