Hubspot Certification Exam Answers

Hubspot Developing a Sales Plan Answers

 

The Developing a Sales Plan course will teach you how to put together a focused and actionable sales plan. In addition to the on-demand videos, you’ll receive resources such as templates and example plans to help you put what you learn into practice.

 

 

 

 

Some questions:

 

Fill in the blanks: A _______ is the individual that you want to sell to, the ________ describes the type of company that you want to sell to.

ideal buyer profile, buyer persona

target market, target company

target company, target market

buyer persona, ideal buyer profile

 

True or false? You have a draft of your buyer persona, but you haven’t completed all the primary research you need to make it more comprehensive. You can’t start setting up your sales plan until your persona is fully complete.

True – Creating your buyer persona is a one-time activity that must be completed before starting your sales plan.

False – Buyer personas are more important for marketing than sales. It’s a nice to have, not need to have.

False – Buyer personas are something that you continually revise and update over time. As long as you have the basic outline complete, you can move forward.

True – Buyer personas are the foundation of good inbound marketing and inbound sales. Moving forward now might mean you have to redo your sales work later on.

 

True or false? No matter the size of your agency, you shouldn’t have more than one person fit multiple sales roles.

True

False

 

Looking at the following agency priorities, what would you recommend to this agency to improve what they’ve already outlined?

These priorities are in-depth and to the point, you suggest that they leave it as is.

To make it more comprehensive, you suggest that this agency adds in at least another 3 priorities.

You identify that this is a good start, but you suggest that he go into more detail with these priorities.

These are SMART goals, so you suggest they make it more general for the overall priorities.

 

True or false? The following agency’s “Who We Sell To” section has sufficient information for them to move forward with the creation of their sales plan.

True

False

 

Determining Your Goals and Approach

 

Yes or no? Your boss wants you to set up a sales plan and his overall goal is to grow the revenue of the agency by $60,000 quarterly. You set up the sales plan to bring in $20,000 per month. Does your sales plan align with the overarching business goal?

Yes

No

 

What steps should you follow to set your sales goals?

Set your goals in the 6-month sales goal box, then set your tactics to achieve your goals

Set your goals in the 12-month sales goal box, then list your 30-90 day milestones

Set your goals in the 12-month sales goal box, then set your approach to achieve your goals

Identify your activity metrics, then set your 12-month sales goals

 

Fill in the blank: When setting your sales goals, it’s important to be as _______ as possible.

contextual

conceptual

specific

broad

 

What is the purpose of the “Approach Box” in the Sales Plan Template?

It’s for you to give a high-level overview of your tactics that you will use to achieve your goals

It’s to set 3 – 5 agency priorities that you will achieve in the next financial year

It’s where you define your agency’s target market

It helps you agree on your agency’s goals

 

Fill in the blank: When completing your sales plan, focus on setting ___________ goals to make your plan actionable.

weekly

moonshot

realistic

daily

 

Defining Your Activity Metrics and Milestones

 

Fill in the blank: To close one retainer a month, you should aim to generate __________ exploratory calls a week.

1-2

2-3

3-5

5-7

 

Your boss asks you to go through the steps for your activity metrics, what should you do first?

List your top 3-5 agency priorities

Identify the activity metrics that’ll help you reach your goals

Set your approach for achieving your goals

Make a list of 30-90 day milestones and quick wins

 

You’re a newer, small agency and one of your colleague doesn’t see the point in breaking down your yearly goals into 30-90 day milestones. Do you agree with your colleague?

No – As a newer agency, you should only focus on your 30-90 day milestones, and not your yearly goals.

Yes – Including 30-90 day milestones can distract your sales team from hitting the yearly targets.

Yes – While writing down 30-90 day milestones can be beneficial, it should only be a focus once you’re a more established agency.

No – Setting 30-90 day milestones help hold your team accountable for the outcomes this month and quarter, not just for this year.

 

Fill in the blank: The number of ___________ is a good bottom of the funnel metric.

leads

networking events

presentations

exploratory calls

 

One of your agency’s overall priorities is to become known as a thought leader in the healthcare marketing industry. Which of the following activity metrics would be BEST aligned with this priority?

Generate 20 qualified leads in the healthcare industry per month

Hire a new employee with a healthcare background

Identify 5 qualified prospects in the healthcare industry per month

Present at 3 healthcare industry conferences per year

 

Putting Your Sales Plan Into Action

 

All of the following are steps to creating your action plan, EXCEPT:

Assigning tasks to team members

Setting timelines

Defining the metrics you will be tracking

Assigning deadlines to tasks

 

True or false? Your action plan is an agile document that is constantly updated and reviewed.

True

False

 

How frequently should you hold a sales plan review meeting?

Quarterly

Daily

Yearly

Monthly

 

How can your HubSpot CAM (Channel Account Manager) help you with your sales plan?

Providing feedback on your plan and brainstorming new ideas

Share what they’ve seen work well for other agency partners

Help you execute parts of your plan

All of the above

 

If your co-worker came to you with the following Sales Action Plan, what would be your feedback?

You’d say, “We should remove the action around speaking engagements since this doesn’t relate directly to sales.”

You’d say, “Everything looks good. There are clear priorities, actions, and deadlines.”

You’d say, “It’s a good start, but to help make these large actions more manageable, we should break it down into sub-tasks.”

You’d say, “These actions are on the right track, but they need to be made into SMART goals.”

 

 

 

 

Hubspot Delivering Sales Services Answers

 

The Delivering Sales Services course will teach you how to offer sales services as a way to deliver strong ROI to your clients and increase your retainers. In addition to the on-demand videos, you’ll see examples of HubSpot Agency Partners doing this successfully. Each class is full of actionable tips and processes you can make your own.

 

 

 

 

Sales and Marketing Alignment

 

Which of the following is NOT a good criterion for an ideal buyer profile?

Geographic location

Size of company

Industry or vertical

Job title

 

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have sales make immediate contact

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

 

 

True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.

True

False

 

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

Buyer personas are optional, but every company needs to have at least one ideal buyer profile.

Ideal buyer profiles are static, but buyer personas need to be continually updated.

Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.

Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.

 

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have marketing nurture these leads

Offer group-based resources

Avoid investing too many resources

Hand off to sales and have sales make immediate contact

 

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

Have marketing nurture

Avoid investing too many resources

Have sales make immediate contact

Offer group-based resources

 

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

Have sales make immediate contact

 

True or false? Your client can only have one buyer persona per ideal buyer profile.

True

False

 

CRM Implementation

 

When implementing HubSpot CRM for a client, should you help them create custom properties?

Yes – help them create as many as they need for the information they want to know about their contacts.

Yes – but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.

No – it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.

No – while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.

 

You have a client that you think would benefit from using HubSpot CRM. When you suggest this to them, they say, “I like the idea of using a CRM, but I don’t think my reps will remember to record their activities in it.” What’s the best way to respond to address this concern?

“No worries–we can use the Tasks feature to send reminder emails to your reps so they don’t forget.”

“Good point–maybe HubSpot CRM isn’t a good fit for you.”

“Good point–let’s make sure we set up a time to train your reps so they understand the value of recording their work in the CRM.”

“Not a problem–HubSpot CRM automatically records emails and calls so reps don’t have to.”

 

You have a client who is already using HubSpot’s marketing platform and wants to try out HubSpot CRM. How do you get them started?

By going to hubspot.com/crm and creating a CRM account

By adding the CRM to their existing portal

Reach out to your Channel Consultant to create a new portal that includes marketing and CRM

Have your client contact HubSpot Support to enable this in their portal

 

Which of the following is NOT a standard report on the Sales Dashboard?

Deal Forecast

Sales Performance

Deal Leaderboard

Productivity

 

You are implementing HubSpot CRM for a client who doesn’t use Gmail or Outlook for their emails. What is the best way for their team to log their emails in HubSpot CRM?

Using the email functionality on the contact record to send emails from inside the CRM

Manually logging emails in the CRM

Importing the email messages in bulk

Using the CRM’s bcc and forwarding addresses

 

Fill in the blank. Before a client can start tracking their active sales inside HubSpot CRM, they need to customize their _____________.

lead views

buyer personas

deal stages

sales process

 

Collecting a client’s contact data together to import can be a daunting task. What is the BEST way to position this job to your client?

Point out importing is actually just a small part of the full implementation process.

Remind them that the outcome will be worth the trouble.

Present it as an opportunity for them to organize and validate their data.

Tell them that it’ll be a lot of work but it’s unavoidable.

 

Sales Enablement

 

You want to help your client automate their sales rep email follow up. Which tool would be most helpful?

The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.

The Meetings tool because this will allow prospects to easily set up time with a sales rep.

The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.

The Documents tool because sales reps can see which content to send next to the prospect.

 

True or false? One of the biggest challenges of successful sales enablement is creating enough content. Most companies don’t have enough content for the sales team to be able to send prospects in the buying process.

True

False

 

True or false? Your client’s sales reps should use HubSpot Sales to track when a message has been opened or clicked as a way to understand when a prospect signals their interest.

True

False

 

All of the following are tactics to help your client engage with their prospects, EXCEPT:

Track contacts who are in-market for their services

Convert website traffic into leads

Make it easier for prospects to book meetings with your client’s sales reps

Tailor and template email outreach messages

 

You’re teaching a client how to handle content management and creation. How should the sales team be involved during this process?

Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.

Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.

Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.

At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.

 

 

 

 

 

Hubspot Delivering Client Success Answers

 

The Delivering Client Success course will help you improve your client delivery process. In addition to the on-demand videos, you’ll receive resources such as templates and questionnaires to help you put what you learn into practice.

 

 

Completing a Content Audit with Clients

 

Which of the following should you review with your client during your goal setting workshop?

• A.) Discuss any discrepancies in your questionnaire findings
• B.) Explain how inbound marketing will help your client reach these goals
• C.) Ask about your client’s soft goals
• D.) B and C
• E.) All of the above

 

True or false? You should set up a meeting with your client to go through your content audit findings and recommendations.

True – it’s always good to report back findings to client as they happen on a daily basis.

True – you should report all your finding and recommendations to your client once you’ve completed the entire content audit.

False – your client‘s time is limited. Just send them the report and move on.

False – it’s best to send the content audit after you’ve created your strategy plan so that you client doesn’t have to review two separate documents.

 

Why is it so important to show your client quick wins?

Quick wins will help you manage client expectations.

It’s not important to show your clients quick wins in the beginning of the engagement.

Quick wins help show immediate value and ROI to your clients.

Quick wins are the only way to build client trust.

 

You’re in the process of identifying the content your client current has. Which of the following should you include in this audit?

A.) Email newsletters

B.) Direct mail

C.) Videos

D.) Proposal templates

E.) A and C

F.) A, C, and D

G.) All of the above

 

Asking questions to determine a piece of content’s format, age, and accuracy happens during which step of a content audit?

Categorizing content

Providing recommendations to the client

Evaluating the performance of content

Identifying existing company content

 

True or false? Most clients won’t have much content to review. Therefore, you should only provide a content audit for clients who you know have a lot of content on their website.

True

False   Your new client is a travel company that helps businesses set up company team building activities and retreats. While conducting your content audit, you find a printed brochure with pricing details and customer testimonials. How should you evaluate the performance of this content? A.) Talk to sales reps who have used this brochure to see if it’s helpful in the sales process. B.) Speak to your client’s customers who have previously interacted with this content to get their feedback. C.) Include this piece of content in your audit, but you can only evaluate the performance if it’s available online as well. D.) Share the brochure with the other members of your agency to get an unbiased opinion on the effectiveness of the content. E.) A and B F.) C and D G.) All of the above   Goal Setting and Assessments with Clients   True or false? You should only have the CEO, CMO, and main point of contact complete the stakeholder questionnaire. True – only the key stakeholders like the CEO and CMO will have a say in setting goals. Therefore only they should complete the questionnaire to get a true reflection of the company’s goals. True – while you can ask more members on the team informally about their goals, only the CEO, CMO, and your main point of contact should complete the formal questionnaire. False – it depends. If this client has over 50 employees, you should only involve the CEO, CMO, and main point of contact. False – have several managers from different departments complete the questionnaire. This will help you in identifying the differences and similarities in everyone’s views on company goals.   Which of the following questions will help you understand your client’s soft goals? What is your current cost per lead? What is your sales target for the next quarter? What does success look like to you? What are your marketing goals?   You’re in the process of goal setting with your client and they tell you they haven’t been tracking data. How should you proceed? It’s not uncommon for clients to have difficulty tracking numbers, so accept this and move along to the next step. Make a note of this and share it with your client. When you look back on your goals, you’ll be able to help your client recognize there was no data to use as a benchmark when setting initial goals. Start tracking your client’s performance now and wait three months to get data before setting any goals. Base the client’s goal on your other client’s performance who are in a similar industry.   Fill in the blanks: An example of a ________ goal is to grow revenue this quarter by 10%. While developing a new service offering in the next year is an example of a ________ goal. business, sales sales, business sales, marketing business, marketing   The goals you set with your client should be all of the following, EXCEPT: Documented Specific Based on their competitor’s performance Approved by the client   Creating a Strategy Plan for your Clients   Fill in the blanks: A strategy plan should ALWAYS be linked to your client’s ___________ . content audit corporate identity goals previous marketing initiatives   All of the following are reasons why a strategy plan is important, EXCEPT: It helps you manage your client’s expectations. It gives you direction to achieve your goals. It allows you to identify the tactics you’ll use. It outlines when you’ll have meetings with your clients.   Which of the following documents BEST helps guide your strategy plan for your client? The content audit checklist. The SLA that was completed during the sales process. The invoice that was sent to client. The meeting agenda template. True or false? You should wait to give your client the buyer persona questionnaire until you hold an in-person workshop. You don’t want their answers to influenced by others on their team, or by external research. True False What are the four main items to highlight in your strategy plan? Goals, timelines and delivery, social media profiles, and promotional tactics Goals, identified campaigns, timelines and delivery, and points of contact Goals, identified campaigns, timelines and delivery, and promotional tactics Goals, identified campaigns, cost, and promotional tactics True or false? It’s important for your client to sign-off on the persona document. True – they need to sign off the document because the client is always right. True – you shouldn’t proceed without having their feedback and sign-off. False -it’s not important because it’s an agile document so it will change all the time. Showing them the document now will cause unnecessary confusion. False – they don’t need to look at the document, since you’ll be doing the marketing work for them. Only show them if they ask.   Delivering and Demonstrating Value to your Clients   What should you do with your client’s ideas for work that are outside of the original project scope? Tell the client you cannot action them Put them into a list for the future Ignore them Implement them immediately to show your value   Your monthly reports should be all the following EXCEPT: Aligned to the goals you set with the client Paired with the metrics your client needs to see in the report Focused only on numbers Comprehensive and easy to understand   True or false? During your quarterly review meeting, it’s okay if things haven’t gone 100% as planned. However, only highlight things that didn’t go well to your client if it was something out of your agency’s control. True False

 

 

 

 

 

Hubspot Selling Sales Services Answers .

 

The Selling Sales Services course will teach you how to package, price, and sell sales services to your existing clients. In addition to the on-demand videos, you’ll see examples of HubSpot Agency Partners doing this successfully. Each class is full of actionable tips and processes you can make your own.

 

 

 

Packaging and Pricing Sales Services

 

Let’s say your estimated hourly cost is $30 per hour. Assuming an average utilization rate of 60%, what’s your adjusted hourly cost?

$50 per hour

$80 per hour

$48 per hour

$18 per hour

 

True or false? CRM implementation services tend to be project-based work.

True — this service requires a disproportionate amount of up-front effort.

True — all technical-type services should be packaged into a project model.

False — it’s best to use a retainer-based model because this service requires an ongoing, steady level of work.

False — there are no guidelines for what type of model to use. It depends entirely on the client situation.

 

True or false? Sales services should always be packaged as a retainer-based model.

True

False

 

Let’s say your adjusted hourly cost is $60 per hour. Assuming an average overhead of 30%, what’s your effective hourly cost?

$18

$138

$78

$200

 

Fill in the blank: A business typically doesn’t need sales services until it’s consistently ____________ .

attracting high levels of monthly traffic

using inbound marketing for at least one year

generating leads

closing new customers

 

Packaging and Pricing Sales Services

 

True or false? Sales organizations are generally more sensitive to price than other business functions.

True

False

 

All of the following are considered recurring sales services EXCEPT:

Sequence creation and reporting

MQL and SQL definition

SLA reporting

Email template creation and reporting

 

Your boss is insisting that every sales service should use a project model. What is a proper response?

“While a project model typically makes sense for CRM implementation and sales and marketing alignment services, a retainer can be better for sales enablement services.”

“Projects should only be used as a last resort. This model only provides short-term work and often leads to scope creep.”

“A project model is best used for sales enablement services. CRM implementation and sales and marketing alignment should be retainer-based.”

“You’re right. We should strive to use projects for every sales service because they’re easy for the client to understand and can lead to a long-term retainer.”

 

Which of the following is typically considered a non-recurring sales service?

Lead scoring

Lead quality reporting

HubSpot Sales Pro setup

Prospecting analysis and support

A and C

B and D

A, B, C, and D

 

Which engagement model does the following statement describe? “This model has the advantage of tying together the whole revenue funnel, however, your clients will view your marketing and sales engagement as one entity.”

A stand-alone sales retainer

An integrated sales-with-marketing retainer

A workshop model

A project model

 

Selling Sales Services to Your Clients

 

True or false? It’s important to engage with the CEO, head of sales, or head of marketing when you’re selling sales services.

True

False

 

True or false? All of your existing marketing clients are a good fit for sales services.

True — no matter your client’s business, everyone can use sales help.

True — after working with a client for one month, you should always pitch sales services.

False — start with your existing clients, but look specifically for clients who are already generating leads.

False — it’s best not to mix marketing and sales services. Create a separate persona and avoid selling sales services to your existing clients.

 

True or false? When dealing with sales services, start with activities that won’t directly impact deals.

True — it’s best to start with simple activities that make a sales rep’s life better.

True — in fact, you should never provide services that impact deals directly.

False — you should always start with activities that impact deals so your client can see results quickly.

False — the only way the client’s marketing and sales teams will see positive results is to start with activities that impact deals.

 

When selling sales services, all of the following are tips to follow EXCEPT:

Create a new persona for sales services clients

Take advantage of the HubSpot Sales tools

Keep it simple

Have a sales expert on your team

 

Providing sales services benefits your agency in which of the following ways?

Improves revenue growth

Improves client retention

Differentiates your agency

All of the above

 

True or false? With value-based pricing, you generally charge the same rate to all clients, regardless of perceived value.

True

False

 

Fill in the blank: If your client’s sales reps are struggling to engage prospects and identify helpful content, you should offer _______ services.

CRM services

sales and marketing alignment services

sales enablement services

All of the above

 

When offering sales services that include the HubSpot Sales tools, what type of clients should you look for?

Clients who use Google Apps or Outlook 365.

Clients who are either unhappy with their existing CRM, not using a CRM, or are already using the HubSpot CRM.

Clients who use HubSpot Marketing Enterprise.

A and B.

A, B, and C.

 

In order to qualify whether or not your client is a good fit for sales services, you should evaluate all of the following EXCEPT:

Their technology

Their sales team structure

Their sales process

Their role

Their marketing team structure

 

Fill in the blank: When determining your client’s needs, you should understand whether the need is centered around _____________ .

people, reporting, or alignment

people, processes, or systems

processes, management, or systems

enablement, people, or systems