HubSpot Inbound Certification Exam Answers 2019

Are you searching the HubSpot Inbound Certification Exam Answers? The answers consists of twelve classes covering the four stages of the receiving methodology. From my point of view, the exam is quite simple.

HubSpot Inbound Certification Exam

If you take all the classes of the course paying attention to it, you won’t even have to go over it. The questions and especially the answers to choose from are quite logical.

HubSpot Inbound Certification Exam Details:

  • Name: HubSpot Inbound Certification
  • Exam URL: https://ouo.io/IkQwIz
  • Questions: 60 multiple questions
  • Time limit: 90 min
  • Pass rate: 80% (45 questions correctly to pass)
  • Retake period: If you don’t pass the assessment, you can take it again after 12 hours later.
  • Validity Period: 24 Months
  • Price: Free

For get the answers from the HubSpot Inbound Certification Exam to follow the below steps:

  • Step 1.  Sign in with your HubSpot Inbound Certification on the official website.
  • Step 2. ¿Are you ready? You can start your exam right now.
  • Step 3. Copy the question (Ctrl+C) from HubSpot Exam and presh Ctrl+F in this page for paste the question and get the correct answer.

Questions

⇩ CLICK ON THE TITLE QUESTION TO GET THE CORRECT ANSWER ⇩

 

The exam consists of 60 multiple choice questions with 4 possible answers each. Some questions are short and direct, but there are other questions (about 15-20 of the total) which are longer and more elaborate questions or which ask you to put yourself in the situation of a case study.

To answer all the questions you have a total of 75 minutes. At all times you are aware of the time you have thanks to a countdown that you have on the top right of the screen while doing the exam.

Which of the following is NOT true about a flywheel?

  • Flywheels store momentum.
  • Flywheels represent a circular process rather than a linear one.
  • Flywheels are able to stand unsupported for an indefinite amount of time.
  • Flywheels accelerate as you add more energy to them.

Which of the following is the best way to align a company’s employees around a single purpose?

  • Defining a company culture that encourages employees to focus on fulfilling the company’s purpose.
  • Holding regular training sessions to remind employees what the company’s purpose is and teach them what they need to do to fulfill it.
  • Having a randomly selected employee recite the company’s purpose verbatim at the beginning of every meeting.
  • Adding the company purpose to every employee’s email signature.

Who at your company will buyer personas most benefit?

  • The marketing department, because buyer personas are primarily a marketing tool.
  • The sales team, because buyer personas are primarily meant for qualifying leads.
  • All customer facing teams, because a good buyer persona can provide value to marketing, sales, and services.
  • Executive leadership, because a good buyer persona will rally the company around the leadership’s vision of the ideal customer.

Who should be involved in creating your buyer personas?

  • Marketing should create your buyer personas because they have the most data about prospects.
  • Services should create your personas because they have the most data about customers.
  • Your executive leadership should create your buyer personas because they best understand the company vision.
  • Anybody who interacts with your customers, directly or indirectly, should be invited to give input.

Why do the inbound principles exist?

  • The principles define inbound
  • The principles can be used instead of the methodology
  • The principles connect the methodology with the resources of inbound
  • The principles are aspirational goals

Why is it common for companies to think of themselves in terms of a funnel?

  • Because flywheels were only recently invented, but funnels have been around for much longer.
  • Because funnels are powered by gravity, just as businesses are anchored by revenue.
  • Because companies that don’t use the inbound methodology are inherently funnel-shaped.
  • Because many business charts show conversion rates, and those charts are often shaped like a funnel.

You’ve been tasked with helping to research your organization’s buyer persona. Your boss asks you to reach out to a few good and bad customers. Is this the right approach?

  • Yes, you should try to interview all types of customers. That way you’ll have a better idea of the ideal buyer you’re trying to market and sell to.
  • Yes, interview as many current customers as you possibly can. You should avoid reaching out to prospects since they haven’t used your product/service.
  • No, you shouldn’t be interviewing customers. Instead, you should interview ideal customers, prospects, and those that don’t know your organization.
  • No, you shouldn’t be reaching out to bad customers. They will skew the buyer persona story since they aren’t your ideal customer.

When does the engage stage of the inbound methodology begin?

  • The engage stage begins when a purchase occurs.
  • The engage stage begins when a customer leaves you.
  • The engage stage begins when a prospect or customer takes a desired action.
  • The engage stage begins when a prospect or customer proposes you give them a discount.

What is the relationship between the inbound methodology and the concept of a flywheel?

  • The inbound methodology has arrows to show the direction your flywheel should spin.
  • The inbound methodology is round to help you visualize your company as a flywheel.
  • The only way to make your company operate like a flywheel is to use inbound techniques.
  • The inbound methodology represents a funnel that exists in one part of your company’s flywheel.

What is the definition of a buyer persona?

  • A semi-fictional representation of your ideal customer based on real data and some select educated speculation
  • A lead in your database
  • A true view of your personas
  • A completely fictional representation of your ideal customer based on real data and some select educated speculation

What does a knowledge strategy allow you to do?

  • Identify questions that might be asked
  • Identify topics you need to have information on
  • Identify topics you may have information on, and what types of questions may be asked
  • Identify content for your blog and marketing pages that would be used to generate leads

What does CRM stand for?

  • Custom Rendering for Mobile
  • Custom Relationship Modules
  • Customer Relationship Management
  • Customer Rotation Model

What is conversion optimization?

  • Conversion optimization is investment that produces reliable month-over-month growth. Your website becomes stronger as you continue to measure, iterate, and act.
  • Conversion optimization is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.
  • Conversion optimization is the process of testing hypotheses on elements of your site with the ultimate goal of increasing the percentage of visitors who take the desired action.
  • Conversion optimization is the technology, processes, and content that empower sales teams to sell efficiently at a higher velocity.

What is Jobs Theory?

  •  framework for defining internal job titles and descriptions.
  • The idea that a company should only have as many employees as it has “vital, relevant jobs”? to do.
  • A method for understanding why people buy certain products and services.
  • A management system created by Steve Jobs.

What is social listening?

  • The step you take to have conversations with individuals talking about your industry, brand, products, and services.
  • The method of actively looking for mentions and conversations that pertain to your brand, products, hashtags, and more.
  • How you track, analyze, and respond to conversations across the internet.
  • A method of changing art, music, governments, and businesses.

What is the buyer’s journey?

  • It’s the active research process someone goes through leading up to a purchase.
  • It’s the experience your prospect goes through when learning about your brand.
  • It’s the Inbound Methodology but from the buyer’s perspective.
  • It’s the set of actions that a buyer goes through after he or she made a purchase.

What is the definition of lead nurturing?

  • The process of building relationships with prospects with the goal of earning their business when they’re ready.
  • A marketing effort focused on engaging with only your leads in a way that encourages them to progress toward a specific action.
  • A marketing effort focused on engaging with your leads and customers in a way that encourages them to progress toward multiple actions at the same time.
  • A sales effort focused on engaging with your warm leads in a way that encourages them to progress toward a purchase.

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.

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 the main purpose of a landing page?

  • To capture a visitor’s information via a form
  • To deliver an offer that a business is promoting
  • To promote an offer on a website page, blog post or email
  • To help nurture leads in order to turn them into customers

What is the relationship between your company’s purpose and your buyer personas?

  • Your company’s purpose is found by combining your buyer personas together into a single company persona.
  • Your company’s purpose describes the culture your employees experience while buyer personas describe your company’s responsibility to customers.
  • The people who buy from your company (personas) are the only ones who understand the mission your company is trying to accomplish (purpose).
  • Having a deep understanding of the problem your company solves (purpose) can help you identify the people who have that problem (personas).

What is the role of “back office” teams (accounting, legal, etc.) in creating buyer personas?

  • Back office teams don’t need to be involved in creating buyer personas, but they should understand and accept the finished personas.
  • Back office teams often have key insights to offer during the creation process and should be invited to help create your buyer personas.
  • Back office teams should own the buyer persona creation process because they are less biased than customer facing teams.
  • Back office teams shouldn’t be involved with buyer personas at all because they don’t interact with customers directly.

What is the three horizon framework?

  • The three horizon framework is a way to conceptualize what your business wants to accomplish in the short-term, mid-term, and long-term.
  • The three horizon framework is the sun’s relative position to the earth at any point of day.
  • The three horizon framework is a way to allocate stock in your business’ investment portfolio.
  • The three horizon framework is a performance plan that enables you to see the best and worst performers on your team.

What kinds of information does your marketing team likely need included in a persona?

  • The number of people represented by that persona that they need to bring to the website each month.
  • How the persona finds answers to problems, and how they prefer to be communicated with.
  • The persona’s first name and email address so they can be sent personalized marketing emails.
  • The size of the target market represented by each persona.

What kinds of information does your sales team likely need included in each persona?

  • The size of the target market represented by each persona.
  • The full name, title, and direct phone number of the persona so they can reach out and initiate a sales conversation.
  • The goals and challenges the persona typically has that your product can help with.
  • They’re quota for the number of sales they need to close with that persona each quarter.

What occurs during the attract stage of the inbound methodology?

  • You answer questions and provide solutions for the challenges your prospects and customers face and strategies to accomplish the goals they set.
  • You focus on bringing prospects and customers to your social pages or website through relevant and helpful content.
  • You exceed a prospect or customer’s expectations so much that they’ll want to tell their friends and family about you.
  • You collect information about the individual you’re working with.

When it comes to goal setting, what are key results?

  • Key results are how you quantitatively benchmark and monitor how you get to the objective.
  • Key results are how you qualitatively benchmark and monitor how you get to the objective.
  • Key results are statements you use to benchmark the performance of every individual contributor.
  • Key results are reports that explain how you know how your competitors are performing.

When it comes to goal setting, what are objectives?

  • Objectives are statements that define the quantitative outcome of your goal.
  • Objectives are statements that define the qualitative outcome of your goal.
  • Objectives are statements you use to benchmark and monitor the progress toward your key result.
  • Objectives are statements you use to benchmark the performance of every individual contributor.

When should you focus on delighting people?

  • From the very first moment someone interacts with your business
  • From the moment they become a customer to delight them into promoters
  • At the beginning of the sales process
  • After they have used your product or service

Which of the following best describes a buyer persona?

  • A description of your ideal buyer that sounds like it’s talking about an individual person but is based on aggregated information about your target market.
  • An individual prospect that your company has identified as a good fit for your offering who will likely be receptive to outreach from your teams.
  • A list of demographic information that correlates with an interest in buying your product.
  • A sentiment analysis of a prospect that tells you how cooperative they’ll be during the sales conversation.

Which of the following is a problem with thinking of your business as a funnel?

  • Movement through a funnel immediately stops when things stop flowing into the top of the funnel.
  • The shape of a funnel doesn’t match the actual shape of a conversion chart.
  • There are many different kinds of funnels, each with its own shape.
  • When you pour liquid into a funnel, some of the liquid will stick to the sides of the funnel instead of coming out the bottom.

True or false? There should be one person who is tasked with creating and maintaining your buyer personas.

  • True – You need to get input from as many people as possible, but you should have one person who is accountable for making sure personas are created and maintained.
  • True – Having more than one person involved in the creation process can lead to inconsistencies within a single persona.
  • False – If one person is in charge of personas, they’re point of view will be disproportionately represented in the personas they produce.
  • False – Personas should be created and maintained by a cross-functional task force that operates with a flat structure where no one member of the team has any more authority or responsibility than any other team member.

What are the five inbound principles?

  • Standardize, Contextualize, Optimize, Personalize, Empathize
  • Standardize, Conceptualize, Optimize, Personalize, Empathize
  • Standardize, Contextualize, Organize, Personalize, Empathize
  • Standardize, Contextualize, Optimize, Prioritize, Empathize

What are the steps for creating a conversion path?

  • Attract, convert a lead, close a deal, and delight a customer.
  • Create awareness, determine your end point, chart your course, and analyze.
  • Create awareness, determine your end point, chart your course, build a ship, ahoy matey.
  • Create awareness, chart your course, optimize, convert a qualified lead.

What are the steps of conversion optimization?

  • Define your objective, form a hypothesis, design your tests, establish your baseline, analyze your data.
  • Define your objective, establish your baseline, form a hypothesis, design your tests, and analyze your data.
  • Analyze your data, design your tests, form a hypothesis, establish your baseline, define your objective.
  • Form a hypothesis, analyze your data, establish your baseline, define your objectives, design your tests.

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.

If a sales rep is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the sales rep do?

  • Rely on the information in the persona and ignore apparent differences. Personas often contain information that people don’t know about themselves and should be trusted over anything the individual person says.
  • Focus on serving the person using the information they provide even if it doesn’t match the persona. If the same discrepancy comes up repeatedly, the persona might need to be updated.
  • Send the person back to marketing. Marketing will nurture the person until they’re more qualified for sales outreach and match their persona more closely.
  • Create a new persona. In order for personas to be as accurate as possible, your team may need to have almost as many personas as you have prospects, leads, and customers.

If a salesperson is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the salesperson do?

  • Rely on the information in the persona and ignore apparent differences. Personas often contain information that people don’t know about themselves and should be trusted over anything the individual person says.
  • Focus on serving the person using the information they provide even if it doesn’t match the persona. If the same discrepancy comes up repeatedly, the persona might need to be updated.
  • Send the person back to marketing. Marketing will nurture the person until they are more qualified for sales outreach and match their persona more closely.
  • Create a new persona. In order for personas to be as accurate as possible, your team may need to have almost as many personas as you have prospects, leads, and customers.

True or false? Every business exists primarily to create profits.

  • True – A business might have other goals it wants to achieve, but its leaders must be focused on profits first in order to achieve those other goals.
  • True – A business only exists to create profits for the people it employs.
  • False – Although most businesses have to generate profits in order to sustain themselves, every business exists to fulfill a specific purpose.
  • False – Businesses should not think about profits at all. Instead, they should find a higher purpose to fulfill.

True or false? Every customer has to have a fantastic experience in order for your company’s flywheel to accelerate.

  • True – Even a single unhappy customer will scare away potential customers, so you need to hold your teams to a standard of pleasing every single customer they work with.
  • True – If you aren’t providing a flawless customer experience to every one of your customers, you aren’t operating a flywheel company.
  • False – Not all customers are going to be happy all the time, but your flywheel can counteract their unhappiness by increasing the total size of your customer base.
  • False – Some customers are inherently difficult to work with, but thinking of your company as a flywheel will encourage your teams to provide as good of an experience as possible even to your most difficult customers.

How does your company’s purpose affect “back office” teams (accounting, legal, etc.)?

  • Your back office teams should define and maintain your company’s purpose and find ways to share it with the rest of the company.
  • Back office teams should find ways to make sure accounting processes, legal forms, etc. are focused on the needs of your customers.
  • Back office teams should be aware of your company’s purpose but will not be affected by it directly.
  • Back office teams should audit customer facing teams to ensure the company’s purpose is being fulfilled.

How can thinking of your business as a flywheel foster cross-team collaboration?

  • If each team has separate funnels, a flywheel can help them understand how those funnels fit together and support each other.
  • It’s impossible for a funnel to apply to multiple teams.
  • Funnels inevitably cause friction between teams.
  • A flywheel replaces the standard org chart by showing each individual employee and team their relationship to every other employee and team.

How can you apply flywheel thinking to your company’s budget?

  • By investing as much money into things that drive customer happiness, such as support teams and product improvements, as you do into acquiring new customers through marketing and sales.
  • By making sure funds are evenly distributed to each section of the flywheel. Marketing, sales, and customer support should each have equal proportions of the overall budget.
  • If your flywheel is truly successful, you won’t need to allocate resources to marketing at all because customer word of mouth will provide all of your new prospects.
  • If your flywheel ever slows down, you can speed it back up by funding more customer discounts.

How is your product’s “job to be done” tied to your customer’s personal identity?

  • Your customer wants your product to reflect what they believe about the world.
  • You have to understand a customer’s personal identity in order to understand the job they’re hiring your product to do.
  • By researching the job your product does, you’ll better understand the identity of your customer.
  • By researching your customer’s personal identity, you’ll uncover the job they’re trying to get done.

60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

  • Sales representatives must evolve their selling to keep up with customers’ buying habits.
  • Buyers are more educated, so there’s less work for the sales representatives.
  • Sales representatives need to push and sell harder to convince buyers to make the right decision.
  • Sales representatives should keep this in mind, but this doesn’t change the way the world should sell.

According to Jobs Theory, which of the following is an example of a job story?

  • Our customers buy our product because it helps them feel more confident in social situations.
  • As a commuter, when I’m on my way to work, I want a quick and easy breakfast so that I can finish eating before I get to work and not get hungry again until after my first meeting of the day.
  • XYZ, Inc., was founded in 1902 in Paris, France, as a manufacturer of electric generators. Over the past century, they have grown from a regional manufacturer into an international power solutions leader.
  • The support specialist is responsible for helping customers find the answers they need as quickly as possible.

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

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

Define a conversion path.

  • The method by which you encourage someone on your site to move down your funnel.
  • The method by which you encourage someone to visit your site from social media.
  • The method by which you encourage someone to spend 30 minutes or more on your website.
  • The method by which you encourage someone to read your well-crafted automated email.

Enjoy your test!