HubSpot Inbound Sales Certification Exam Answers 2019

The course “Hubspot Inbound Sales Certification” covers the basics of an inbound sales approach. This course is for individual sales reps who are looking for practical tips to use on their next call or meeting. You’ll learn how to identify new prospects, connect with them, explore their needs and advise them on the way forward.

HubSpot Inbound Sales Exam Details:

hubspot inbound sales certification

  • Step 1:  Sign in with your HubSpot Inbound Sales Certification on the official website: Click on the link above
  • 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 ⇩

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.”

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.”

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 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.

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.

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

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.

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.

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 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

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.

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.

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 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.

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.

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?

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.

Enjoy your test!

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