HubSpot Sales Enablement Certification Exam Answers 2019

HubSpot Sales Enablement Certification course will teach you how to develop a marketing driven sales enablement strategy. This course was designed with marketing managers in mind, but other marketing professionals, as well as sales leaders, can benefit from learning the principles involved in this approach to sales training. This course consists of 12 classes and a 60 question exam.

HubSpot Sales Enablement Certification

HubSpot Sales Enablement Exam Details:

  • Step 1:  Sign in with your HubSpot Sales Enablement 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.



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

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

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

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

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

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

What is the difference between work groups and teams?

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

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

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

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

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

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

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

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

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

What is an insights committee?

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

What is sales enablement?

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

What is the purpose of smarketing meetings?

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

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

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

What is a buyer persona?

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

What is a hand raiser?

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

What is a judicial branch?

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

What is an ideal customer profile?

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

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

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

How do goals and a vision work together?

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

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

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

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

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

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

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

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