HubSpot Sales Software Certification Exam Answers and Study Guide 2019
HubSpot CRM and HubSpot Sales software training and certification for HubSpot Sales Platform users.
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If you send a tracked email to a contact and you get a notification saying they read it, when should you call them?
As soon as you see the first notification.
After they respond to your email.
After getting at least 10 notifications.
After getting three or four notifications.
If you enroll a person in a Sequence, what happens when they respond?
The “post-contact” steps of the sequence are triggered,
The sequence continues executing until all of the steps are completed.
The sequence alerts you that they have responded.
The sequence automatically terminates.
When creating an email template, how would you add a personalized closing line?
None of the above
When creating an email template to confirm a meeting with someone, how would you include the time the meeting was scheduled for?
None of the above
When creating an email template to schedule a meeting with someone, how would you add a description of the topics the meeting was supposed to cover? For example, “I'd love to find a time to dive deeper into [insert topic here].”)
None of the above
When creating an email template, how would you add the next steps? For example, “If you’d still like to talk about this, please let me know the best time to reach you.”
None of the above
When creating an email template, how would you include the contact’s phone number?
None of the above
True or false? When you add a note to a contact record, the content of the note automatically gets emailed to that contact.
If you need a report that isn’t included by default on the sales dashboard, what should you do first?
Create a custom report that gives you the information you need.
Look in the reports library for a report that provides the information you need.
Export your data into a spreadsheet and create a report in your favorite spreadsheet program.
Go to the reports marketplace and see if you can purchase the needed report.
There are several ways to create contacts. One way is to create contacts manually. All of the following are also ways to create contacts EXCEPT:
Form submissions from your website.
Business card scanning through HubSpot’s mobile app.
Automatic contact creation from emails, if your inbox is connected to HubSpot.
The Slack integration.
If you’re enrolling a contact into a sequence and you see a warning that an email has low personalization, what happens when you click the warning?
HubSpot automatically personalizes the email for you.
A help article with email best practices opens in a new window.
HubSpot gives you a list of recommendations for improving your email.
Where can you send a tracked email from?
Contact, company, and deal records
A Gmail or Outlook inbox
HubSpot’s mobile app
All of the above
A playbook can include all of the following EXCEPT:
Videos and images.
Which of the following is NOT a required part of an email template?
A name for the template
An email subject line
The body of the email
The recipient’s email address
If you don’t have access to the playbooks tool, which free Sales Hub tool would be your best choice for inserting an outline into your call notes?
True or false? In general, you should use the default options provided in the “Lead status” property.
Email templates use personalization tokens to pull information from CRM properties into your emails, but you should also leave room to personalize every email you send. Why?
To provide more value to your prospect
To include relevant details from other conversations you’ve had
To make sure the email addresses the recipient’s specific needs
All of the above
How do chatbots qualify leads?
By routing website visitors to the first available sales rep
By using a machine learning algorithm to rank your contacts based on the information contained in their contact properties
By asking website visitors a series of questions and taking different actions based on their answers
By calling the phone numbers stored in your contact records and having an automated conversation with them
Which of the following is NOT an option with the Slack integration?
Searching for contacts, companies, and deals
Making recorded phone calls
Chatting with visitors to your website
Which of the following Sales Hub tiers have access to HubSpot’s automation platform?
The free HubSpot CRM
Sales Hub Starter and above
Sales Hub Professional and above
Sales Hub Enterprise only
You can do all of the following with the meetings tool EXCEPT:
Create multiple links, each with different booking restrictions.
Create a team link that looks at the availability of you and specific teammates.
Access your prospect’s calendar to check their availability.
Generate videoconferencing links with HubSpot’s Zoom integration.
Which Sales Hub tool would you use to send a quote to a prospect?
Which Sales Hub tool would you use to add your terms of service to a quote?
Which of the following is the best description of how to filter records in HubSpot CRM?
Your IT department can filter records for you in as little as three hours from the time of your request.
You can search for exact record matches and sort the results alphabetically or by the date they were created.
You can filter your records by using simple command line prompts.
You can filter the records you have access to in real time based on values contained in their contact properties.
When you send a tracked email, you receive a notification every time the email is opened. You can receive these notifications in all of the following ways EXCEPT:
An instant notification on your computer, if you’re using the Chrome or Outlook extension.
A push notification on your phone, if you’re using the HubSpot mobile app.
In the activity feed inside HubSpot CRM.
A phone call, if you’re using HubSpot’s virtual secretary.
When creating an email template, how would you include the contact’s name in the greeting?
None of the above
Which of the following is NOT a default contact property in HubSpot CRM?
Favorite flavor of cake (a free-fill sample property)
Next activity date (the date of a contact’s next meeting or task, if any)
Form submission (the name of any form the contact has submitted from your website)
Last contacted (the date or time period a person last received contact from a member of your sales team)
When making a call from HubSpot CRM, what’s the best way to take notes during a call?
Add a note to the contact record.
Update the “Last Call” property on the contact record.
Use the notes area that appears during the call to type notes.
The call is automatically recorded, so notetaking is unnecessary.
What's an ideal customer profile?
A checklist of the most basic attributes someone needs to have in order to be successful as your customer
A detailed description of a customer who has purchased your product in the past
A way of ranking the priority of your leads
A standard report available on your sales dashboard
Which of the following can you do with HubSpot’s mobile app?
Scan business cards to create new contacts.
Manage your deals and tasks.
Respond to live chats from your website.
All of the above
True or false? Changing the properties listed on one contact record will change the way properties are listed on every contact property you view.
What can you use the documents tool for?
You can use it to share a document with your contacts and get insights into how they interact with it.
You can use it to create customized documents such as personalized quotes.
You can use it to take notes about the conversations you have with your contacts throughout your sales process.
You can use it for customized reports about the webpages a contact visits most frequently.
Which Sales Hub tool would you use to add products to a deal?
How has the internet changed the relationship between buyers and sellers?
Customers have more options for sharing their opinions of your company with other prospective buyers.
Prospective buyers have more access to information about your company and products.
Sellers can better leverage the voices of happy customers to resolve the concerns of potential buyers.
All of the above
Which of the following is a best practice when sending emails as part of your task queue?
Use the email scheduling tool to make sure your emails will be delivered at a time that’s convenient for your contacts.
Send emails first thing in the morning to make sure your contacts see them when they get into work.
Send emails at the end of the day to avoid interrupting your contacts’ daily schedule.
Use the sequences tool to make sure your emails get re-sent to the recipient if they don’t respond.
What is a sequence?
The steps of your sales process
An automated series of emails and tasks
A playlist of tasks that you can work through
An outline to follow during a sales call
All of the following are default reports in HubSpot CRM EXCEPT:
Deal revenue leaderboard.
New deals created.
Deals closed won.
True or false? HubSpot Video is part of the quotes tool.
All of the following tools can be used to capture inbound leads, EXCEPT for:
Which of the following is the HubSpot tool that shows you which companies have visited your website?
All of the following are true about forms and lead flows EXCEPT:
Which of the following is the easiest way to create a new contact record?
There are two main differences between forms and lead flows. One is that forms are embedded on the page while lead flows appear on top of the page. What's another difference?
Which of the following is NOT a recommended best practice for the messages tool?
You see that a particular company has visted your website several times in the past few days, so you decide to call them. A receptionist answers the phone. Which of the following would be the BEST way to proceed?
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.
In HubSpot CRM, what’s the relationship between contacts and companies?
You’ve been researching XYZ Inc. and discover that someone at the company has viewed your pricing page, so you give them a call. You talk to the receptionist, Johnny. You ask who in the company might be investigating your solution. Johnny says he doesn’t know for sure but that he can ask around and get back to you. He also says that Mariah Opensky would probably be the person to make that decision, but she’s currently on vacation. What’s the BEST way to record this in the CRM?
The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:
Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?
Which of the following statements is true?
This training has contrasted the traditional way of doing sales with a new way, known as “inbound sales.” Which of the following BEST describes what makes inbound selling different from other sales techniques?
What information shows on the timeline of a company record?
How can you find all of the contacts who don’t have a value in a particular property?
How can you share saved filters with other team members?
True or false? When you change the displayed properties in the “About” section of a contact record, that change automatically carries through to all contact records in the CRM.
Which of the following is a benefit of keeping your contacts’ Lead Status property up to date?
Fill in the blanks. Good email templates increase ______ without sacrificing _____.
Which of the following is FALSE about sales emails?
Email templates in HubSpot Sales must have all of the following EXCEPT:
When writing the body of an email template, it’s important to include all of the following EXCEPT:
This morning you were supposed to have a meeting with one of your contacts, but they didn't show up. You want to send them an email to encourage them to reschedule. Instead of writing the email from scratch, you decide to make an email template you can use again in the future. Now you need to figure out what the template should say. Which of the following is the BEST way to look for ideas?
Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?
Which of the following is a best practice for email subject lines?
Which of the following is true about an email template’s name?
Your team just hired a new sales rep, and you’re coaching them on how to create a good email template. They ask you how to figure out the purpose of a template. What advice should you give them?
What is a task queue?
You can set a due date when you create a task. What happens when the due date arrives?
Which of the following is NOT a type of task in HubSpot CRM?
What's the BEST way to add people from your saved filters into a task queue?
How do you record emails in the CRM if you are NOT using the HubSpot Sales email extension?
For the following questions, imagine you are creating an email template for following up with people who missed a scheduled appointment. You found this email in your sent folder that you want to use as a template:
When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)
When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)
When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)
When creating an email template in HubSpot Sales, how would you add a description of the topics the meeting was supposed to cover? (“the trouble you’ve been having with user engagement on your online forums“)
When creating an email template in HubSpot Sales, how would you add the next steps? (“If you’d still like to talk about this, please let me know the best time to reach you.”)
When creating an email template in HubSpot Sales, how would you add a personalized closing line? (“Looking forward to talking to a fellow Cubs fan,”)
Where can you see the progress of a deal?
True or false? Deal information is automatically displayed on the contact timeline.
What’s the best way to create an end-of-the-month to-do list?
What’s the most important deal property?
What’s the difference between the deal forecast and the deal board?
True or false? You should treat all of your contacts as equally important to your sales process.
How can deals help you prioritize your contacts?
When should you create a deal?
What are deal stages?
True or false? The best way to define the steps of your sales process is to figure out the actions you have to take to move a sale forward.
Where's the best place to go if you want to ask other HubSpot users the best way to use HubSpot tools?
Which of the following is HubSpot's live chat tool?
Your marketing team wants to add lead flows and messages to your company's website. Where should each tool be used?
True or false? You should customize an email template every time you send it out.
Which of the following is the BEST description of the benefits of using personalization tokens?
You work for a company that has a form where people can request a free consultation. You want to create a list of people in your territory who have submitted this form. Which tool will you need to use to do this?
How do you record emails in the CRM if you're using the HubSpot Sales email extension?
Fill in the blank: A ___________ is a record used to track the progress of an individual sale.
Where's the best place to go to find help docs and training videos about HubSpot tools?
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