HubSpot Inbound Sales Certification Answers 2020- 100% correct exam answers for HubSpot Inbound Sales Certification Course.
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Here is below some HubSpot Inbound Sales Certification Answers -
What is your role during the consideration stage of the buyer’s journey?
Which of the following is the BEST way to discuss a prospect’s budget?
How can you start building rapport before getting on a call?
What is your role during the decision stage of the buyer’s journey?
Fill in the blank. If a prospect says, “I’m hoping to get this figured out before the end of the quarter,” that’s an example of a __________.
What does it mean to make your outreach “helpful”?
What is an inbound lead?
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?
Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.
Here’s an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework needs improvement?
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?
All of the following are questions to ask while discussing authority EXCEPT:
Here’s a paragraph from a recap email. “You currently have a quote from a moving company for about $5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was moved safely and on time. However, the decision isn’t yours alone. Sebastian is in charge of the equipment and Sal will have to approve the higher budget. We’ll include them in our next meeting to discuss the details of where we go from here.” Which part of the explore phase does it accomplish?
When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?
What is the purpose of the 1-10 closing technique?
Here’s a paragraph from a recap email. “You mentioned that you need to get into a larger space, but you have a lot of specialized equipment that can’t be moved easily. Your best plan is to hire a moving company, but you’re worried that the equipment will get damaged or miscalibrated in the move.” Which part of the explore phase does it accomplish?
Where in your presentation should you present case studies on other companies you’ve worked with?
How do you determine the timeline for closing a deal?
How should you begin your sales presentation?
All of the following questions are part of the 1-10 closing technique EXCEPT:
You should do all of the following in your sales presentation EXCEPT:
How long should the rapport-building part of an exploratory call be?
What do you need to do before connecting with someone on social media?
All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:
If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:
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?
If a lead calls you in response to a voicemail you left, what should you do?
What should your outreach messages try to do?
Fill in the blank. If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.
Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.
How can you make sure the content you share is relevant to your prospects?
What does it mean to make your outreach “holistic”?
Fill in the blank. If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.
What does it mean to make your outreach “human”?
When should you transition to the explore phase?
What is a trigger event?
All of the following might be included in an ideal customer profile EXCEPT:
Which of the following is an example of a common connection?
All of the following are examples of social selling EXCEPT:
Fill in the Blank: End each email with a ______.
How often should you reference yourself in your outreach messages?
How long should each message in your sequence be?
Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies ________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________.
An inbound sales strategy focuses on identifying people who _________.
What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?
All of the following could be a trigger event EXCEPT:
All of the following are examples of inbound leads EXCEPT:
How quickly should you contact inbound leads?
What is the difference between ideal customer profiles and buyer personas?
True or false? You should only start identifying passive buyers after identifying all of the active buyers.
What is a passive buyer?
When you identify an active buyer, what stage of the buyer’s journey will they most often be in?
What is an active buyer?
You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:
You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:
What is the buyer doing during the decision stage of their buying journey?
What is the buyer doing during the consideration stage of their buying journey?
What is your role during the awareness stage of the buyer’s journey?
What is the buyer doing during the awareness stage of their buying journey?
To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT:
As a new inbound salesperson, you are most excited when you are able to leverage your large network because it relates to the common connect strategy. Which of the following is a common connection that you can leverage?
You’ve placed a connect call and sent a follow-up connect email, and fortunately, the potential buyer reaches back out. He expresses interest in the help you offered in your phone call and email outreach. Based on the process outlined in the Connect class, your next step should be:
Which of the following is the most important question that you should be asking yourself to fully understand the awareness stage for your buyer?
You and a team member are working together to sell to a potential buyer. You’re both trying to take an inbound selling approach, and your team member has been assigned to advise and deliver the presentation. She plans to conduct a product demonstration and runs it by you. The flow of the demo emphasizes your product’s best features. What feedback would you have for this team member?
Why should you start a presentation with a recap of what was discussed during the connect and explore phases?
True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works.
You’re helping create a timeline for your potential buyer. The timeline is probably going to have to change. Which of the following options will give you the best chance of closing the sale?
Which of the following is the proper order to conduct the advisory part of your presentation?
Why is using a 1-10 closing technique to gauge the conviction of a buyer a good idea?
A presentation is an all encompassing term to convey the process of advising a potential buyer to help them move forward with a purchase decision. Which of the following is NOT considered a type of presentation?
Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach?
True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.
True or False? With the 1-10 closing technique, you help a potential buyer weigh the pros and cons for purchasing.
You’ve spent a lot of time creating a presentation for your potential buyer and you’re excited to present it. However, as you continue to work your way through the presentation, you notice the buyer is not engaged. What should you do?
Which of the following is NOT completely necessary to the advising checklist?
What is the main goal of a presentation?
A meeting with a potential buyer is coming to an end. You suggested new plans, helped them quantify consequences, encouraged them to think through their decision-making processes, and discussed their budget. What should you do next?
When should budget-related discussions happen during a normal exploratory meeting?
You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?
True or false? When a potential buyer begins to expresses interest, inbound salespeople transition into exploratory mode instead of pitch mode. Inbound salespeople recognize they don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet.
Is it important to make sure the potential buyer is interested in implementing several of your solutions to overcome the things that stand in the way of solving their issues with your product?
True or false? After a potential buyer explains their timeline and plan to you, you should begin to understand how eager they are to change.
Why is recapping the conversation you just had during an exploratory meeting so important?
You’re discussing the cost of your service and the potential buyer is asking questions about potential costs that could arise in addition to your service. How should you respond?
You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product?
A potential buyer just shared a very important goal they have with you. What should you do next?
True or false? Discovering a potential buyer’s consequences and implications should be done at the Explore stage of the Inbound Sales Methodology.
Before moving into presentation mode, what information must an inbound salesperson know?
Why is it important to get your potential buyer to reflect back on their goals and challenges?
You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call?
Inbound companies are similar to inbound leads. While you may not know who actually visited your website, you do know that someone from that company took that action. Based on this information, which of the following is the best way to begin your email outreach?
When developing a persona, you should ask yourself all of the following questions EXCEPT:
True or false? Advanced technology is required to execute a high quality connect process.
Which of the following should you keep in mind when defining content for each sequence?
You’re about to develop your company’s personas for connecting. Based on the inbound sales approach, your best path to success would be:
True or false? It is not ideal to send an invitation to connect on social media until you have shared valuable content with the buyer.
As a salesperson, you’ve decided to reach out to a prospective buyer on social media. In order to do this the inbound way, it’s important to do the following:
Regardless of the source of your lead (e.g. inbound buyer, triggered event, etc.), it is critical that you gain buy-in for a longer exploratory conversation by doing the following two things:
True or false? When inbound salespeople get a potential buyer on the phone, they initially focus on qualifying the potential buyer for proper budget and authority.
True or false? When defining personas, you should first segment your target market by the types of companies, and then the different types of people you target within those companies.
You’ve just joined a new company as one of their newest inbound sales representatives and are excited to begin executing on their connect strategy. You’ve recently identified a potential buyer, determined their persona, and identified which lead source they came from. What are your next steps as an inbound salesperson, in order?
What is the correct order of the three steps to set up your Connect strategy?
Enrichment data about your leads will help you understand their context and personalize the sales experience accordingly. What are the two enrichment data categories?
You recently started using a software that identifies the company from which an anonymous visitor originates. You find that someone from Sprocket Corporation has been visiting your website and their company fits your ideal buyer profile. What should you do?
True or false? Inbound salespeople differentiate from legacy salespeople by prioritizing active buyers over passive buyers.
Which of the following is not a type of lead source defined in the Identify class?
True or false? To identify passive buyers, you can identify companies that match your ideal buyer profile by leveraging LinkedIn or other company databases.
What is an ideal buyer profile?
True or false? You recently got an inbound lead from a company that fits your ideal buyer profile. However, the lead is a lower level employee with no buying power. This is still a good inbound lead.
Fill in the blank: Your best leads are strangers that match your ___________ and are active in ____________.
Which of the following is NOT an example of a trigger event?
True or false? Ideal buyer profiles and buyer personas are the same thing, but ideal buyer profiles are for sales and buyer personas are for marketing.
You’ve joined a sales department at a new company. During training, your manager walks you through when you’ll need to transition into presentation mode. She says you should transition into presentation mode the moment the prospect expresses interest. Your manager then provides you with the presentation template that all of the sales representatives use. Is your new sales team practicing a legacy sales approach or an inbound sales approach?
Based on this course, what is the framework for the buyer’s journey?
How would you describe an inbound sales professional?
Fill in the blank: Inbound salespeople advise ____________, and if the buyer agrees the salesperson is best for their context, they become _______________.
You let your boss know that you want to start applying an inbound sales approach to the way you sell to your potential buyers. Your boss is onboard but says you still have to meet your cold call and cold email quota each day. How would you respond?
True or false? Inbound salespeople prioritize passive buyers ahead of active buyers.
What framework is used to understand how your customers buy your product/service?
What are the four stages of the Inbound Sales Methodology?
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