Hubspot Inbound Sales Certification Exam Answers
A) I think it would be helpful if we both presented. To closely align with an inbound selling approach, we need to make sure that one of us knows the product inside and out since we should do a full demo.
B) “Let’s take more of an inbound approach and tailor the presentation. Rather than showing our best features, we should illustrate only the features important to the potential buyer.”
C) “I think it could be improved and is more of a legacy sales approach. You should present it in the order like we always do and emphasize the most common value propositions.”
D) “Looks good. Be sure to share our newest feature to show that we’re always evolving for our customers. It would also be helpful to share our most popular case study.”
A) The Buyer’s Journey
B) The Inbound Sales Methodology
C) The Exploratory Guide
D) Ideal Buyer Profile
A) Inbound salespeople are experts, like doctors, who are there to diagnose and recommend the right solution. They ask the questions that are sometimes difficult to ask (or answer), but are in the best interest of the potential buyer to consider.
B) Inbound salespeople are experts that use their industry and product/service knowledge to convince potential buyers to purchase because they know what’s best.
C) Inbound salespeople are experts at identifying pain points of potential buyers and pushing on those pain points until the buyer feels as though they have no other option but to purchase if they hope to be successful.
D) All of the above
A) Legacy – Legacy salespeople revert to generic presentations and jump into presentation mode too early when they don’t understand the buyer’s context.
B) Inbound – Inbound salespeople lead with a presentation if the buyer has expressed some form of interest because they know they can help the buyer.
C) Both – Presentations are more of a legacy sales approach but the presentation template is a best practice of the exploratory phase.
D) Neither – Both legacy and inbound salespeople have transitioned away from giving presentations because all of that information can be found online.
A) Awareness, Consideration, Decision
B) Research, Consideration, Purchase
C) Research, Connection, Advise
D) Awareness, Connection, Advise
A) When buyers investigate your company’s offering, what do they like about it, compared to alternatives?
B) What concerns do buyers have with your product or service?
C) How do buyers educate themselves on their goals?
D) How do buyers become aware of the pros and cons of potential solutions to their challenges?
A) Research, Connect, Present, Advise
B) Attract, Convert, Close, Delight
C) Identify, Connect, Explore, Advise
D) Awareness, Research, Consult, Purchase
A) A phone call from a potential buyer
B) A newspaper article about a potential buyer
C) A mention in social media by a potential buyer of a hashtag aligned with your value proposition
D) A blog post by a potential buyer
A) The buyer’s common connections and the buyer’s current solution
B) The buyer’s competitors and what the buyer is currently using as a solution
C) The buyer’s budget and the buyer’s timeline
D) The buyer’s interests and the buyer’s demographics
A) Inbound leads
B) Inbound companies
C) Common connections
D) Inbound hires
A) A description of a past buyer who closed quickly
B) A semi-fictional representation of your ideal customer based on market research
C) A description that defines which buyers you can help and which buyers you can’t
D) All of the above
A) buyer persona, profiling companies
B) buyer’s journey, researching solutions
C) company fit, making a purchase
D) ideal buyer profile, the buyer’s journey
A) Find the contact at the company that is the most likely buyer of your solution
B) Create a new lead in your CRM with the appropriate point-of-contact and their company
C) Move the new lead to the enrichment step of an identify process
D) All of the above
A) Make sure your goal of selling to them is clear in your outreach
B) Ensure you address them properly based on their role in the organization
C) Support the potential buyer during their buying journey
D) Personalize the entire sales experience to the buyer’s context
A) Determine your personas, define the sequences for each persona, and define the outreach for each sequence.
B) Determine your personas, define the challenge for each persona, and define the connect method for each persona.
C) Determine your primary persona, define the sequence for them, and define the connect method for each persona.
D) Determine your personas, define your negative personas, and define the ways in which you will reach the personas.
A) One of your customers may refer a potential buyer
B) One of your fellow employees knows the potential buyer
C) An acquaintance outside of your organization knows the potential buyer
D) All of the above
A) Adjusting the length of your content accordingly – 200 words to 400 words.
B) Referencing your product/service at least 2x as much as you mention the buyer.
C) Pulling from your inventory of existing content.
D) Mentioning how you helped a similar company see success.
A) Establish why you’re calling, then position a challenge you can help people like them overcome.
B) Establish who you are, why you’re calling, and how you and your product/service are able to help them.
C) Validate their interest in discussing their problems with you, and provide value to them with your product/service.
D) None of the above
A) Hi [Buyer Name], I noticed your company’s recent job tweet about how to get rid of old electronics. I thought you would appreciate the popular eBook we wrote titled “Top Security Issues for Small Businesses” and will send it to you now.
B) Hi [Buyer Name], Earlier today, you downloaded our eBook on top security issues for small businesses. Based on this area of interest, I thought you may also enjoy [Blog Article A] and [Blog Article B].
C) Hi [Buyer Name]. [Common Connection First and Last Name] suggested I reach out to you. We were discussing best practices our firm recently uncovered on purchasing new electronics and security issues that most small businesses face. [Common Connection First Name] thought you would be interested in th
D) Hi [Buyer Name], Various people within your organization have been reviewing our content on how to recycle old electronics. Based on this area of interest, I thought you and your team may also enjoy [Blog Article A] and [Blog Article B].
A) Send them the relevant content you do have
B) Send useful content from thought-leaders in the relevant industry
C) Offer a consultation/product demo
D) None of the above
A) Explore all information you can find on them and then assemble your method of reaching out and decide.
B) Assemble the content for your persona, assemble the best medium for connecting, and then begin the outreach.
C) Assemble a sequence plan, assemble the content for each sequence attempt, and then begin the sequence.
D) Identify a common connection or some method of outreach, and begin the connect conversation by personalizing your message.
A) Find a time to discuss
B) Manage the connect call by referencing their activity
C) Call them and get them on the phone
D) Develop credibility with the buyer
A) Customize and personalize your outreach
B) Personalize and present your value
C) Produce something of value
D) Connect with your potential buyer and begin a relationship around your company
A) Starting with one segmentation at the company level (like industry) and then moving to one segment at the individual level (like role).
B) Starting with the most common individual-level segments and then moving to company-level segments.
C) Starting with your most profitable segments at the individual level (like role) and then moving to the company size (like small, medium or enterprise).
D) Being all encompassing, as you’re looking to define this for the first time and need a starting point to work from.
A) The buyer’s industry
B) The buyer’s role
C) The buyer’s sphere of influence
D) What the buyer has done on the seller’s website
A) The chain of command, so you can speak with the most relevant stakeholder.
B) The potential buyer’s infrastructure, so you can make sure they have the team to run the methodology.
C) The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around.
D) The buyer’s context, so you can deliver a customized proposal to the buyer.
A) At the beginning of the meeting
B) In the middle of the meeting
C) At the end of the meeting
D) Budget shouldn’t be discussed during the exploratory meeting
A) Yes, it’s important to understand that you’ll be able to provide value to the buyer
B) No, it’s not as important as getting their timeline and budget
B) Active listening
C) The LAER technique
D) The BANT method
A) All requisite information has been shared. You respect their time and finish the call.
B) Verbally recap your understanding to your potential buyer. This helps them realize you fully understand their context.
C) Tell them you will send them a recap before your next call, later on.
D) Ask if they can think of any limitations they should share with their team.
A) Start with a strong agenda and then build some rapport.
B) Start by building some rapport and then begin where the previous conversation left off and dig right in.
C) Start with a strong agenda and then ask them if they have any questions before you begin your presentation.
D) Start by building some rapport and then recap what you learned and shared from previous conversations.
A) The potential buyer will be less likely to try to leverage a cheaper price from you.
B) The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps.
C) It demonstrates what an experienced salesperson you are.
D) It gets them to believe that inbound is a real thing.
A) It’s important because you’re getting another chance to listen to their situation.
B) It’s important because you’re getting them to think critically about their situation.
C) It’s not important for the potential buyer to reflect back, you should always be moving the sale forward, not backward.
D) It’s important because you’re leveraging the power and impact of repetition.
A) Ask the potential buyer to share this goal with their leader/manager
B) Encourage the potential buyer to write it down
C) Have the potential buyer quantify the goal
D) Identify who came up with this goal
A) Read and understand your company’s best practices and case studies inside and out
B) Talk to other sales professional
C) Look at your company website
D) Read all of the content your marketing team produces
A) Identify the plan’s failings and suggest an easier set of goals
B) Quickly but politely end the call so you can focus on buyers with clearer goals
C) Elevate their concerns by positioning solutions that will help them overcome any problems while reaching their goals
D) Downplay their concerns and praise the good points of their plan
A) “Great question. We should definitely review the costs to implement this solution.”
B) “No need to worry. Your account manager will be there to help defray any additional costs.”
C) “It’s important that we cover this at another time. For now, I’m just learning about your goals and challenges.”
D) “There aren’t any additional costs–our service pays for itself.”
A) You should be cognizant that your buyer will waiver, and plan accordingly by setting expectations with your buyer.
B) You should convince the buyer that your timeline is actually a better timeline for their needs.
C) You should be mindful that purchasing decisions can often be difficult and be empathetic but firm in the timeline.
D) You should be flexible and understand that a timeline might need to change based off the buyer’s needs and urgency.
A) Confirming their budget, decision-making processes and timeline.
B) Including a recap of what you’ve learned, so they know you understand their situation.
C) Earning their trust by starting off with some information about yourself and other businesses that you’ve worked with.
D) Suggesting ways to help them achieve their goals and overcome their challenges using your product/service.
A) Make sure that they’re a proper fit for your company by asking them more questions to ensure it is a good partnership.
B) Acknowledge what they said by repeating it back to them. Ask them to elaborate.
C) Repeat back to them that they’re ready to purchase and send over the contract.
D) Encourage the potential buyer to help group-sell the decision maker on the final details.
A) By starting with a recap, you make sure that you’re both on the same page. You’re both on the same side of the table.
B) By starting with a recap, you’re able to remind them of whatever you previously discussed and even convince them of some new things they may not have realized before.
C) A recap is not necessary and you should immediately dive into how you will help them reach their goals.
D) A recap is not necessary. You provided email recaps already. To recap again is a waste of both parties’ time.
A) To add value
B) To review what the potential buyer should know
C) To help them achieve their goals
D) To recap the exploratory call
A) This is a natural part of any presentation. Continue on and be sure to address their questions at the end.
B) Adapt your presentation to what’s unfolding during the conversation.
C) Stop and ask them if what you’re covering makes sense.
D) Be honest with them and ask them about their lack of engagement during this presentation and the reasoning why.
A) Verifying all of the positive changes that will occur by hitting your recommended timelines.
B) Verifying when they need to implement their plan.
C) Verifying when they need to achieve their goal by.
D) Verifying when they need to eliminate specific challenges.
A) Confirm timeline, authority, and budget
B) Confirm authority, timeline, and budget
C) Confirm timeline, budget, and contract details
D) Confirm budget, authority, and timeline
A) True – Inbound salespeople know their product well enough that they have perfected their pitch.
B) False – Inbound salespeople customize their presentation to the buyer’s context.
A) A proposal
B) A contract
C) A demo
D) A pitch
A) “Sounds good, we’ll adjust our timeline so you feel confident with the purchase.”
B) “Sounds good, let’s add one more week to the timeline.”
C) “I would advise you against waiting, simply because I heard our product will soon be increasing in price.”
D) “I would advise you against waiting because the longer you wait, the longer it will take to start seeing value from your purchase.”
A) “Actually, I’ll need to stop calling altogether. With inbound, everything can be done through our website forms, automated email, and our CRM. We’ll save everyone time.”
B) “That’s fine. Colding calling is a key part of transitioning into presentation mode, which is when you can really add value for the potential buyer.”
C) “Interesting. Why not increase the quota? Cold calling is an important part of inbound since it helps you understand the buyer’s context if you get them to answer the phone.”
D) “Let’s compromise. I’ll still do some cold calling, but it will also be important for me to position myself as a thought leader. Can we lower the quota, so I can contribute to the company blog?”
A) opportunities, customers
B) leads, marketing qualified leads
C) opportunities, leads
D) marketing qualified leads, customers
A) What are the implications of inaction by each persona?
B) How do these personas describe the goals or challenges they encounter that align with our company’s offering?
C) What are their preferred methods of communication within their team, their company, and their family?
D) How do these personas typically educate themselves on their goal or challenge?
A) It will encourage the potential buyer to share why they want to buy.
B) As they weigh the pros and cons, many potential buyers will overcome any lingering concerns.
C) A & B
D) None of the above
The correct answer is:
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