HubSpot Inbound Sales Certification Answers
- Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.
- Which of the following is the BEST way to discuss a prospect’s budget?
- 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 cons
- 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 i
- When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
- What is the purpose of the 1-10 closing technique?
- Where in your presentation should you present case studies on other companies you’ve worked with?
- 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 equi
- How do you determine the timeline for closing a deal?
- You should do all of the following in your sales presentation EXCEPT:
- How long should the rapport-building part of an exploratory call be?
- How can you start building rapport before getting on a call?
- What do you need to do before connecting with someone on social media?
- How should you begin your sales presentation?
- 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:
- All of the following questions are part of the 1-10 closing technique 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?
- 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 __________.
- 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 __________.
- All of the following are examples of social selling EXCEPT:
- 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 approach
- Fill in the Blank: End each email with a ______.
- 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
- 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 authorit
- What should your outreach messages try to do?
- What is an inbound lead?
- You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:
- What does it mean to make your outreach “human”?
- All of the following are questions to ask while discussing authority EXCEPT:
- What is the difference between ideal customer profiles and buyer personas?
- What is the main goal of a presentation?
- When should you transition to the explore phase?
- What is a trigger event?
- 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 the
- All of the following might be included in an ideal customer profile EXCEPT:
- All of the following are examples of inbound leads EXCEPT:
- What is the difference between a sales process and an inbound sales strategy?
- How quickly should you contact inbound leads?
- 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?
- What is an active buyer?
- What is the goal of the identify phase of an inbound sales strategy?
- An inbound sales strategy focuses on identifying people who _________.
- You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:
- What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?
- You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:
- What is the buyer doing during the awareness stage of their buying journey?
- All of the following could be a trigger event EXCEPT:
- You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:
- All of the following are examples of inbound leads EXCEPT:
- What is your role during the decision stage of the buyer’s journey?
- What is the buyer doing during the decision stage of their buying journey?
- What is the difference between a sales process and an inbound sales strategy?
- How quickly should you contact inbound leads?
- True or false? You should only start identifying passive buyers after identifying all of the active buyers.
- What is your role during the consideration stage of the buyer’s journey?
- When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)
- What is the buyer doing during the consideration stage of their buying journey?
- What’s the BEST way to add people from your saved filters into a task queue?
- What is a passive buyer?
- What is your role during the awareness stage of the buyer’s journey?
- 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
- Fill in the blank: If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.
- When you identify an active buyer, what stage of the buyer’s journey will they most often be in?
- What does it mean to make your outreach “helpful”?
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