Q.1 – Which of the following is NOT a good criterion for an ideal buyer profile?
(A) Geographic location
(B) Size of company
(C) Industry or vertical
(D) Job title
(A) Have sales make immediate contact
(B) Have marketing nurture
(C) Offer group-based resources
(D) Avoid investing too many resources
(A) True
(B) False
(A) Buyer personas are optional, but every company needs to have at least one ideal buyer profile.
(B) Ideal buyer profiles are static, but buyer personas need to be continually updated.
(C) Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.
(D) Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.
(A) Have marketing nurture these leads
(B) Offer group-based resources
(C) Avoid investing too many resources
(D) Hand off to sales and have sales make immediate contact
(A) Have marketing nurture
(B) Avoid investing too many resources
(C) Have sales make immediate contact
(D) Offer group-based resources
(A) Have marketing nurture
(B) Offer group-based resources
(C) Avoid investing too many resources
(D) Have sales make immediate contact
Q.8 – True or false? Your client can only have one buyer persona per ideal buyer profile.
(A) True
(B) False
Q.9 – When implementing HubSpot CRM for a client, should you help them create custom properties?
(A) Yes – help them create as many as they need for the information they want to know about their contacts.
(B) Yes – but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.
(C) No – it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.
(D) No – while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.
(A) “No worries–we can use the Tasks feature to send reminder emails to your reps so they don’t forget.”
(B) “Good point–maybe HubSpot CRM isn’t a good fit for you.”
(C) “Good point–let’s make sure we set up a time to train your reps so they understand the value of recording their work in the CRM.”
(D) “Not a problem–HubSpot CRM automatically records emails and calls so reps don’t have to.”
(A) By going to hubspot.com/crm and creating a CRM account
(B) By adding the CRM to their existing portal
(C) Reach out to your Channel Consultant to create a new portal that includes marketing and CRM
(D) Have your client contact HubSpot Support to enable this in their portal
Q.12 – Which of the following is NOT a standard report on the Sales Dashboard?
(A) Deal Forecast
(B) Sales Performance
(C) Deal Leaderboard
(D) Productivity
(A) Using the email functionality on the contact record to send emails from inside the CRM
(B) Manually logging emails in the CRM
(C) Importing the email messages in bulk
(D) Using the CRM’s bcc and forwarding addresses
(A) lead views
(B) buyer personas
(C) deal stages
(D) sales process
(A) Point out importing is actually just a small part of the full implementation process.
(B) Remind them that the outcome will be worth the trouble.
(C) Present it as an opportunity for them to organize and validate their data.
(D) Tell them that it’ll be a lot of work but it’s unavoidable.
(A) The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.
(B) The Meetings tool because this will allow prospects to easily set up time with a sales rep.
(C) The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.
(D) The Documents tool because sales reps can see which content to send next to the prospect.
(A) True
(B) False
(A) True
(B) False
Q.19 – All of the following are tactics to help your client engage with their prospects, EXCEPT:
(A) Track contacts who are in-market for their services
(B) Convert website traffic into leads
(C) Make it easier for prospects to book meetings with your client’s sales reps
(D) Tailor and template email outreach messages
(A) Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.
(B) Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.
(C) Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.
(D) At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.
About HubSpot Delivering Sales Services Course
The Delivering Sales Services course from the Hubspot marketing platform is designed to help sales reps to get a better understanding of how to deliver sales services to desired clients with a positive and strong ROI and increase retainers.
The course contains video lessons as well as hands-on practical examples that teach sales representatives how to offer sales services to clients.