ac t ual que s t i ons hubspot sales sof tw are 1 00%€¦ · hubspot sales sof tw are a s ma r t e...

HubSpot Sales Software

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Actual Questions

Correct Answers

All of the following tools can be used to capture inbound leads, EXCEPT for:01

Messages

Email templates

Lead flows

Prospects

Laurent, YZYadwords 2018 url: https://yzyadwords.com contacts: [email protected]

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Which of the following is the HubSpot tool that shows you which companies have visited your website?02

Messages

Email templates

Lead flows

Prospects


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All of the following are true about forms and lead flows EXCEPT:03

Lead flows appear on top of the page while forms are embedded in the page.

Lead flows collect more detailed information than forms.

Submissions from lead flows and forms both appear on the contact timeline.

Forms usually have more fields than lead flows.


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Which of the following is the easiest way to create a new contact record?04

Manually creating a contact record

Logging emails in the CRM

Importing contacts from a spreadsheet

Adding a contact to the company record


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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?

05

Lead flows typically collect more information than forms.

Forms typically collect more information than lead flows.

Lead flows allow people to chat with you in real time.

Lead flows can only be added to blog posts, but forms can be added to any page.


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Which of the following is NOT a recommended best practice for the messages tool?06

Customize your welcome message to be relevant to the page it appears on.

Make sure the message pane appears on every page of your website.

Set your availability for the times of day when you'd prefer to chat.

Start by making the messages pane visible to all website visitors and then restrict it later if you receive more chat requests than you can respond to.


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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?

07

Say, "Hi, I sell [product]. Can you please direct me to the person who can help me with that?"

Say, "Hi, my name is [name], and I'm calling from [company]. We've received a number of inquiries on our website from someone at your company, but they didn't leave a name. We provide [product]. Do you know who at your organization would be looking into that right now?"

Describe the benefits of your offering and try to get the receptionist's buy-in. Then ask to be referred to the appropriate buyer.

Try again later. Receptionists rarely have purchasing authority, and it's important to focus on speaking to qualified people.


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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.08

True. If a person provides an email address, you'll be able to send them an email to ask for more information. This is also a good opportunity to find out what products they're interested in and attempt to make a sale.

True. An email address is enough information for the CRM to create a contact record where you'll be able to see a full history of the pages that the visitor has viewed on your website. The CRM may also be able to find company information about the person and create a company record based on their email domain.

False. Lead flows should collect as much information as possible about a visitor. You should have a goal of having 5 to 10 fields in each lead flow.

False. An email address without a name is meaningless. At a minimum, your lead flows should collect name and email.


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In HubSpot CRM, what’s the relationship between contacts and companies?09

A contact record becomes a company record when you associate it with multiple people.

A contact record can be associated with multiple companies.

Contacts must be associated with companies, but companies don't have to be associated with contacts.

A company record can be associated with multiple contacts.


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You’ve been researching XYZ Inc., and you 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?

10

Add Johnny as a contact because he’s who you talked to, and associate him with XYZ Inc.’s company record. Mention Mariah in a note, but don’t add her as a contact because you haven’t contacted her yet.

Add a note to XYZ Inc.’s company record describing the call, but don’t add any contacts until you know for sure who was viewing your pricing page.

Add Johnny and Mariah as contacts, and associate them both with XYZ Inc.

Add Mariah as a contact because she’s the decision maker, and associate her with XYZ Inc.’s company record. Mention Johnny in a note on the company record, but don’t add him as a contact because he isn’t a decision maker.


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The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:11

Social media has made it easier for buyers and sellers to connect with each other.

Sellers now have more technology to help them find buyers.

Buyers have so many distractions that they need more frequent contact to help them through the buying process.

The internet has shifted the power in the buying process from the seller to the buyer.


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Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?12

In contact properties

On the contact's timeline

On the profile of the rep who contacted them

Under the “Interactions” tab


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Which of the following statements is TRUE?13

In the past, buyers had more power than sellers, but now sellers have more power than buyers.

Buyers cannot move through the buyer’s journey without the help of a seller.

The internet has made buyers and sellers equal to each other.

In the past, sellers had more power than buyers, but now buyers have more power than sellers.


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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?

14

Inbound selling focuses on getting buyers to act on the seller’s timetable.

Inbound selling focuses on using internet-based tools to connect with buyers.

Inbound selling focuses on attracting buyers and meeting them on their own terms.

Inbound selling focuses on waiting for buyers to take action.


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What information shows on the timeline of a company record?15

All of the interactions you’ve had with any contact at the company.

Only the interactions you’ve manually added to it.

Company records don’t have timelines.

The history of the company, as pulled from public records.


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How can you find all of the contacts who don’t have a value in a particular property?16

Add a filter for that property and leave it blank.

Add a filter for that property and set it to “Is Unknown.”

Add a filter for that property and enter "NULL" (in all capitals).

Don't add a filter for that property.


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How can you share saved filters with other team members?17

When saving your filters, you have the option of sharing the filters with everyone or with just your team.

All saved filters are automatically shared with all team members.

By checking the "Invite team members" box next to the saved filter's name.

By adding a filter for HubSpot Owner and adding the team members you want to share the view with.


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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.18

True. Changing this section affects how all contacts are displayed for you.

True. Changing this section affects how contacts are displayed for all users.

False. The change only carries through if you select the "Apply to All" option.

False. This section needs to be changed on each individual record.


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Which of the following is a benefit of keeping your contacts’ Lead Status property up to date?19

You can filter your contacts based on how recently you’ve contacted them.

You can filter your contacts based on how active they are in the buying process.

You can set reminders for yourself to follow up.

It ensures that the Deal Forecast will be as accurate as possible.


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Fill in the blanks: Good email templates increase ______ without sacrificing _____.20

sales, time

efficiency, personalization

deal value, close rate

response rate, efficiency


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Which of the following is FALSE about sales emails?21

Many messages get marked as spam based solely on their subject line.

The content should focus more on the buyer’s needs than the seller’s needs.

Typically, buyers prefer a phone call to receiving an email.

Personalization is important to success when writing to prospects.


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Email templates in HubSpot Sales must have all of the following EXCEPT:22

Recipient

Name

Body

Subject


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When writing the body of an email template, it’s important to include all of the following EXCEPT:23

Fill-in-the-blank areas

Personalization tokens

Details about previous interactions

Static text


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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?

24

Search Google for email templates that have worked well for other sales professionals.

Check your sent folder for emails you've sent in the past that have successfully helped people reschedule meetings they missed.

Scroll through the timeline on the contact record for the person who missed the meeting and look for specific details about them to include in the template.

Look for marketing content on your website that gives information about a product the contact might be interested in.


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Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?25

The recipient’s first name

A reference to a blog post your recipient recently published

All of the above

Your standard elevator pitch


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Which of the following is a best practice for email subject lines?26

Add as much detail as possible so the recipient knows what’s in the email.

Use your elevator pitch as the subject line.

Include the solution to a problem the recipient is facing.

Keep it short in case the contact views it on a mobile device.


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Which of the following is true about an email template’s name?27

The name is only visible internally, so it should be whatever makes the most sense to you and your team.

The template’s name is the same as its subject line, so it needs to be short, clear, and focused on the recipient’s needs.

The name should be less than 30 characters in length.

The name is automatically generated and cannot be changed.


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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?

28

“Every email you send should ask your contacts to commit to something, so always include some kind of request in the message.”

“Email templates need to be relevant to as many people as possible, so keep the topic as broad as possible.”

“Every email you send should help your contacts in some way, so focus the email on what you’re trying to help them do.”

“Every email you send should encourage your contacts to buy, so focus on pitching our offering that's most aligned with their needs.”


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What is a task queue?29

A filtered list of contacts that shows you the most important people to focus on.

A playlist of activities you can work through, one at a time.

The feature in HubSpot CRM that helps you create multiple tasks at once.

A written list of goals you want to achieve in a given day or week.


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You can set a due date when you create a task. What happens when the due date arrives?30

The task automatically gets marked as "Complete."

A reminder email is sent to the person the task is assigned to.

The user the task is assigned to is required to take the action described in the task.

The task gets deleted.


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Which of the following is NOT a type of task in HubSpot CRM?31

Call

Follow up

To-do

Email


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What's the BEST way to add people from your saved filters into a task queue?32

"Task queue" and "saved filters" are different names for the same thing.

Check the boxes next to each person and bulk-create a task for all of them. As you create the task, be sure to select the appropriate queue.

Drag and drop people from the saved filters into the task queue.

Open each contact record and create tasks one at a time. It's important to create the tasks individually to make sure they're personalized.


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How do you record emails in the CRM if you are NOT using the HubSpot Sales email extension?33

Copy the body of the email and paste it into a note in the CRM.

Add your portal's BCC address to the BCC line of your emails.

You cannot record emails in the CRM without using the email extension.

Use the CRM's "import" feature to import the messages into the CRM.


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When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)34



None of the above

Static text


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When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)35



None of the above

Static text


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When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)36



None of the above

Static text


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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”)

37



None of the above

Static text


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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.”)38



Static text

None of the above


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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,”)39



None of the above

Static text


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Where can you see the progress of a deal?40

On the timeline of any contact or company associated with the deal

On the deal record

All of the above

On the Deals page


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True or false? Deal information is automatically displayed on the contact timeline.41

True. Deals are simply properties on the contact record, so any changes to the deal naturally flow through to the contact timeline.

True. Updates are added to the contact timeline every time a deal they’re associated with moves to a new deal stage.

False. Deal information has to be added to the contact timeline manually.

False. Contacts and deals are two separate objects in HubSpot CRM, so information does not flow between the two.


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What’s the best way to create an end-of-the-month to-do list?42

By creating a saved filter of contacts who have multiple deals associated with them.

By creating a saved filter of contacts who haven’t been followed up with recently.

By using the Deal Board to see how many deals are near the end of your sales process.

By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they’re worth.


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What’s the most important deal property?43

Contact, because if you forget to add the contact, the deal will be meaningless.

Deal Name, because you have to know this in order to find the deal in the CRM.

Amount, because the value of the deal will help you prioritize at the end of the month.

Close date, because if you forget to select a close date, your commission will be calculated incorrectly.


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What's the difference between the deal forecast and the deal board?44

They are essentially the same, but they’re located in different areas of the CRM.

“Deal forecast” and “deal board” are two different names for the same thing.

The deal forecast is for managers, and the deals board is for individual reps.

The deal board helps with deal maintenance, while the deal forecast helps with prioritization.


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True or false? You should treat all of your contacts as equally important to your sales process.45

True. Quota and commission are not as important as developing good relationships with your contacts.

True. The most important thing is to make sure your contacts feel like they’re your only contact.

False. While it’s important to give all of your contacts the same level of respect, there will be times when you need to prioritize based on revenue potential.

False. You should only spend time on people who are eager to buy your product.


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How can deals help you prioritize your contacts?46

Deals help you see a contact’s revenue potential.

Deals help you see which contacts are closest to buying.

All of the above.

You can create a saved filter of contacts based on how many deals they're involved in.


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When should you create a deal?47

Any time a contact completes the action described by the first deal stage.

Any time you successfully make contact with a person.

Any time you identify a contact or company as a “good fit” for your offering.

Any time a contact buys from you.


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What are deal stages?48

The steps you need to take in order to close a deal.

The important milestones a person has to pass in order to become your customer.

One-word descriptions of a contact or company's qualification as a lead.

The process you need to go through in order to add a deal to HubSpot CRM.


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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.49

True. While it’s important to know what the buyer should be doing at each stage of the sales process, it’s ultimately your actions as a sales rep that will move a sale forward.

True. In order to help contacts move forward, you need to know exactly what to say and do in each stage of the sales process.

False. A good sales process is flexible enough to be different for every contact.

False. While it’s important to know the actions you must take at each stage of the sales process, it’s ultimately the buyer’s actions that move a sale forward.


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Where's the best place to go if you want to ask other HubSpot users the best way to use HubSpot tools?50

academy.hubspot.com

community.hubspot.com

hubspot.com/help

support.hubspot.com


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Which of the following is HubSpot's live chat tool?51

Messages

Email templates

Lead flows

Prospects


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Your marketing team wants to add lead flows and messages to your company's website. Where should each tool be used?52

Put lead flows and messages together on all pages.

Put messages on any page talking about your company's products or pricing, and put lead flows on all the other pages.

It doesn't matter which pages each tool is used on, as long as the tool is customized to match the pages it's added to.

To determine where each should be used, randomly divide the pages of your website into two even groups. Then put messages on all of the pages in one group, and lead flows on all of the pages in the other group.


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True or false? You should customize an email template every time you send it out.53

True. The template is a starting point, but every email you send should be customized for the contact you’re sending it to.

True. Personalization tokens are just placeholders that need to be manually replaced.

False. Some emails might need additional customization, but a good template can be sent "as is" in most cases.

False. The point of email templates is to save you the trouble of customizing individual emails.


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Which of the following is the BEST description of the benefits of using personalization tokens?54

Personalization tokens make it easy to send a single email to multiple people.

Personalization tokens make it unnecessary for sales reps to craft individual emails for their contacts.

Personalization tokens are simple reminders of information that has to be added manually before you can send the email.

Personalization tokens help save time and avoid mistakes but aren’t enough on their own to make an email feel personalized.


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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?

55

Task queues

Saved filters

Lead flows

Forms


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How do you record emails in the CRM if you're using the HubSpot Sales email extension?56

Select the emails you want recorded and then click the "Save in CRM" button.

Check the "Log in CRM" checkbox when you're composing an email.

All of your emails will automatically be recorded as long as the "Record My Emails" setting is turned on.

Add your portal's BCC address to the BCC line of your emails.


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Fill in the blank: A ___________ is a record used to track the progress of an individual sale.57

deal record

deal stage

deal forecast

deal pipeline


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Where's the best place to go to find help docs and training videos about HubSpot tools?58

academy.hubspot.com

community.hubspot.com

hubspot.com/help

support.hubspot.com


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THANK YOU !!!

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ac t ual que s t i ons hubspot sales sof tw are 1 00%€¦ · hubspot sales sof tw are a s ma r t e...

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