HubSpot Sales Software Certification Exam Answers
The buyer-seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:
Buyers spend less time at home, making door-to-door sales and cold calling less effective. |
The internet has shifted the power in the buying process from the seller to the buyer. |
Economic changes have made buyers more cautious. |
Buyers have so many distractions that they need more frequent contact to help them through the buying process. |
One of your teammates is creating a custom view in HubSpot CRM. They ask you how many filters they should use. How do you respond?
“Don’t add more than one or two. Anything more than that will get too complicated and confusing.” |
“The CRM only lets you add three filters, so you can’t add more than that.” |
“Add enough filters that the view shows a specific kind of person you can take a specific action with.” |
“The CRM requires a minimum of five filters before a view can be saved, so you’ll have to add at least that many.” |
You’ve been researching XYZ Inc. and 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?
Add Johnny as a contact because that’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 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. |
Add Johnny and Mariah as contacts, and associate them both with XYZ Inc. |
Keep XYZ Inc.’s company record, but don’t add any contacts until you know for sure who was viewing your pricing page. |
In HubSpot CRM, what’s the relationship between contacts and companies?
A contact record becomes a company record when you associate multiple people with it. |
There is no relationship between Contacts and Companies |
Contacts and companies are the same in HubSpot CRM. |
A company record can be associated with multiple contacts |
Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?
On the profile of the rep who contacted them |
On the timeline |
Under the “Interactions” tab |
In contact properties |
What information shows on the timeline of a company record?
A countdown to the Close Date of all associated deals. |
Company records don’t have timelines. |
Only the interactions that you’ve manually added to it. |
All of the interactions you’ve had with any contact at the company. |
True or false? Buyer personas are most helpful near the beginning of the sales process.
True |
False |
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?
Inbound selling focuses on attracting buyers and meeting them on their own terms. |
Inbound selling focuses on standardized emails and call scripts. |
Inbound selling focuses on getting buyers to act on the seller’s timetable. |
Inbound selling focuses on sending emails rather than making phone calls. |
Which of the following statements is true?
Buyers cannot move through their buyer’s journey without the help of a seller. |
The buyer has always had more power than the seller. |
Sellers should focus on being helpful because buyers are powerless and need help to buy. |
In the past, sellers had more power than buyers, but now buyers have more power than sellers. |
Can you create one view that will include both job titles?
Yes, by adding a Job Title filter for “Accountant” OR “CPA” |
Yes, by adding two Job Title filters, one for “Accountant” and one for “CPA” |
No, you’ll need to create two separate views |
No, you’ll need to update the contacts so they all have the same job title |
What is the BEST way to find contacts who haven’t been contacted in the past two weeks?
You can’t create a filter around this information. |
Add a filter for Last Contacted (does not include notes and tasks). |
You’ll need to create a custom property to filter by this information. |
Add a filter Last Activity (includes notes and tasks). |
Next Activity Date is a contact property that only has a value for contacts that have a task or meeting scheduled for the future. Otherwise, it’s blank. How can you use this property to add a filter for your custom view?
Don’t add a filter for Next Activity Date at all. |
Add a blank filter for Next Activity Date. |
Add a filter for Next Activity Date and set it to zero. |
Add a filter for Next Activity Date and select the “Is Unknown” option. |
If your CRM is set up so that you can see contacts you don’t own, how can you create a view that only shows contacts who are assigned to you?
It’s only possible to see contacts you own, so no further action is required. |
Add a filter for HubSpot Owner and set it to “Me” |
There isn’t a way to do this in HubSpot CRM. |
You would need to create a custom property to track this information. |
How could Lead Status be used to improve this view?
Adding a filter to show only “New” leads, so you can focus on people you haven’t started working with yet. |
Adding a filter to show only “In Progress” leads, so you can focus on people you’ve established a working relationship with. |
Adding a filter to exclude “Unqualified” leads, so you can avoid reaching out to people you’ve already determined aren’t a good fit for your offering. |
All of the above. |
True or false? Good email templates increase efficiency without sacrificing personalization.
True |
False |
True or false? You should customize an email template every time you send it out.
True. Personalization tokens are just placeholders that need to be manually replaced. |
True. The template is a starting point, but every email you send should be customized for the contact you’re sending it to. |
False. The point of email templates is to save you the trouble of customizing individual emails. |
False. In order to measure a template’s performance, you need to make sure it’s identical every time you send it. |
What is the difference between mail merge and email templates?
They are basically the same, except that mail merge lets you email multiple contacts at the same time while templates require you to send emails one at a time. |
Templates are more personalized and better at getting contacts to engage with a sales rep. |
Mail merge is more efficient and is better at increasing a sale rep’s reach. |
They are different names for the same thing. |
True or false? When creating an email template, email conversations you’ve had with past contacts are a good place to look for ideas.
True |
False |
Which of the following is NOT true about sales emails?
Many messages get marked as spam based solely on their subject line. |
Personalization is an important key to success when writing to prospects. |
The content should focus more on the buyer’s needs than the seller’s needs. |
In order to measure an email’s performance, you should send it to as many people as possible. |
When writing the body of an email template, it’s important to include:
Personalization tokens |
Fill-in-the-blank areas |
Static text |
All of the above |
Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?
A reference to a blog post your recipient recently published |
The recipient’s first name |
Your standard elevator pitch |
All of the above |
Which of the following is the BEST description of the benefits of using personalization tokens?
Personalization tokens are simple reminders of information that has to be added manually before sending the email. |
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 help save time and avoid mistakes, but aren’t enough on their own to make an email feel personalized. |
When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
When creating an email template in HubSpot Sales, how would you add a description of what topics the meeting was supposed to cover? (“the trouble you’ve been having with user engagement on your online forums”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
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.”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
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,”)
Personalization tokens |
Fill-in-the-blank areas |
Static text |
None of the above |
Fill in the blanks: A combination of __________ and __________ is the best recipe for successful emails in sales.
a solid pitch, a sense of humor |
a good product, personal connections |
personalized content, good timing |
leverage, collateral |
There are two main places you can access HubSpot Sales. One is your HubSpot portal. Where is the other one?
The backup version downloaded to your computer |
HubSpot Mobile App |
Inside Twitter or LinkedIn |
Inside Gmail or Outlook |
While composing an email to a new contact, you look at their contact profile and notice that they recently tweeted something that makes you think they might be in the market for your offering. Which of the following would be a good way to use this information?
Reference the tweet in your email. |
Like the tweet and reply on twitter rather than sending an email. |
Use the other social links in the contact profile to see if they’ve posted similar things elsewhere. |
All of the above. |
The HubSpot Sales email extension notifies you when an email you’ve sent has been opened. Which of the following is NOT a good way to use this information?
Resending an email if it’s not opened the first time |
Stop emailing them if you’ve emailed the contact multiple times and they haven’t opened your email |
Reviewing the effectiveness of your email template subject line by how often it’s opened |
All of the above |
The sidebar inside the email extension is called a contact profile. What information about a contact is displayed in the contact profile?
Whether the contact has been opening the emails you’ve sent them |
An option to create or view their record inside the CRM |
Some basic information about the contact and their company |
All of the above |
When using the email extension, what does it mean to “track an email”?
The email extension will automatically add the email to the contact’s timeline. | ||||
The email extension will save the email as a template for future use. | ||||
The email extension will notify you when the email gets opened. | ||||
The email extension will add the email to the “emails sent” area of the sales dashboard inside HubSpot CRM.
Where can you see if a contact has opened your emails?
|
True or false? One of the most important factors in your outreach success is your timing.
True. Regardless of how much you know about a person, they’ll only respond favorably to your outreach if your timing is good. |
True. If your timing is good enough, you don’t need to know details about your contact. |
False. How a person responds to your outreach depends more on who they are than on what they’re doing. |
False. It’s impossible to know if the timing is right, so it’s better to focus on learning as much as possible about your contact as a person. |
How soon should you call a contact after they signal their interest?
Depends on your buyer persona. Find out how long before your persona expects you to contact them. |
Within a day. As long as you don’t wait more than 24 hours, there’s no significant reduction in connect rate. |
As fast as possible. The sooner you call, the more likely you’ll be to get them on the phone and convert them into a lead. |
Within a few hours, but not sooner than 10 minutes. Calling too fast can make you seem desperate. |
You call somebody while they’re reading an email from you. Which of the following would be the BEST way to begin the call?
Apologize for interrupting and tell them to let you know if they have any questions. |
Build your relationship with them by pointing out the humor in such a surprising coincidence. |
Tell them to continue reading, and then stay on the line in case they have any questions. |
Suggest that you discuss the topic of your message right now on the phone instead of over email. |
If you record a phone call using HubSpot Sales, where will the recording be stored?
On your personal profile inside the CRM. |
In the Recordings contact property on the contact record of the contact you called. |
Under the Calls tab. |
On the timeline of the contact you called. |
When is the best time to call a person you don’t have a scheduled appointment with?
During the second half of the week, after most of their work is behind them. |
First thing in the morning, before they have a chance to get pulled into any meetings. |
Anytime they signal interest in your solution. |
There is no “best time.” It’s best to try different times until you catch them at their desk. |
If HubSpot Sales notifies you multiple times that an email has been opened, what does this MOST LIKELY mean?
You sent the email multiple times. |
There is an error in the system and the additional notifications should be ignored. |
The recipient has opened the email multiple times. |
The recipient’s email server is scanning the email for viruses. |
True or false? After sending an email to a contact, it’s always good to set a task to remind you to follow up in case you don’t hear back.
True. And it’s important to wait until the task comes due to reach out to them. If you reach out before then, you risk becoming a nuisance. |
True. But if you notice the contact opening the email multiple times, you should give them a call right away rather than waiting for the follow-up date to arrive. |
False. If the person doesn’t respond, they probably aren’t interested, so there’s no reason to keep bothering them. |
False. But setting a follow-up task is a good idea if the person has signaled interest previously. |
Which of the following statements BEST describes the calling feature in HubSpot Sales?
You can call using your computer’s microphone and speakers, or you can have HubSpot Sales call your phone and connect to the contact. Either way, the call can be recorded. |
You call HubSpot from your phone, and the call gets forwarded to the appropriate contact. This makes it possible for HubSpot Sales to record the call. |
HubSpot will call any two numbers and connect the call. After the call ends, HubSpot will email the recording to you. |
You can have HubSpot trigger the call from any phone, but the call will only be recorded if the phone has the HubSpot Sales app installed on it. |
Where can you see the progress of a deal?
On the deal record |
On the timeline of any contact or company associated with the deal |
On the Deals page |
All of the above |
True or false? Deal information automatically gets displayed on the contact timeline.
True. Updates get added to the contact’s timeline anytime a deal they’re associated with moves to a new deal stage. |
True. Deals are simply properties on the contact record, so any changes to the deal naturally flow through to the contact timeline. |
False. Contacts and deals are two separate objects in HubSpot CRM, so information does not flow between the two. |
False. Deal information has to be added to the contact timeline manually. |
What is the difference between the deal forecast and the deal board?
“Deal forecast” and “deal board” are two different names for the same thing. |
They are essentially the same, but they’re located in different areas of the CRM. |
The deal board helps with deal maintenance, while the deal forecast helps with prioritization. |
The Deal Forecast is for managers, and the Deals Board is for individual reps. |
According to the class, what’s the most important deal property?
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. |
Contact, because if you forget to add the contact, the deal will be meaningless. |
Fill in the blank: A ___________ is a record used to track the progress of an individual sale.
contact |
sale |
task |
deal |
According to the training, what’s the best way to create an end-of-the-month to-do list?
By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they’re worth. |
By creating a custom view of contacts who have multiple deals associated with them. |
By creating a custom view 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. |
What are deal stages?
The process you need to go through in order to add a deal to HubSpot CRM. |
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 steps you need to take in order to close a deal. |