Hubspot Means Partner 2018
HubSpot Agency Partner 2018
This certification volition render a comprehensive introduction on how to market, sell, deliver, too grow your means amongst inbound too HubSpot.
Course overview
You roll upwards an exploratory telephone telephone amongst a prospect too after going through CGP, TCI, too BA, you lot give them a score of 5 out of 10 (10 beingness the highest). You create upwards one's take heed to assign the prospect to a greater extent than homework to reckon if they’re committed to inbound. Is this a practiced decision?
No. Any fourth dimension a prospect scores 5 or below, don’t pass to a greater extent than fourth dimension on them.
No. De-prioritize the prospect too pass less fourth dimension too essay on them.
Yes. If you lot intend they mightiness yet live on a practiced fit, you lot could essay out the prospect’s commitment past times assigning to a greater extent than homework.
Yes. You should assign homework to all your prospects. You mightiness take hold missed something during the exploratory call, too the prospect could surprise you.
Fill inwards the blank: In the _______ stage of guided client onboarding, you lot navigate through the necessary checklist of items to consummate the installation of HubSpot too fix the platform for your inbound strategy.
novel client onboarding plan
technical setup
marketing too sales handoff
creating reporting for client success
Fill inwards the blank: When you’re writing a task description, past times listing out the _______ required for a good-fit candidate, you lot laid strong expectations for the interview process. Candidates volition live on prepared to hash out their history inwards delivering the tasks required.
grapheme traits
professional person growth goals
functioning history
compensation history
Which of the next is the recommended, primary usage for the prospect tally matrix?
Determining whether or non the prospect needs your help.
Ranking too prioritizing your listing of prospects.
Determining whether or non the prospect volition buy.
Disqualifying prospects earlier presenting too closing.
Which of the next is NOT considered a finish of the connect call?
Establish an initial human relationship amongst your prospect.
Explain what inbound is to the prospect.
Understand your prospect’s challenges too if you’re able to help.
Schedule the exploratory meeting.
Fill inwards the blank: The _______ technique is an effective way to address resistance.
CEO Test
give too Get
powerfulness statement
Opponent-process
During the exploratory call, you lot inquire the prospect, “Have you lot considered doing to a greater extent than of what you’re already doing today as a way of reaching your goals?” What are you lot trying to uncover amongst this question?
The prospect’s terms of inaction
The prospect's need
The prospect's timing
The prospect's plan
Fill inwards the blank: In the _______ stage of guided client onboarding, you lot create a service-level understanding (or SLA) so both your means too your client adhere to agreed-upon guidelines for the quantity, quality, qualification, too engagement of leads.
novel client onboarding plan
technical setup
marketing too sales handoff
creating reporting for client success
Which of the next is NOT an instance of the benefits your means volition reckon when marketing itself?
Influenza A virus subtype H5N1 improve Pb pipeline for your agency.
An chance to locomote your ain best instance study.
An chance to exercise too hone your inbound skills.
More positive reviews on the HubSpot Agency Directory.
True or false? When running a finish setting too planning call, you lot should prepare at to the lowest degree ane innovation for each inbound target: visitors, leads, too customers.
True
False
In calendar month nine of a 12-month client retainer, what should your means do to fix for a high-quality renewal telephone telephone when the hateful solar daytime comes?
Confirm the telephone telephone is already scheduled; don’t exit the renewal conversation for the terminal minute.
Approach campaign-focused questions head-on, addressing all information points, as long as they take hold positive answers; tactfully avoid negative functioning metrics.
Regardless of how the engagement has gone hence far, avoid talking well-nigh upsell opportunities; focus exclusively on renewing their electrical current engagement.
Check the schedule too confirm amongst your electrical current signal of contact; bringing inwards other decision-makers tin give notice create the renewal telephone telephone to a greater extent than difficult, so usage your signal of contact as a champion internally.
If you're looking for a candidate who tin give notice piece of occupation collaboratively, which of the next interview questions should you lot ask?
“What’s an instance of an obstruction you’ve had to overcome inwards your professional person experience? How did you lot overcome it?”
“What resources do you lot currently usage for learning too development?”
“What is an instance of a fourth dimension you lot went higher upwards too beyond to deliver a remarkable client experience?”
“How would you lot grapple a cross-functional projection that you lot were assigned?”
True or false? Your client’s inbound retainers influence your agency’s hiring.
True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s unopen rates. Getting novel customers is ultimately what your client volition aid about, so this volition resonate most.
True
False
True or false? If you’re planning to prepare a positive human relationship amongst a client, it’s a practiced thought to include as many stakeholders from the client’s fellowship as possible on the renewal call.
True — this is your run a peril to hash out your accomplishments too remind stakeholders how good you lot performed.
False — if you’re reviewing your metrics ahead of the renewal telephone telephone too you lot recognize the human relationship may plough sour, it’s advisable to delay the conversation until you lot take hold something positive to report.
True — to demonstrate all successes, address whatsoever potential frustrations or objections, too create a landscape for potential upgrades, your signal of contact as good as higher-ups, salespeople, service representatives, too whomever tin give notice create purchasing decisions should live on on the call.
False — the marketing squad has been supportive of you lot hence far. If you lot invite people from other teams onto the call, there’s a possibility they won’t sympathize what you’ve been working on, which could potentially Pb to conversations around downgrades to the retainer.
When you’re interviewing a candidate for a copywriting too content role, what would live on the best activity to contain into your interview process?
Influenza A virus subtype H5N1 roleplay scenario of your agency’s connect call.
Influenza A virus subtype H5N1 writing prompt for a topic inwards your agency’s target vertical.
Influenza A virus subtype H5N1 instance study of a mutual challenge for your agency’s target vertical.
Influenza A virus subtype H5N1 video recording of why they would live on a practiced tally for your team.
You opened upwards a connect telephone telephone amongst a target draw of piece of occupation organisation human relationship amongst the next audio bite: “Hi, this is Lisa from Inbound Agency. I was doing some reading online too I saw the article on Huffington Post naming your fellowship ane of the top companies inwards your industry. I piece of occupation amongst companies that are already doing good online, similar you, but are yet struggling amongst converting that traffic into to a greater extent than leads too sales. Does that audio familiar to you?" What would you lot improve for adjacent time?
After you lot innovate yourself, inquire for permission earlier moving forward.
Be to a greater extent than explicit inwards the solutions you lot tin give notice provide.
Find someone at their fellowship that you lot know personally too reference their name.
Don’t create whatsoever changes. This audio seize amongst teeth follows all of the best practices.
What is the recommended approach to translating a prospect’s goals into measurable targets?
Assign homework so you lot already take hold this information earlier the call.
Conduct the coming together over video to acquire inwards a to a greater extent than personal experience.
Wait to encompass measurable targets until the prospect has your proposal to encourage them to close.
Do the exercise via a whiteboard or spreadsheet to run through different scenarios.
Which of the next is NOT a leading indicator that may signify your client has the potential for an upsell on top of their renewal?
Your primary signal of contact has changed inwards the organization.
The client is growing the squad too adding to a greater extent than squad members.
The client is looking to expand their service offering to a novel vertical.
Your means is outperforming too overachieving against the agreed-upon goals.
True or false? Your means must take hold a valid HubSpot Partner Certification too a median apps usage of vi inwards club to qualify for the tiers program.
True
False
You’ve simply used a positioning tilt amongst a prospect too they order the province of affairs doesn’t resonate amongst their company. Should you lot essay ane time again amongst a different positioning statement?
No. Be respectful of your prospect too dorsum off.
Yes. Always come upwards amongst a backup positioning tilt too essay again.
No. If the positioning tilt didn’t resonate amongst the prospect, they in all probability aren’t a practiced fit. Use this as an chance to politely terminate the call.
Yes, but this time, usage ii positioning statements inwards a row to improve your odds at finding a province of affairs that resonates.
Studies demo that prospects forget 50-80% of what was discussed only a unmarried hateful solar daytime later. How tin give notice you lot avoid that happening?
Assign your prospect homework, similar a questionnaire.
Summarize too recap your exploratory coming together amongst a follow-up email.
Schedule a goal-setting too planning telephone telephone no later on than ane calendar week after the exploratory meeting.
Test for budget as you lot unopen the exploratory call.
By proposing the “right solution at the correct time,” you’re doing what?
Still accepting project-based piece of occupation if the prospect can’t afford your retainer.
Offering only 12-month commitments to your retainers because inbound takes time.
Kicking off your engagement amongst a lawsuit menses to constitute quick wins first.
Coaching your prospect to grapple inbound internally.
True or false? Your debrief after terminating an means client should only recap positive interactions amongst your old client.
Fill inwards the blanks: When your means reaches ______ tier, your means tin give notice ______.
silver, increment your Pb registration total from fifty to 500
gold, apply to the Agency Partner Speakers’ Bureau
silver, locomote a contributor the HubSpot Marketing Blog
gold, apply for the Agency Growth Fund
When looking to get together relevant draw of piece of occupation organisation information from a prospect, all of the next are practiced questions to uncovering hurting points EXCEPT:
“Why do you lot intend that is?”
“What’s your innovation to address it?”
“What are you lot considering as a budget for addressing that?”
“How long has that been a challenge for you?”
In the connect call, the “give too get” helps you lot _______, but inwards the exploratory call, the “give too get” helps you lot _______.
address resistance, assess fit
address resistance, uncovering goals too challenges
prepare a positioning statement, prepare a powerfulness statement
prepare a positioning statement, uncovering goals too challenges
True or false? At some signal inwards the sales process, you lot must demo the HubSpot software.
The maiden off 60-90 days inwards a client–agency working human relationship are oftentimes the most important. This is your run a peril to:
Establish trust
Ensure a flow of communication betwixt squad members on both sides
Get wins as rapidly as possible
All of the above
You’re well-nigh to unopen your exploratory call. Based on what you’ve learned from the prospect, they are a dandy tally for working amongst your means too they seem excited well-nigh inbound marketing. The CEO of the fellowship asks you lot to create a proposal for their squad because they couldn’t all live on on the call. What should you lot do?
Because they seem similar a practiced tally for your means too for an inbound retainer, concur to create the proposal.
Instead of a proposal, offering to laid upwards some other exploratory telephone telephone at a fourth dimension when the residuum of the squad tin give notice meet.
Suggest that you lot schedule a finish setting too planning telephone telephone instead so that you lot tin give notice sympathize their goals too pose together the correct activities to assist them arrive at those goals.
Assign homework for the squad to complete. If they do the activeness items, create a proposal.
True or false? During the exploratory call, it’s best to hash out budget inwards the beginning. It’s something that is already on your prospect’s mind, too if you’re inwards different budget ranges, it’s best to know at the start of the call.
True
False
The recommended approach for an agency’s marketing crusade is to piece of occupation backwards through the marketing funnel. This is accomplished past times edifice which ii content assets?
Influenza A virus subtype H5N1 relevant top-of-the-funnel offering too a services website page.
Influenza A virus subtype H5N1 relevant bottom-of-the-funnel offering too a services website page.
Influenza A virus subtype H5N1 relevant top-of-the-funnel offering too CTAs on your weblog content.
Influenza A virus subtype H5N1 relevant bottom-of-the-funnel offering too CTAs on your weblog content.
How tin give notice agencies calculate their lucre margins?
By subtracting expenses too whatsoever take-home salary from revenue.
By dividing expenses too whatsoever take-home salary past times revenue.
By dividing gross lucre past times revenue.
By subtracting gross lucre from revenue.
Which of the next is an instance of a strong bottom-of-the-funnel offering for an agency?
Influenza A virus subtype H5N1 .pdf version of a pillar page
Influenza A virus subtype H5N1 downloadable checklist for edifice content topic clusters
Influenza A virus subtype H5N1 gratis website audit
Influenza A virus subtype H5N1 sample demo of HubSpot
Fill inwards the blanks: An agency’s _________ highlights all of its capabilities too an agency’s _________ is strategically bundled to drive maximum value for a item client or prospect.
carte du jour of services, service pack
service pack, servant pricing
carte du jour of services, bottom-of-the-funnel offer
utilization rate, lucre margin
Which of the next is NOT a best exercise for edifice an inbound services page on your agency’s website?
Organize the page for slowly navigation too clarity.
Tailor the linguistic communication to the needs of your persona.
Optimize the page around relevant terms similar “inbound marketing agency” or “inbound sales consultant.”
Promote your bottom-of-the-funnel offering on this page using CTAs, Pb flows, too alive chat.
Which of the next is NOT a stride inwards calculating an agency’s terms to deliver?
Determine the average salary of your client-facing staff.
Turn the average salary into an hourly rate.
Divide the hourly charge per unit of measurement past times your lucre margin.
Adjust your hourly terms past times layering inwards your team’s utilization rate.
Account for overhead costs.
True or false? Campaign kits are co-brandable assets that tin give notice live on considered consummate content offers create for usage ane time you lot add together your agency’s logo.
True
False
The per centum of employee fourth dimension that tin give notice live on considered billable to your clients is known as what?
Overhead costs
Utilization rate
Agency hourly cost
Value-based pricing
The inbound sales framework includes the next stages:
Open, connect, explore, close
Identify, connect, explore, advise
Attract, convert, explore, delight
Identify, convert, explore, close
True or false? Asking open-ended questions amongst a client during a negotiation encourages them to speak plainly.
When assigning monthly hourly totals to each service inwards your service pack, you lot demand to proceed all of the next inwards take heed EXCEPT:
How many hours each private service takes to complete.
How many times a service is completed each month.
All of the tasks or subtasks associated amongst the service.
Which Hub inside HubSpot each private service aligns with.
True or false? Your HubSpot channel draw of piece of occupation organisation human relationship director tin give notice bring together sales calls amongst you lot too your prospects.
True
False
Influenza A virus subtype H5N1 colleague sends you lot a link to a fellowship that they intend would live on a practiced tally for a servant amongst your agency. You start looking at the company’s website, too you lot notice they encounter a lot of the secondary criteria of the prospect tally matrix, but they aren’t capturing leads through their website too they don’t sell something that involves a considered purchase process. Based on the prospect tally matrix, is this fellowship a practiced tally for an inbound retainer?
Yes. Both the primary too secondary criteria is of import inwards determining prospect fit, too since the fellowship meets the bulk of these, it’s a practiced fit.
No. The primary criteria is the most of import inwards determining prospect fit. Even though they encounter some secondary criteria, it is unlikely to live on a practiced fit.
Yes. The fellowship already wants to piece of occupation amongst you, too as long as a prospect meets at to the lowest degree ane of the primary tally characteristics, they’re in all probability a practiced fit.
No. Influenza A virus subtype H5N1 prospect must encounter all of the primary too secondary criteria to live on considered a practiced fit.
Fill inwards the blank: The _______ is the maiden off formal coming together betwixt your means too your novel client, which allows you lot to demonstrate your understanding of the client’s challenges, the activeness steps required, too their Definition of success.
guided client onboarding program
novel client kick-off
goal-setting too planning call
marketing too sales handoff
There are ii leading indicators that propose when it’s fourth dimension to start growing your agency’s team. What are they?
Utilization charge per unit of measurement too specialty services
Utilization charge per unit of measurement too org structure
Core values too specialty services
Core value too org structure
What is the dominion of pollex when budgeting fourth dimension for an agency’s draw of piece of occupation organisation human relationship management tasks?
Budget 0% on top of all client tasks.
Budget 10% on top of all client tasks.
Budget 15% on top of all client tasks.
Budget 25% on top of all client tasks.
You’re talking amongst a prospect too you lot pass most of the conversation bespeak questions to sympathize their province of affairs too to reckon if you lot tin give notice help. Which of the next guiding principles does this highlight?
Stop pitching too aim to help.
Differentiate too target.
Emphasize the inbound methodology.
The inbound sales framework.
You too your agency’s cofounder both worked inwards higher instruction for years earlier starting the agency. You concur that because of your past times experience, you lot desire to piece of occupation amongst clients inwards the same manufacture you’re familiar with. You experience you lot take hold the chance to construct specialized content marketing campaigns for higher instruction clients too tin give notice live on proactive when edifice Pb generation campaigns. Which Pb generation strategy would live on the fastest way to acquire started selling retainers?
Looking to existing relationships
Targeting past times vertical
Targeting past times location
Focusing on target accounts
Which framework should you lot usage to assess tally amongst a prospect?
BANT
GPCT
CGP, TCI, too BA
The CEO test
You’ve sent the next agenda to your agency’s novel client as you lot fix for the novel client kickoff: — Recap agenda — Introductions — GPCT (goals, plans, challenges, timelines) — Action items too adjacent steps What meaning item is missing from the agenda?
BANT (budget, authority, need, timeline)
The give too get
Working together too each side’s responsibilities
HubSpot demo (specifically information too reporting)
If an means employee’s client-facing hours average out to 120 hours per month, too they rail twoscore hr piece of occupation weeks, too then what is their utilization rate?
60%
75%
80%
100%
Which servant pricing model would you lot live on using when assigning a apartment lucre margin on top of your monthly cost?
Cost-based pricing
Value-based pricing
Project-based pricing
Profitability-based pricing
Fill inwards the blanks: Your _________ describes the type of somebody you’re targeting, whereas your _________ describes the type of fellowship you’re targeting.
buyer persona, target market
target market, buyer persona
buyer profile, target market
buyer persona, qualified lead
True or false? You’re talking amongst some other HubSpot means partner too you lot each start talking well-nigh your target market. Since you lot are both HubSpot means partners, you lot should take hold the same target market.
True
False
This certification volition render a comprehensive introduction on how to market, sell, deliver, too grow your means amongst inbound too HubSpot.
Course overview
- 15 Classes
- 6.5 Hours
- Open to HubSpot Agency Partners
- 80 multiple selection questions
- 120 infinitesimal fourth dimension limit
You roll upwards an exploratory telephone telephone amongst a prospect too after going through CGP, TCI, too BA, you lot give them a score of 5 out of 10 (10 beingness the highest). You create upwards one's take heed to assign the prospect to a greater extent than homework to reckon if they’re committed to inbound. Is this a practiced decision?
No. Any fourth dimension a prospect scores 5 or below, don’t pass to a greater extent than fourth dimension on them.
No. De-prioritize the prospect too pass less fourth dimension too essay on them.
Yes. If you lot intend they mightiness yet live on a practiced fit, you lot could essay out the prospect’s commitment past times assigning to a greater extent than homework.
Yes. You should assign homework to all your prospects. You mightiness take hold missed something during the exploratory call, too the prospect could surprise you.
Fill inwards the blank: In the _______ stage of guided client onboarding, you lot navigate through the necessary checklist of items to consummate the installation of HubSpot too fix the platform for your inbound strategy.
novel client onboarding plan
technical setup
marketing too sales handoff
creating reporting for client success
Fill inwards the blank: When you’re writing a task description, past times listing out the _______ required for a good-fit candidate, you lot laid strong expectations for the interview process. Candidates volition live on prepared to hash out their history inwards delivering the tasks required.
grapheme traits
professional person growth goals
functioning history
compensation history
Which of the next is the recommended, primary usage for the prospect tally matrix?
Determining whether or non the prospect needs your help.
Ranking too prioritizing your listing of prospects.
Determining whether or non the prospect volition buy.
Disqualifying prospects earlier presenting too closing.
Which of the next is NOT considered a finish of the connect call?
Establish an initial human relationship amongst your prospect.
Explain what inbound is to the prospect.
Understand your prospect’s challenges too if you’re able to help.
Schedule the exploratory meeting.
Fill inwards the blank: The _______ technique is an effective way to address resistance.
CEO Test
give too Get
powerfulness statement
Opponent-process
During the exploratory call, you lot inquire the prospect, “Have you lot considered doing to a greater extent than of what you’re already doing today as a way of reaching your goals?” What are you lot trying to uncover amongst this question?
The prospect’s terms of inaction
The prospect's need
The prospect's timing
The prospect's plan
Fill inwards the blank: In the _______ stage of guided client onboarding, you lot create a service-level understanding (or SLA) so both your means too your client adhere to agreed-upon guidelines for the quantity, quality, qualification, too engagement of leads.
novel client onboarding plan
technical setup
marketing too sales handoff
creating reporting for client success
| Your means has been blogging at to the lowest degree 3 times a calendar week too internally linking those posts to a pillar page. You’ve seen an increment inwards traffic, but you lot yet aren’t hitting your Pb goal. How should you lot usage the partner marketing resources inwards collaboration amongst your existing efforts to arrive at your goal?Customize a related top-of-the-funnel co-branded ebook too add together a call-to-action to this offering at the bottom of each weblog post. Find a related middle-of-the-funnel co-branded ebook too ship an electronic mail to your contacts. Send your latest weblog post to the partner marketing squad so they tin give notice re-post it on HubSpot’s blog. Find a related top-of-the-funnel co-branded ebook too plough it into multiple weblog posts on your agency’s blog. Fill inwards the blank: Poorly performing task descriptions tend to include only the literal tasks beingness asked of a novel hire. It’s every bit as of import to listing the _______ needed for a novel hire to succeed, which should align amongst the attributes of your _______. soft-skills, highest-performing employees soft-skills, lowest-performing employees experience, highest-performing employees experience, longest-tenured employees True or false? To usage the prospect tally matrix, you lot must take hold a conversation amongst the prospect first. True False You opened upwards a connect telephone telephone amongst an inbound Pb amongst the next audio bite: “Hello, this is Samantha from Inbound Pros. The argue I’m calling is that I got a annotation that you lot downloaded an ebook on content marketing from our website this morning. Does that band a bell? I was calling to follow upwards too reckon how I mightiness live on of assistance.” What should you lot do next? Based on what they downloaded, offering some other content offer. |
| Start a dialogue too inquire what they were looking for assist amongst when they downloaded your ebook. Reference their task championship on LinkedIn too explicate how your means tin give notice solve their goals. Try to schedule the exploratory meeting. |
| You’re at the terminate of the goal-setting too planning telephone telephone amongst a prospect, but you lot don't experience they take hold bought inwards too are confident inwards your plan. What step(s) should you lot take next? Avoid bespeak the prospect how they feel. Using tie-down questions, such as "what do you lot experience to the lowest degree confident about?” tin give notice amplify hesitancies too acquire inwards harder to close. Continue to motility forward. When you lot essay to unopen the prospect, you'll larn whether or non they take hold bought in. Back upwards inwards the sales process. Find out where you lot lost the prospect too don't motility frontwards unless you lot are both inwards agreement. Politely terminate the telephone telephone too take away this prospect from your sales process. Be efficient amongst your fourth dimension past times only pursuing prospects create to motility frontwards at this stage. |
| After the initial onboarding stage of guided client onboarding, the long-term focus of the computer program includes all of the next phases EXCEPT: Quarterly progress reviews Client portal audits Client renewals Goal resetting True or false? After setting the correct expectations too communicating the correct skills for your task opening, you lot should roll upwards your posting amongst a description of where you lot desire the role to locomote too what this candidate tin give notice grow into. True False True or false? Retainers are to a greater extent than valuable too lucrative than projects over the long term. True False |
Which of the next is NOT an instance of the benefits your means volition reckon when marketing itself?
Influenza A virus subtype H5N1 improve Pb pipeline for your agency.
An chance to locomote your ain best instance study.
An chance to exercise too hone your inbound skills.
More positive reviews on the HubSpot Agency Directory.
True or false? When running a finish setting too planning call, you lot should prepare at to the lowest degree ane innovation for each inbound target: visitors, leads, too customers.
True
False
In calendar month nine of a 12-month client retainer, what should your means do to fix for a high-quality renewal telephone telephone when the hateful solar daytime comes?
Confirm the telephone telephone is already scheduled; don’t exit the renewal conversation for the terminal minute.
Approach campaign-focused questions head-on, addressing all information points, as long as they take hold positive answers; tactfully avoid negative functioning metrics.
Regardless of how the engagement has gone hence far, avoid talking well-nigh upsell opportunities; focus exclusively on renewing their electrical current engagement.
Check the schedule too confirm amongst your electrical current signal of contact; bringing inwards other decision-makers tin give notice create the renewal telephone telephone to a greater extent than difficult, so usage your signal of contact as a champion internally.
If you're looking for a candidate who tin give notice piece of occupation collaboratively, which of the next interview questions should you lot ask?
“What’s an instance of an obstruction you’ve had to overcome inwards your professional person experience? How did you lot overcome it?”
“What resources do you lot currently usage for learning too development?”
“What is an instance of a fourth dimension you lot went higher upwards too beyond to deliver a remarkable client experience?”
“How would you lot grapple a cross-functional projection that you lot were assigned?”
True or false? Your client’s inbound retainers influence your agency’s hiring.
| True - because increased sales amongst retainers volition demand to a greater extent than sales hiring. |
| False - because retainers only regulation what services the client purchases. |
| False - because increased predictability inwards revenue too growth makes your agency’s immediate hiring needs to a greater extent than unpredictable. |
| True — retainers simplify your revenue forecasting, too consistent revenue forecasting makes hiring predictable. |
True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s unopen rates. Getting novel customers is ultimately what your client volition aid about, so this volition resonate most.
True
False
True or false? If you’re planning to prepare a positive human relationship amongst a client, it’s a practiced thought to include as many stakeholders from the client’s fellowship as possible on the renewal call.
True — this is your run a peril to hash out your accomplishments too remind stakeholders how good you lot performed.
False — if you’re reviewing your metrics ahead of the renewal telephone telephone too you lot recognize the human relationship may plough sour, it’s advisable to delay the conversation until you lot take hold something positive to report.
True — to demonstrate all successes, address whatsoever potential frustrations or objections, too create a landscape for potential upgrades, your signal of contact as good as higher-ups, salespeople, service representatives, too whomever tin give notice create purchasing decisions should live on on the call.
False — the marketing squad has been supportive of you lot hence far. If you lot invite people from other teams onto the call, there’s a possibility they won’t sympathize what you’ve been working on, which could potentially Pb to conversations around downgrades to the retainer.
When you’re interviewing a candidate for a copywriting too content role, what would live on the best activity to contain into your interview process?
Influenza A virus subtype H5N1 roleplay scenario of your agency’s connect call.
Influenza A virus subtype H5N1 writing prompt for a topic inwards your agency’s target vertical.
Influenza A virus subtype H5N1 instance study of a mutual challenge for your agency’s target vertical.
Influenza A virus subtype H5N1 video recording of why they would live on a practiced tally for your team.
You opened upwards a connect telephone telephone amongst a target draw of piece of occupation organisation human relationship amongst the next audio bite: “Hi, this is Lisa from Inbound Agency. I was doing some reading online too I saw the article on Huffington Post naming your fellowship ane of the top companies inwards your industry. I piece of occupation amongst companies that are already doing good online, similar you, but are yet struggling amongst converting that traffic into to a greater extent than leads too sales. Does that audio familiar to you?" What would you lot improve for adjacent time?
After you lot innovate yourself, inquire for permission earlier moving forward.
Be to a greater extent than explicit inwards the solutions you lot tin give notice provide.
Find someone at their fellowship that you lot know personally too reference their name.
Don’t create whatsoever changes. This audio seize amongst teeth follows all of the best practices.
What is the recommended approach to translating a prospect’s goals into measurable targets?
Assign homework so you lot already take hold this information earlier the call.
Conduct the coming together over video to acquire inwards a to a greater extent than personal experience.
Wait to encompass measurable targets until the prospect has your proposal to encourage them to close.
Do the exercise via a whiteboard or spreadsheet to run through different scenarios.
Which of the next is NOT a leading indicator that may signify your client has the potential for an upsell on top of their renewal?
Your primary signal of contact has changed inwards the organization.
The client is growing the squad too adding to a greater extent than squad members.
The client is looking to expand their service offering to a novel vertical.
Your means is outperforming too overachieving against the agreed-upon goals.
True or false? Your means must take hold a valid HubSpot Partner Certification too a median apps usage of vi inwards club to qualify for the tiers program.
True
False
You’ve simply used a positioning tilt amongst a prospect too they order the province of affairs doesn’t resonate amongst their company. Should you lot essay ane time again amongst a different positioning statement?
No. Be respectful of your prospect too dorsum off.
Yes. Always come upwards amongst a backup positioning tilt too essay again.
No. If the positioning tilt didn’t resonate amongst the prospect, they in all probability aren’t a practiced fit. Use this as an chance to politely terminate the call.
Yes, but this time, usage ii positioning statements inwards a row to improve your odds at finding a province of affairs that resonates.
Studies demo that prospects forget 50-80% of what was discussed only a unmarried hateful solar daytime later. How tin give notice you lot avoid that happening?
Assign your prospect homework, similar a questionnaire.
Summarize too recap your exploratory coming together amongst a follow-up email.
Schedule a goal-setting too planning telephone telephone no later on than ane calendar week after the exploratory meeting.
Test for budget as you lot unopen the exploratory call.
By proposing the “right solution at the correct time,” you’re doing what?
Still accepting project-based piece of occupation if the prospect can’t afford your retainer.
Offering only 12-month commitments to your retainers because inbound takes time.
Kicking off your engagement amongst a lawsuit menses to constitute quick wins first.
Coaching your prospect to grapple inbound internally.
True or false? Your debrief after terminating an means client should only recap positive interactions amongst your old client.
| True |
| False |
Fill inwards the blanks: When your means reaches ______ tier, your means tin give notice ______.
silver, increment your Pb registration total from fifty to 500
gold, apply to the Agency Partner Speakers’ Bureau
silver, locomote a contributor the HubSpot Marketing Blog
gold, apply for the Agency Growth Fund
When looking to get together relevant draw of piece of occupation organisation information from a prospect, all of the next are practiced questions to uncovering hurting points EXCEPT:
“Why do you lot intend that is?”
“What’s your innovation to address it?”
“What are you lot considering as a budget for addressing that?”
“How long has that been a challenge for you?”
In the connect call, the “give too get” helps you lot _______, but inwards the exploratory call, the “give too get” helps you lot _______.
address resistance, assess fit
address resistance, uncovering goals too challenges
prepare a positioning statement, prepare a powerfulness statement
prepare a positioning statement, uncovering goals too challenges
True or false? At some signal inwards the sales process, you lot must demo the HubSpot software.
| True - the prospect needs to reckon all the HubSpot tools so they tin give notice pick too take which ones they'd most similar you lot to focus on inwards your services retainer. | ||||
| False - showing prospects the HubSpot software mightiness derail the conversations revolving around budget. | ||||
| False — it’s by too large a practiced idea, but non always. The prospect is ultimately buying your services too your powerfulness to deliver. | ||||
| True - the prospect is going to live on purchasing a HubSpot license, so they should reckon what they are getting for their money. When you’re on a telephone telephone amongst an existing client, your conversation shifts to a negotiation too the client drops an “anchor” too demands an increment inwards the amount of leads your squad delivers each month. What is at ane time your master copy responsibility? Assert command over the negotiation. Stay soundless too allow them verbalise themselves out of it. Uncover what they truly want. Push dorsum too signal to the initial goal-setting menses as immovable. Which of the next is NOT an objective of the exploratory call?
|
Establish trust
Ensure a flow of communication betwixt squad members on both sides
Get wins as rapidly as possible
All of the above
You’re well-nigh to unopen your exploratory call. Based on what you’ve learned from the prospect, they are a dandy tally for working amongst your means too they seem excited well-nigh inbound marketing. The CEO of the fellowship asks you lot to create a proposal for their squad because they couldn’t all live on on the call. What should you lot do?
Because they seem similar a practiced tally for your means too for an inbound retainer, concur to create the proposal.
Instead of a proposal, offering to laid upwards some other exploratory telephone telephone at a fourth dimension when the residuum of the squad tin give notice meet.
Suggest that you lot schedule a finish setting too planning telephone telephone instead so that you lot tin give notice sympathize their goals too pose together the correct activities to assist them arrive at those goals.
Assign homework for the squad to complete. If they do the activeness items, create a proposal.
True or false? During the exploratory call, it’s best to hash out budget inwards the beginning. It’s something that is already on your prospect’s mind, too if you’re inwards different budget ranges, it’s best to know at the start of the call.
True
False
The recommended approach for an agency’s marketing crusade is to piece of occupation backwards through the marketing funnel. This is accomplished past times edifice which ii content assets?
Influenza A virus subtype H5N1 relevant top-of-the-funnel offering too a services website page.
Influenza A virus subtype H5N1 relevant bottom-of-the-funnel offering too a services website page.
Influenza A virus subtype H5N1 relevant top-of-the-funnel offering too CTAs on your weblog content.
Influenza A virus subtype H5N1 relevant bottom-of-the-funnel offering too CTAs on your weblog content.
How tin give notice agencies calculate their lucre margins?
By subtracting expenses too whatsoever take-home salary from revenue.
By dividing expenses too whatsoever take-home salary past times revenue.
By dividing gross lucre past times revenue.
By subtracting gross lucre from revenue.
Which of the next is an instance of a strong bottom-of-the-funnel offering for an agency?
Influenza A virus subtype H5N1 .pdf version of a pillar page
Influenza A virus subtype H5N1 downloadable checklist for edifice content topic clusters
Influenza A virus subtype H5N1 gratis website audit
Influenza A virus subtype H5N1 sample demo of HubSpot
Fill inwards the blanks: An agency’s _________ highlights all of its capabilities too an agency’s _________ is strategically bundled to drive maximum value for a item client or prospect.
carte du jour of services, service pack
service pack, servant pricing
carte du jour of services, bottom-of-the-funnel offer
utilization rate, lucre margin
Which of the next is NOT a best exercise for edifice an inbound services page on your agency’s website?
Organize the page for slowly navigation too clarity.
Tailor the linguistic communication to the needs of your persona.
Optimize the page around relevant terms similar “inbound marketing agency” or “inbound sales consultant.”
Promote your bottom-of-the-funnel offering on this page using CTAs, Pb flows, too alive chat.
Which of the next is NOT a stride inwards calculating an agency’s terms to deliver?
Determine the average salary of your client-facing staff.
Turn the average salary into an hourly rate.
Divide the hourly charge per unit of measurement past times your lucre margin.
Adjust your hourly terms past times layering inwards your team’s utilization rate.
Account for overhead costs.
True or false? Campaign kits are co-brandable assets that tin give notice live on considered consummate content offers create for usage ane time you lot add together your agency’s logo.
True
False
The per centum of employee fourth dimension that tin give notice live on considered billable to your clients is known as what?
Overhead costs
Utilization rate
Agency hourly cost
Value-based pricing
The inbound sales framework includes the next stages:
Open, connect, explore, close
Identify, connect, explore, advise
Attract, convert, explore, delight
Identify, convert, explore, close
True or false? Asking open-ended questions amongst a client during a negotiation encourages them to speak plainly.
| True — questions starting amongst “why,” “what,” too “how” volition seat the client to explicate their thinking too acquire you lot closer to an open, human conversation. |
| False - because most negotiations aren’t negotiations. If you lot take hold a contract, you lot tin give notice live on straight inwards your communication. |
| True - because if the client keeps talking, they volition live on to a greater extent than reasonable inwards their negotiation. |
| False - because sentences starting amongst “actually,” “well,” too “don’t,” identify you lot inwards a seat of powerfulness too that volition assist them sympathize that you’re truly trying to assist them. |
When assigning monthly hourly totals to each service inwards your service pack, you lot demand to proceed all of the next inwards take heed EXCEPT:
How many hours each private service takes to complete.
How many times a service is completed each month.
All of the tasks or subtasks associated amongst the service.
Which Hub inside HubSpot each private service aligns with.
True or false? Your HubSpot channel draw of piece of occupation organisation human relationship director tin give notice bring together sales calls amongst you lot too your prospects.
True
False
Influenza A virus subtype H5N1 colleague sends you lot a link to a fellowship that they intend would live on a practiced tally for a servant amongst your agency. You start looking at the company’s website, too you lot notice they encounter a lot of the secondary criteria of the prospect tally matrix, but they aren’t capturing leads through their website too they don’t sell something that involves a considered purchase process. Based on the prospect tally matrix, is this fellowship a practiced tally for an inbound retainer?
Yes. Both the primary too secondary criteria is of import inwards determining prospect fit, too since the fellowship meets the bulk of these, it’s a practiced fit.
No. The primary criteria is the most of import inwards determining prospect fit. Even though they encounter some secondary criteria, it is unlikely to live on a practiced fit.
Yes. The fellowship already wants to piece of occupation amongst you, too as long as a prospect meets at to the lowest degree ane of the primary tally characteristics, they’re in all probability a practiced fit.
No. Influenza A virus subtype H5N1 prospect must encounter all of the primary too secondary criteria to live on considered a practiced fit.
Fill inwards the blank: The _______ is the maiden off formal coming together betwixt your means too your novel client, which allows you lot to demonstrate your understanding of the client’s challenges, the activeness steps required, too their Definition of success.
guided client onboarding program
novel client kick-off
goal-setting too planning call
marketing too sales handoff
There are ii leading indicators that propose when it’s fourth dimension to start growing your agency’s team. What are they?
Utilization charge per unit of measurement too specialty services
Utilization charge per unit of measurement too org structure
Core values too specialty services
Core value too org structure
What is the dominion of pollex when budgeting fourth dimension for an agency’s draw of piece of occupation organisation human relationship management tasks?
Budget 0% on top of all client tasks.
Budget 10% on top of all client tasks.
Budget 15% on top of all client tasks.
Budget 25% on top of all client tasks.
You’re talking amongst a prospect too you lot pass most of the conversation bespeak questions to sympathize their province of affairs too to reckon if you lot tin give notice help. Which of the next guiding principles does this highlight?
Stop pitching too aim to help.
Differentiate too target.
Emphasize the inbound methodology.
The inbound sales framework.
You too your agency’s cofounder both worked inwards higher instruction for years earlier starting the agency. You concur that because of your past times experience, you lot desire to piece of occupation amongst clients inwards the same manufacture you’re familiar with. You experience you lot take hold the chance to construct specialized content marketing campaigns for higher instruction clients too tin give notice live on proactive when edifice Pb generation campaigns. Which Pb generation strategy would live on the fastest way to acquire started selling retainers?
Looking to existing relationships
Targeting past times vertical
Targeting past times location
Focusing on target accounts
Which framework should you lot usage to assess tally amongst a prospect?
BANT
GPCT
CGP, TCI, too BA
The CEO test
You’ve sent the next agenda to your agency’s novel client as you lot fix for the novel client kickoff: — Recap agenda — Introductions — GPCT (goals, plans, challenges, timelines) — Action items too adjacent steps What meaning item is missing from the agenda?
BANT (budget, authority, need, timeline)
The give too get
Working together too each side’s responsibilities
HubSpot demo (specifically information too reporting)
If an means employee’s client-facing hours average out to 120 hours per month, too they rail twoscore hr piece of occupation weeks, too then what is their utilization rate?
60%
75%
80%
100%
Which servant pricing model would you lot live on using when assigning a apartment lucre margin on top of your monthly cost?
Cost-based pricing
Value-based pricing
Project-based pricing
Profitability-based pricing
Fill inwards the blanks: Your _________ describes the type of somebody you’re targeting, whereas your _________ describes the type of fellowship you’re targeting.
buyer persona, target market
target market, buyer persona
buyer profile, target market
buyer persona, qualified lead
True or false? You’re talking amongst some other HubSpot means partner too you lot each start talking well-nigh your target market. Since you lot are both HubSpot means partners, you lot should take hold the same target market.
True
False
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