Hubspot Sales Enablement Certification Answers

HubSpot Sales Enablement Certification Answers 2018 .  The Sales Enablement Certification volition learn you lot how to prepare a marketing-driven sales enablement strategy. This course of study was designed amongst marketing managers inward mind, but other marketers every bit good every bit sales leaders tin lav do goodness from learning the principles involved inward this approach to sales enablement.

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The mesh has changed the might dynamics betwixt buyers as well as sellers. How does sales enablement aid businesses exercise this modify to their advantage?

By helping sales teams focus on the prospects who are most interested inward buying.
By making the company's outreach efforts harder to ignore.
By making the business's website to a greater extent than “mobile friendly.”
By increasing the book of sales emails the fellowship sends out.

Why is inbound an of import portion of a expert sales enablement strategy?

Modern buyers do the bulk of their buying enquiry earlier talking amongst sales, as well as hence marketing as well as sales demand to piece of work together to brand for certain online information matches the information used past times the sales team.
Inbound helps amongst targeting larger companies, piece normal sales enablement tactics piece of work meliorate when targeting smaller accounts.
Sales enablement tin lav alone move implemented if your fellowship is using inbound techniques.
Sales enablement is a required portion of inbound practices.

What is sales enablement?

The processes, content, as well as engineering scientific discipline that aid sales teams sell efficiently at a higher velocity.
Any strategy that helps sales teams closed to a greater extent than deals.
The procedure of replacing your existing marketing functions amongst sales positions.
All of the above.

Which of the next is NOT portion of a sales enablement strategy?

Influenza A virus subtype H5N1 marketing automation platform
Influenza A virus subtype H5N1 clear goal
Influenza A virus subtype H5N1 target buyer
Influenza A virus subtype H5N1 content strategy

What’s the departure betwixt a vision as well as a goal?

Influenza A virus subtype H5N1 vision is a nation of affairs you lot desire to convey into being. Influenza A virus subtype H5N1 destination is a metric final result you lot tin lav banking concern check off a list.
Influenza A virus subtype H5N1 destination is a vision amongst metrics attached to it.
Goals are rigidly defined, piece a vision is a vague aspiration.
Influenza A virus subtype H5N1 vision is a long-term computer program for an entire organization. Influenza A virus subtype H5N1 destination is a short-term final result that an private tries to accomplish.

True or false? You demand a vision or goals but non both.

True
False

Influenza A virus subtype H5N1 vision should move all of the next EXCEPT:

Achievable inside 1 year.
Bold.
Easy to explain.
Challenging to accomplish.

True or false? Marketing as well as sales should take away hold split upwards revenue goals.

True
False

It is of import to interpret your vision into a revenue destination for all of the next reasons EXCEPT:

Revenue is a metric that’s easily understood past times executive leaders.
Revenue is a metric that marketing as well as sales tin lav both contribute to.
Translating the vision into a revenue destination makes the vision to a greater extent than concrete.
Translating the vision into a revenue destination makes the vision easier to achieve.

What is an ideal client profile?

Influenza A virus subtype H5N1 checklist of the most basic attributes someone needs to take away hold inward guild to move successful every bit your customer.
Influenza A virus subtype H5N1 story that explains how people become from beingness a prospect to beingness your customer.
Influenza A virus subtype H5N1 description of a item client you lot desire all of your prospects to move similar to.
Influenza A virus subtype H5N1 way of organizing the information you lot collect nigh prospects during the sales process.

What is a mitt raiser?

Someone who explicitly asks to utter to sales.
Influenza A virus subtype H5N1 atomic number 82 that marketing has qualified for sales outreach.
Influenza A virus subtype H5N1 client who volunteers to participate inward persona research.
An employee who volunteers to atomic number 82 a smarketing meeting.

If you lot detect yourself amongst a lot of poor-fit leads, all of the next are expert ways to solve this job EXCEPT:

Send the leads to sales for farther qualification.
Look for bad-lead sources as well as plow them off.
Revisit your ideal buyer profile as well as brand your Definition of “fit” less stringent.
Find ways to improve the messaging inward your marketing content.

What should you lot do amongst the leads inward box 2?

Have marketing nurture them
Have sales contact them.
Have both marketing as well as sales piece of work amongst them.
Ignore them.

What should you lot do amongst the leads inward box 3?

Have marketing nurture them.
Have sales contact them.
Have both marketing as well as sales piece of work amongst them.
Ignore them.

Which of the next BEST describes a sales as well as marketing service-level understanding (SLA)?

An understanding betwixt sales as well as marketing that requires for certain actions from each team.
Influenza A virus subtype H5N1 document that outlines the service marketing volition furnish to sales.
Influenza A virus subtype H5N1 document that outlines the service sales volition furnish to marketing.
Influenza A virus subtype H5N1 computer program for marketing as well as sales to piece of work together on content creation.

Which of the next is NOT a do goodness of implementing a sales as well as marketing service-level understanding (SLA)?

Influenza A virus subtype H5N1 unmarried leadership squad over sales as well as marketing.
Increased accountability betwixt sales as well as marketing.
Increased alignment betwixt sales as well as marketing.
Clearer goals for sales as well as for marketing.

What does a sales as well as marketing service-level understanding (SLA) require marketing to do?

Provide sales amongst a for certain disclose of qualified leads.
Produce a for certain amount of content.
Attract a for certain disclose of visitors.
Nothing — the SLA outlines the service sales volition furnish to marketing.

Evaluate this SLA: Marketing volition generate 2,000 qualified leads each month, as well as sales volition contact each atomic number 82 every bit presently every bit possible.

This SLA's requirements focus on the incorrect activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No modify needed.

Evaluate this SLA: Marketing volition generate 50 leads each month.

This SLA's requirements focus on the incorrect activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No modify needed.

Evaluate this SLA: Marketing volition generate v qualified leads each month, as well as sales volition contact each of them inside 12 hours.

This SLA's requirements focus on the incorrect activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No modify needed.

If your service-level understanding requires your marketing squad to create to a greater extent than leads than they ordinarily do, what is the FIRST thing you lot should do?

Evaluate your marketing resources to reckon if they tin lav move reallocated into higher-performing assets.
Recalculate the SLA to acquire inward to a greater extent than reasonable.
Hire to a greater extent than marketers.
Implement a marketing automation platform to accelerate your marketing processes.

What is a judicial branch?

Influenza A virus subtype H5N1 small-scale grouping of leaders who review every atomic number 82 sales rejects.
Influenza A virus subtype H5N1 small-scale grouping of salespeople who create upwards one's hear whether the leads marketing is creating are qualified properly.
Influenza A virus subtype H5N1 small-scale grouping of marketers who monitor sales activity to brand for certain qualified leads are getting contacted promptly.
The amount grouping of attendees at smarketing meetings.

True or false? The judicial branch must move to a greater extent than than 1 person.

True
False

After you lot explicate the concept of a judicial branch to your CEO, she says, “Great! I’ll take away hold the sales leadership squad brand that portion of their monthly meeting.” How do you lot respond?

“In the involvement of beingness unbiased, I holler back it would move meliorate to take away hold the judicial branch made upwards of people who are exterior of the sales as well as marketing organization.”
“Perfect! We desire to brand for certain the sales squad is every bit involved every bit possible, as well as having sales leadership reviewing dropped leads is a dandy way to start.”
“I holler back that’s the correct grouping of leaders, but monthly meetings won’t move frequent plenty to do the job. Can nosotros take away hold them come across every 2 weeks instead?”
“The sales leadership shouldn’t move involved. It would move meliorate to take away hold the marketing leadership do this job.”

If the leads your marketing squad produces are consistently depression quality, which of the next is the BEST way to improve your atomic number 82 quality?

Optimize your messaging to halt attracting the incorrect people.
Lower your atomic number 82 qualification standards.
Nurture the leads until they’re a meliorate fit.
Generate a higher disclose of leads as well as hence that to a greater extent than good-fit leads volition move brought in.

True or false? Contacting novel leads inside v minutes is meliorate than contacting them inside 24 hours.

True
False

What is the departure betwixt piece of work groups as well as teams?

Work groups are accountable every bit a group, piece teams take away hold private members accountable.
Work groups take away hold a apartment structure, piece teams take away hold an internal hierarchy.
Members of a piece of work grouping are independent from each other, piece members of a squad rely on each other to acquire piece of work done.
All of the above

What is the purpose of smarketing meetings?

To take away hold marketing as well as sales come upwards together to seat as well as solve problems.
To take away hold marketing as well as sales come upwards together to study on progress toward coming together the requirements of their SLA.
To take away hold marketing as well as sales come upwards together to recognize high achievers as well as payoff expert work.
To take away hold marketing brainstorm ideas for meliorate serving the sales team.

True or false? Executive leaders should attend smarketing meetings.

True
False

Which of the next is the BEST way to ensure your smarketing meetings take away hold a high degree of psychological safety?

Make for certain all of the attendees speak inward roughly equal amounts.
Have the executive leaders who attend the meetings atomic number 82 the discussion.
Don’t convey upwards problems if the people who caused the job are inward the room.
Avoid calling on private people to reply questions. Instead, hold off for people to volunteer.

Why should defining your target buyer move portion of your sales enablement strategy?

It volition increment your sales efficiency past times helping your sales squad pass to a greater extent than fourth dimension amongst people who are to a greater extent than probable to buy.
It makes it easier to rails the progress you’re making toward your goals.
It’s impossible to implement a sales enablement strategy without commencement defining a target buyer.
It's a expert way to seat gaps inward your electrical current sales process.

True or false? Personas tin lav modify over time.

True
False

When you lot enquire your customers nigh their goals as well as challenges, what are you lot trying to figure out?

How long they hold off to move inward their electrical current position.
How you lot tin lav aid them overcome their challenges as well as accomplish their goals.
What they promise your production volition do.
Influenza A virus subtype H5N1 expert way to convince them to purchase your product.

When holler for a client nigh their shopping preferences, you lot desire to larn all of the next EXCEPT:

What features they aspect for inward a production similar yours.
What their buying procedure looks like.
Who else is involved inward their buying process.
Whether or non they desire to piece of work amongst a salesperson.

How many customers do you lot demand to interview inward guild to prepare a high lineament buyer persona?

About 15
One or two
All of them
Approximately 20% of your client database

Fill inward the blank: While buyer personas aid you lot empathize who your client is, Jobs to Be Done helps you lot empathize your customer’s _____.

motivations
role
task description
dot of view

Karen simply got habitation belatedly from piece of work as well as her kids are hungry. Which of the next BEST describes her task to move done?

“I demand to feed my kids a salubrious repast that won’t take away hold long to make.”
“I simply got habitation belatedly from piece of work as well as my kids are hungry.”
“It’s dinnertime as well as I don’t know what to make.”
“I don’t desire to laid upwards correct now, but I take away hold to.”

Which of the next is a do goodness of using Jobs to Be Done?

It helps you lot seat the products you’re indirectly competing with.
It helps you lot seat strategic alliances amongst products inward other industries.
It helps you lot empathize why your customers purchase from you.
All of the above.

Which of the next BEST describes the departure betwixt persona interviews as well as Jobs to Be Done interviews?

Persona interviews seek to uncover facts nigh a person, piece Jobs to Be Done interviews attempt to slice together a narrative.
Persona interviews tin lav move done inward a group, but Jobs to Be Done interviews demand to move individual.
Persona interviews are conversational, but Jobs to Be Done interviews are usually scripted.
Persona interviews demand to move repeated regularly, but Jobs to Be Done interviews alone demand to move done once.

Which of the next is the BEST way to uncover the task that people hire your production to do?

By interviewing private customers.
By sending out a survey to about of your customers.
By researching similar products online.
By bringing your marketing as well as sales teams together to brainstorm possible jobs.

Which of the next best describes the human relationship betwixt the interview procedure for identifying Jobs To Be Done as well as the interview procedure for understanding personas?

Persona interviews focus on understanding the variety of someone you're interviewing, piece Jobs To Be Done interviews focuses on the argue they bought your product.
The 2 processes are basically the same.
The questions inward the 2 interviews are basically the same, but persona interviews are conducted amongst customers, piece Jobs To Be Done interviews are conducted amongst prospects.
Jobs To Be Done interviews focus on a person's employment, piece persona interviews focus on the person's personality.

Which of the next is NOT an chemical constituent of a hero statement?

Influenza A virus subtype H5N1 sales goal
Influenza A virus subtype H5N1 persona
Influenza A virus subtype H5N1 task to move done
Your company’s name

Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are inward the marketplace seat for a security system.

The persona isn’t specific enough.
The task to move done isn’t specific enough.
Both Influenza A virus subtype H5N1 as well as B.
No modify needed.

Evaluate this hero statement: Groundskeeper, Inc. is a hero to belongings managers at mid-size belongings administration firms who demand to outsource their landscaping as well as hence they tin lav focus their attending on taking attention of their tenants.

The persona isn’t specific enough.
The task to move done isn’t specific enough.
Both Influenza A virus subtype H5N1 as well as B.
No modify needed.

Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who desire to swallow salubrious but don’t take away hold the fourth dimension to laid upwards as well as swallow vegetables.

The persona isn’t specific enough.
The task to move done isn’t specific enough.
Both Influenza A virus subtype H5N1 as well as B.
No modify needed.

How rapidly should a fellow member of your sales squad move able to detect a relevant slice of content to part amongst 1 of their leads?

Within a minute.
Within 2 minutes.
Within v minutes.
Within 10 minutes.

What should the content your sales squad uses during the sales procedure do?

Answer mutual questions.
Provide value to the prospect.
Resolve mutual concerns.
All of the above.

Fill inward the blank: _____ is the gum that holds sales as well as marketing teams together.

Content
Management
Technology
The judicial branch

What's the sales team's role inward content creation?

Sales should move involved inward content creation on an ongoing basis.
Sales should move involved inward identifying the content that needs to move created but non inward creating it.
Sales may move involved inward the early stages of your content creation efforts, but in 1 lawsuit your sales enablement strategy is fully implemented, marketing should move able to create content without aid from sales.
Sales should deal marketing’s content creation operations.

You tell your executive squad that your fellowship should take away hold a content manager, as well as they ask, “Can’t someone take away hold that on every bit a side project?” How should you lot respond?

“That’s a expert way to start, but nosotros should position a computer program inward seat for expanding the role into a full-time duty.”
“Yes, that would move best. Content administration isn’t a full-time job.”
“No, if nosotros can’t take away hold a full-time content manager, nosotros may every bit good non take away hold a content director at all.”
“Yes, but alone if it’s a fellow member of the executive squad that does it.”

All of the next are reasons to extend your sales enablement efforts beyond the sale EXCEPT:

Existing customers are to a greater extent than probable to purchase than novel prospects are.
Successful customers are to a greater extent than probable to recommend your production to a friend.
Helping your customers succeed prevents negative reviews online.
It increases your sales team's likelihood of hitting their quotas.

Which of the next is the BEST explanation of what it way to aid your customers “fire” their sometime solution?

Helping them halt using whatever their previous solution was, fifty-fifty if they were “making do” without a product.
Helping them cancel whatever contracts amongst other service providers.
Helping them empathize why they should never become dorsum to using their sometime solution.
Helping them encourage their friends non to exercise the solution they were using previously.

True or false? Some potential customers won’t purchase because they don’t know how to burn their sometime solution.

True
False

Which of the next is NOT portion of client enablement?

Helping your customers exercise your production most effectively.
Helping your customers do the task they hired your production to do.
Helping your customers purchase from you lot again.
Helping your customers reckon your competitors’ failings.

True or false? If your production tin lav move used to do to a greater extent than than 1 job, content that talks nigh all of those jobs volition move relevant to your customers.

True
False

All of the next are reasons to implement engineering scientific discipline every bit portion of your sales enablement strategy EXCEPT:

To supercede your processes.
To furnish visibility across teams.
To stair out the outcomes of your strategy.
To automate parts of your strategy.

Which of the next is an illustration of a amount system?

CRM
Email templates
SLA
Jobs to Be Done

Which of the next is an illustration of an border system?

CRM
Email templates
SLA
Jobs to Be Done

True or false? Marketing as well as sales should part a unmarried database of client information.

True
False

Fill inward the blanks: You demand to figure out your _____ earlier you lot tin lav implement a _____.

process, technology
technology, process
edges, core
unmarried rootage of truth, sales enablement technology

True or false? Inbound way creating marketing as well as sales that people dearest past times providing helpful content as well as resources that attract people to you.

True
False

Which of the next is a argue sales as well as marketing demand to move aligned?

To brand for certain messaging is consistent across both teams.
To brand for certain the 2 teams’ goals are complementary.
To combine the strengths of both teams.
All of the above.

How do goals as well as a vision piece of work together?

Influenza A virus subtype H5N1 vision inspires long-term action, as well as goals rails private steps toward achieving that vision.
Goals nation what a fellowship wants to accomplish, as well as a vision is a description of how those goals volition move accomplished.
Goals are used to stair out performance internally, as well as a vision is the messaging used to communicate those goals externally.
Influenza A virus subtype H5N1 vision is a document that contains descriptions of multiple goals.

True or false? If you lot don’t take away hold plenty mitt raisers as well as good-fit, sales-ready leads to continue your sales squad busy, your sales reps should detect helpful ways to reach out to good-fit leads that aren’t sales ready.

True
False

What should you lot do amongst the leads inward box 1?

Have marketing nurture them.
Have sales contact them.
Have both marketing as well as sales piece of work amongst them.
Ignore them.

What does a sales as well as marketing service-level understanding (SLA) require sales to do?

Contact the leads marketing generates inside a for certain timeframe.
Contact a for certain percent of the leads marketing generates.
Close a for certain disclose of deals.
Nothing — the SLA outlines the service marketing volition furnish to sales.

If your service-level understanding requires your marketing squad to generate twoscore qualified leads each month, how should they deliver those leads?

At a steady rate, nigh 10 leads each week.
They should deliver every bit many leads every bit possible inward the commencement one-half of the calendar month as well as hence sales has the whole calendar month to piece of work amongst them.
The should deliver every bit many leads every bit possible inward the final one-half of the calendar month to aid sales hitting their quota.
It doesn’t matter, every bit long every bit twoscore qualified leads are delivered each month.

If your service-level understanding provides your sales squad amongst to a greater extent than leads than they tin lav handle, what's the FIRST thing you lot should do?

Evaluate each rep’s sales velocity as well as aspect for areas that tin lav move improved.
Recalculate the SLA to acquire inward to a greater extent than reasonable.
Hire to a greater extent than salespeople.
Have your marketing squad nurture the leads sales can’t acquire to until sales is able to contact them.

Why are smarketing meetings an of import portion of a sales enablement strategy?

They maintain alignment betwixt marketing as well as sales.
They furnish a seat to recognize high achievers.
The furnish a seat for reporting to upper management.
All of the above.

You explicate the concept of smarketing meetings to your leadership team, as well as 1 someone asks, “How often do nosotros demand to take away hold these meetings?” How do you lot respond?

“We’ll take away hold to figure out what plant best for us, but every 2 weeks is a expert seat to start.”
“No to a greater extent than than in 1 lawsuit a month. More oft than that takes likewise much fourth dimension away from people’s private projects.”
“At to the lowest degree in 1 lawsuit a quarter. Any less than that, as well as we’ll take away hold problem getting into a rhythm.”
“Once a week, at a minimum. This is of import plenty that nosotros demand to move coming together weekly to rest on overstep of our goals.”

What does it hateful to enquire a client nigh their “watering holes”?

Ask them where they larn novel things related to their job.
Ask them what distracts them from achieving their goals.
Ask them what their hobbies are.
Ask them what refreshes them when they experience frustrated.

What is the human relationship betwixt personas as well as Jobs to Be Done?

Personas seat the type of someone you lot should sell to, as well as jobs describes what you lot tin lav aid them do.
Personas as well as jobs are 2 dissimilar methods of arriving at the same information.
Personas seat the people you lot should sell to, as well as jobs identifies the people you lot should hire.
Personas are for marketing, as well as jobs is for sales.

True or false? You should create a split upwards hero tilt for each of your personas.

True
False

If your website doesn’t take away hold much content to attract visitors, which of the next would move the best content to create first?

Articles that reply sales-related questions, such every bit how much your production costs.
An “About Us” page that describes the history of your company.
General involvement pieces that take away hold wide appeal to your persona, fifty-fifty if the topics aren’t closely related to your product.
All of the above.

All of the next are benefits of involving content inward your sales procedure EXCEPT:

Content enables your sales squad to accuse to a greater extent than for your product.
Content makes it easier for your sales squad to address mutual concerns.
Content increases the amount of value your sales squad provides to their prospect.
Content reduces the amount of fourth dimension it takes sales to reply questions.

True or false? If your marketing squad is producing a lot of content, a large percent of it is naturally going to move valuable to the sales team.

True
False

In most companies, which subdivision produces the most content?

Sales
Marketing
Legal
None of the above

Which of the next places would move a expert seat to experiment amongst video?

FAQ pages
Blog posts
Sales emails
All of the above

What is an insights committee?

Influenza A virus subtype H5N1 grouping of employees who aid amongst content creation.
The marketers inward accuse of creating insightful content.
Influenza A virus subtype H5N1 small-scale grouping of leaders who review every atomic number 82 sales rejects.
The leaders who atomic number 82 a sales enablement initiative.

True or false? Content should move a portion of every pace inward your sales process.

True
False

Influenza A virus subtype H5N1 fellow member of your marketing squad wants to shipping a sales offering to your existing customers. How do you lot respond?

“That’s fine, every bit long every bit it helps them do the task they hired our production to do.”
“That’s a expert thought because nosotros tin lav position to a greater extent than pressure level on people who take away hold previously bought from us than nosotros tin lav position on prospects.”
“We shouldn’t do that. Asking customers to purchase from us over again is a betrayal of their trust.”
“That’s a bad idea. Those people take away hold already bought from us. We should focus on finding novel prospects instead.”

Evaluate this SLA: Marketing volition generate 250 qualified leads each month, as well as sales volition convert 50 of those leads into customers.

This SLA's requirements focus on the incorrect activities.
This SLA's requirements aren’t specific enough.
This SLA is missing a requirement.
No modify needed.

What is the departure betwixt an ideal client profile as well as a buyer persona?

An ideal client profile broadly describes your target market, as well as personas push clit the types of people inward that market.
Ideal client profiles are used primarily past times marketing, as well as personas are used primarily past times sales.
An ideal client profile should include jobs to move done, as well as a buyer persona includes alone demographic information.
All of the above.

All of the next are ways to involve your sales squad inward the content creation procedure EXCEPT:

Have private sales reps take away hold turns acting every bit content manager.
Have the sales squad shipping the marketing squad the content they’ve already created.
Have the sales squad BCC the marketing squad when they reply questions asked past times prospects.
Have your content director interview members of the sales team.

True or false? You should invest inward keeping your technological amount inward seat long-term, but you lot tin lav experiment amongst your border technologies as well as modify them easily.

True — Although your amount scheme tin lav move changed, changing it oft is complicated as well as tin lav atomic number 82 to confusion. But the edges are a dandy seat to experiment as well as attempt novel things.
True — It’s impossible to modify your technological core, but changing your edges is painless as well as should move done frequently.
False — You should experiment amongst all of your systems on an ongoing basis.
False — You should invest inward keeping both your amount as well as edges inward seat long-term.

What is a buyer persona?

Influenza A virus subtype H5N1 semi-fictional representation of your ideal client based on data.
The demographic information of a item sales prospect.
Influenza A virus subtype H5N1 categorization of leads that indicates how “sales ready” they are.
Influenza A virus subtype H5N1 story that describes your sales procedure from the buyer’s dot of view.

After creating your hero statement, you lot seat a type of someone who is interested inward your production that you lot can’t move a hero to. What should you lot do for these people?

Make it clear early that your production isn’t a expert fit for them.
Accept their concern as well as serve them every bit good every bit you lot can.
Modify your production to do both jobs.
Ignore them as well as focus on your target buyers.

Which departments should move involved inward creating content?

All departments
Just marketing
Just marketing as well as sales
All customer-facing departments

True or false? You should alone create video content if you lot take away hold a high-quality photographic telly camera as well as lights.

True
False

What should your sales squad do amongst marketing qualified leads?

Reach out to aid as well as reply questions.
Try to closed them earlier the “window of opportunity” closes.
Back off as well as allow marketing take away hold the communication.
Wait for them to heighten their hands.

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