HubSpot Delivering Sales Services Exam Answers 2022 [Updated]

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HubSpot Delivering Sales Services Certification Exam Answers

Update: Last updated Answers for 2022

HubSpot Delivering Sales Services Certification

 

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Which of the following is NOT a good criterion for an ideal buyer profile?

  • Size of company
  • Industry or vertical
  • Geographic location
  • Job title

True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.

  • True
  • False

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

  • Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.
  • Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.
  • Ideal buyer profiles are static, but buyer personas need to be continually updated.
  • Buyer personas are optional, but every company needs to have at least one ideal buyer profile.

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

  • Hand off to sales and have sales make immediate contact
  • Have marketing nurture these leads
  • Offer group-based resources
  • Avoid investing too many resources

True or false? Your client can only have one buyer persona per ideal buyer profile.

  • True
  • False

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

  • Have sales make immediate contact
  • Have marketing nurture
  • Offer group-based resources
  • Avoid investing too many resources

 Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

  • Have sales make immediate contact
  • Have marketing nurture
  • Offer group-based resources
  • Avoid investing too many resources

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

  • Have sales make immediate contact
  • Have marketing nurture
  • Offer group-based resources
  • Avoid investing too many resources

True or false? Your client’s sales reps should use HubSpot Sales to track when a message has been opened or clicked as a way to understand when a prospect signals their interest.

  • True
  • False

You have a client that you think would benefit from using HubSpot CRM. When you suggest this to them, they say, “I like the idea of using a CRM, but I don’t think my reps will remember to record their activities in it.” What’s the best way to respond to address this concern?

  • “No worries–we can use the Tasks feature to send reminder emails to your reps so they don’t forget.”
  • “Not a problem–HubSpot CRM automatically records emails and calls so reps don’t have to.”
  • “Good point–let’s make sure we set up a time to train your reps so they understand the value of recording their work in the CRM.”
  • “Good point–maybe HubSpot CRM isn’t a good fit for you.”

You have a client who is already using HubSpot’s marketing platform and wants to try out HubSpot CRM. How do you get them started?

  • By going to hubspot.com/crm and creating a CRM account
  • By adding the CRM to their existing portal
  • Reach out to your Channel Consultant to create a new portal that includes marketing and CRM
  • Have your client contact HubSpot Support to enable this in their portal

When implementing HubSpot CRM for a client, should you help them create custom properties?

  • Yes – help them create as many as they need for the information they want to know about their contacts.
  • Yes – but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.
  • No – it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.
  • No – while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.

Collecting a client’s contact data together to import can be a daunting task. What is the BEST way to position this job to your client?

  • Tell them that it’ll be a lot of work but it’s unavoidable.
  • Present it as an opportunity for them to organize and validate their data.
  • Remind them that the outcome will be worth the trouble.
  • Point out importing is actually just a small part of the full implementation process.

You are implementing HubSpot CRM for a client who doesn’t use Gmail or Outlook for their emails. What is the best way for their team to log their emails in HubSpot CRM?

  • Using the CRM’s bcc and forwarding addresses
  • Importing the email messages in bulk
  • Manually logging emails in the CRM
  • Using the email functionality on the contact record to send emails from inside the CRM

Fill in the blank. Before a client can start tracking their active sales inside HubSpot CRM, they need to customize their _____________.

  • lead views
  • deal stages
  • sales process
  • buyer personas

Which of the following is NOT a standard report on the Sales Dashboard?

  • Deal Forecast
  • Productivity
  • Sales Performance
  • Deal Leaderboard

You want to help your client automate their sales rep email follow up. Which tool would be most helpful?

  • The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.
  • The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.
  • The Meetings tool because this will allow prospects to easily set up time with a sales rep.
  • The Documents tool because sales reps can see which content to send next to the prospect.

You’re teaching a client how to handle content management and creation. How should the sales team be involved during this process?

  • Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.
  • Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.
  • Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.
  • At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.

All of the following are tactics to help your client engage with their prospects, EXCEPT:

  • Convert website traffic into leads
  • Track contacts who are in-market for their services
  • Tailor and template email outreach messages
  • Make it easier for prospects to book meetings with your client’s sales reps

 True or false? One of the biggest challenges of successful sales enablement is creating enough content. Most companies don’t have enough content for the sales team to be able to send prospects in the buying process.

  • True
  • False

 

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