HubSpot Marketing Hub Demo Certification Answers 2022 [Updated]

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HubSpot Marketing Hub Demo Certification Exam Answers

Update: Last updated Answers for 2022

HubSpot Marketing Hub Demo Certification

 

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Check out following The HubSpot Marketing Hub Demo Certification Solutions:

True or false? The discovery stage is where you assess mutual fit by digging deep into the prospect’s goals and challenges.

  • True
  • False

True or false? The discovery stage is where you provide an in-depth solution for the prospect’s challenges and goals.

  • You have collected all the information you need about the prospect at this point and should offer a tailored solution at the end of the discovery call.
  • You should collect all of the information you need about the prospect but should prepare and provide an in-depth solution during the next stage.

The value-based demo should occur:

  • After the Business Considerations stage of the HubSpot sales process.
  • After you complete the Connect and Discovery stages of the HubSpot sales process.
  • Before you collect information about the prospect’s business, goals, and challenges.
  • During the Business Considerations stage of the HubSpot sales process.

The HubSpot Sales Process is an agreed-upon process:

  • Used to move a deal forward to close and increase the likelihood of that happening.
  • Designed to move a deal forward quickly regardless of prospect fit.
  • Designed to increase your revenue by increasing add-on services and software packages.
  • Used to qualify more prospects with fewer salespeople

Scenario: Prospect Peter describes the following challenge during a discovery call: “We can’t reliably segment and target audiences”. Which HubSpot product theme does Prospect Peter’s challenge align with?

  • Content
  • Messaging
  • Automation
  • Reporting
  • Data

Which of the following are HubSpot Product Themes? Select all that apply.

  • Content
  • Messaging
  • Alignment
  • Reporting
  • Collaboration
  • All of the above

Fill in the blank: Your prospect needs _______ to reach people who are unaware they exist.

  • Content
  • Messaging
  • Automation
  • Reporting
  • Data

The following Marketing Hub tools can be used to attract attention:

  • Live chat, landing pages, A/B testing
  • SSO, attribution reporting, custom objects
  • Blog, SEO, social media
  • Conversational bots, behavioral targeting, forms

True or false? Unresponsive marketing contacts can be switched to non-marketing contact status.

  • A contact’s status can be changed from marketing contact to non-marketing contact after they’ve been unresponsive for a set period of time.
  • Once a contact is marked “Marketing contact”, their status cannot be changed.
  • A contact’s status can be changed from marketing contact to non-marketing contact at any time.
  • Unresponsive marketing contacts can’t change status until they opt out of your content.

Scenario: Your prospect is seeking your help because they are unable to report on the success and impact of their marketing efforts. Which of the following tools or features can help address this challenge? Select all that apply.

  • Campaign Reporting
  • HubSpot Reporting
  • Attribution Reporting
  • Website Traffic Analytics
  • All of the above

Which of the following are benefits of using a HubSpot demo account? Select all that apply.

  • Showcasing the real-life application of HubSpot during a demo.
  • Keeping your customers’ and business’ information private.
  • Importing additional contacts for your business’ account.
  • Customizing a demo account that aligns with your buyer persona(s).
  • Creating a demo account using your customers’ real data.

Scenario: You have completed the discovery call with a prospect and are determining which Marketing Hub package to recommend. You want an in-depth description of the features, limits, and additional details of each so you visit the:

  • HubSpot Marketing Software Page
  • Why Go HubSpot Page
  • HubSpot Resource Page
  • HubSpot Product & Services Catalog

Fill in the blank: A ________ on HubSpot’s Product & Services Catalog indicates that the feature is included and you should be aware of additional information.

  • Checkmark with a dotted circle
  • Bold checkmark
  • Checkmark with a sprocket
  • Dotted circle without a checkmark

Which of the following are solution demo activities? Select all that apply.

  • Reconfirm the pain points, challenges, and goals for all stakeholders.
  • Map a solution to the prospect’s pain points and goals.
  • Outline and negotiate legal and business agreements.
  • Reconfirm the prospect’s decision-making process.

What solution demo activity should be the main focus of the call?

  • Reconfirm the prospect’s decision-making process.
  • Discuss and negotiate pricing.
  • Map a solution to the prospect’s pain points and goals.
  • Explore the prospect’s decision-making process.

Scenario: Solutions Partner Sofia has met the following solution demo exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) agreement on which option(s) to move forward with. Which exit criteria must she still meet to move on from the solution demo stage?

  • Confirmation on payment type and contract
  • Confirmation on stakeholder communication
  • Confirmation on business model
  • Confirmation on next steps and decision-making process

Why is it critical to reconfirm the pain points, challenges, and goals for all stakeholders during the solution demo call?

  • To confirm that each stakeholder is listening
  • To review every detail of the discovery call
  • To confirm and address each stakeholder’s needs
  • To confirm and address the most vocal stakeholder’s needs

Which of the following steps are part of opening the solution demo call? Select all that apply.

  • Build rapport with all attendees
  • Review the prospect’s CGP, TCI, and BA
  • Lead the value-based demo
  • Discuss pricing and offerings

Scenario: Your teammate is practicing leading a value-based demo for a prospect by showcasing how each recommended Marketing Hub tool works, without providing context about why they’re showing the tool and its value. What best practice, framework, or methodology would you recommend your teammate use to improve this aspect of their value-based demo?

  • LAER: The Bonding ProcessⓇ Method
  • Tie-down questions
  • Tell-Show-Tell
  • CGP, TCI, & BA

Scenario: Solutions Partner Sofia just led a value-based demo during a solution demo call. What steps should she complete to wrap up the call? Select all that apply.

  • Summarize the prospect’s pain points and goals, and how HubSpot and her services address them
  • Collaboratively write a final proposal that outlines all agreed upon details and deliverables
  • Confirm with the prospect that HubSpot and her team’s services meet their business needs
  • Ask all stakeholders to write down their questions and send them in an email after the call
  • Allow the prospect and all stakeholders to ask questions
  • Solidify next steps

True or false? When leading a value-based demo, you should show each tool and feature within the package you’re recommending to the prospect.

  • The value of a value-based demo comes from showing as many tools and features within the recommended package as possible.
  • You should only show one tool or feature within each recommended package.
  • The value of a value-based demo comes from showcasing how past clients have used every tool and feature within a package.
  • You should only show the tools and features that help solve the prospect’s most critical challenges and goals.

Fill in the blank: __________ is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that addresses those concerns and reconciles them, in order to move the deal forward.

  • Objection handling
  • Objection resolution
  • Objection avoidance
  • Objection addressing

What are tie-down questions?

  • A series of questions you ask during the solution demo call to get the prospect to commit to a contract.
  • Short questions you ask at the end of the solution demo call to confirm that the prospect understands the cost of your services and HubSpot.
  • Surprise questions you ask during your demo to confirm the prospect’s knowledge of terminology and tool names.
  • Short questions you add to statements throughout your demo presentation to get the prospect actively engaged in the conversation.

Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?

  • Send a solution demo call invitation only to your point of contact with your notes from the discovery call.
  • Send an email to your point of contact reinforcing the solution demo call date and time.
  • Send a solution demo call invitation to your prospect and additional stakeholders/attendees with the proposed agenda.
  • Send a solution demo call invitation to your prospect and additional stakeholders/attendees without the proposed agenda.

Fill in the blank: A _________ objection is related to a prospect’s concerns about how a product solves their unique problem.

  • Price
  • Competitors
  • Refusal
  • Product fit
  • Services not needed

The four common prospect objection themes are:

  • Price, schedule, product fit, services not needed
  • Product fit, competitors, refusal, price
  • Price, product fit, competitors, services not needed
  • Price, refusal, schedule, product fit

Scenario: Prospect Peter raises the following objection during a solution demo call, “This solution and service are out of our price range.” However, this objection is a coverup for a completely different issue: he is afraid of the consequences if the solution and services aren’t the right fit. What type of objection is this?

  • Coverup objection
  • Hidden objection
  • Camouflage objection
  • Disguised objection

LAER® stands for:

  • Listen, Attend to, Educate, Reason
  • Learn, Acknowledge, Educate, Respond
  • Learn, Answer, Explore, Reason
  • Lsten, Acknowledge, Explore, Respond

“We can handle this problem internally” is an example of what type of common objection theme?

  • Services not needed
  • Product fit
  • Competitors
  • Refusal
  • Price

True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

  • You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.
  • You should wait until the prospect surfaces an objection and then respond with a rebuttal.
  • You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
  • You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.

Prospect Peter raised the following objection during a solution demo call with Solutions Partner Sofia: “Your solution doesn’t have X feature, and we need it.” What common prospect objection theme does Prospect Peter’s concern fit in?

  • Services not needed
  • Competitors
  • Price
  • Refusal
  • Product fit

According to this course, which of the following are best practices that should be used to lead a value-based demo? Select all that apply.

  • Do not show everything
  • Only allow questions at the end of the call
  • Use the “Tell-Show-Tell” framework
  • Ask tie-down questions
  • Show every tool and feature in the recommended package(s)

Fill in the blank: The ______ step of the LAER® method is where you’ll uncover the true meaning behind the prospect’s objections by seeking clarification and understanding with a question.

  • Learn
  • Acknowledge
  • Address
  • Explore
  • Respond

After a solution demo call, when should you follow up with a prospect?

  • Within one week
  • Within three days
  • Within 12 hours
  • No specified time

Which of the following are examples of the benefits of sending a timely follow-up email after a solution demo call outlined in this course? Select all that apply.

  • You can provide additional resources.
  • You can reinforce the positive outcome of objections.
  • You can recommend additional solutions and packages you didn’t discuss during the solution demo call.
  • You can summarize the most important aspects of the solution demo call.
  • You can skip the business considerations stage of the HubSpot sales process.

According to this course, what is a recommended subject line format for a follow-up email?

  • [Clever subject line] | [Emoji]
  • [Who/What the event was] | [What’s inside the email]
  • [What’s inside the email] | [Names of stakeholders on the call]
  • [Who/What the event was] | [Next steps]

Solutions Partner Sofia completed a successful solution demo call with her main point of contact, Prospect Peter, and four additional stakeholders. According to this course, what are the benefits of sending the follow-up email to all five attendees? Select all that apply.

  • Each stakeholder has access to the same, valuable information.
  • Each stakeholder can see that what was discussed in the solution demo call is reinforced in the email​.
  • She does not need to include a summary of the conversation because each stakeholder was present for the call.
  • She expands the opportunity to talk with more stakeholders and garner more buy-in​.
  • She demonstrates how she educates and solves for the prospect.

What key information should you track about your prospect objections to learn from, practice, and anticipate them?

  • The prospect persona
  • The common goal related to the objection
  • The common challenge that impedes the goal
  • The solution you recommended
  • The objection
  • All of the above

True or false? The solution demo stage is before the discovery stage and after the business considerations stage of the HubSpot sales process.

  • True
  • False

True or false? You should identify the prospect’s budget and authority during the explore step of the discovery call.

  • True
  • False

Scenario: Solutions Partner Sofia wants to include a link to a HubSpot Academy lesson in her solution demo follow-up email. According to this course, what best practices should she use to include this content in her email? Select all that apply.

  • Provide context for the link with the Tell-Show-Tell framework
  • Provide descriptive text for the link
  • Provide context for the link with the Point-and-Click framework
  • Use bullet points to organize and visually break up the content

Fill in the blank: The _________ framework can be used in your solution demo follow-up email to help the prospect and stakeholders easily pull value from the content.

  • Tie-down question
  • CGP, TCI, & BA
  • LAER®
  • Tell-Show-Tell
  • Point-and-Click

Which steps make up the value-based demo follow-up message? Select all that apply.

  • Select who to send the email to
  • Write the subject line
  • Write an outline of what’s included in the email
  • Write your opening
  • Craft the body of the email
  • Summarize the email
  • Close the email

Fill in the blank: In the CGP, TCI, & BA framework, a prospect’s ________ are the bad things that result from inaction.

  • Changes
  • Consequences
  • Challenges
  • Choices

Fill in the blank: The discovery stage is _______ the connect stage and _______ the solution demo stage in the HubSpot sales process.

  • Before, after
  • After, after
  • Before, before
  • After, before

True or false? There are five exit criteria you need to meet to leave the discovery stage.

  • These include: (1) Quantifiable business goals and pain identified, (2) compelling event established, (3) decision-making process identified, (4) competition identified, and (5) investment acknowledged.
  • There are 4 exit criteria including, (1) compelling event established, (2) decision-making process identified, (3) competition identified, and (4) investment acknowledged.
  • These include: (1) Compelling event established, (2) decision-making process identified, (3) competition identified, (4) investment acknowledged, (5) business agreements negotiated.

The purpose of the discovery stage is to understand:

  • How a business makes money​
  • What the business’ growth plans are​
  • The business’ technical requirements
  • The business’ quantifiable goals and challenges​
  • The business’ decision-making process
  • All of the above

Fill in the blank: __________ are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

  • Sales stages
  • Sales process activities
  • Sales progressions
  • Sales criteria

Solutions Partner Sofia is running a discovery call with Prospect Peter. She asks him, “What happens if you reach your goal?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

  • Goals
  • Plans
  • Consequences
  • Implications

What are the five steps of a strong discovery call? —13456—12345…345..alll

  • Open the call
  • Explore
  • Outline a full solution
  • Summarize and position
  • Recommend
  • Lead a Professional/Enterprise HubSpot demo
  • Close the call

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has created a list of every challenge Prospect Peter shared during the call and earlier touch points. Some challenges are far more significant than others. What should she do next?

  • Summarize every individual challenge.
  • Summarize the most critical challenges.
  • Skip summarizing the challenges and discuss pricing.
  • Skip summarizing the challenges and make a recommendation.

The critical elements of customer experience management are:

  • HubSpot Product Themes
  • Customer Experience Themes
  • HubSpot Customer Themes
  • Critical Customer Themes

CGP, TCI, & BA stands for:

  • Challenges, Goals, Plans, Timeline, Consequences, Implications, Budget, Authority
  • Choices, Goals, Processes, Timeline, Consequences, Implications, Budget, Authority
  • Challenges, Goals, Processes, Timeline, Consequences, Implications, Budget, Agreement
  • Changes, Goals, Plans, Timeline, Consequences, Implications, Budget, Agreement

True or false? When making a recommendation during a discovery call, you should propose a full, in-depth solution.

  • You don’t want to miss the opportunity to move the deal forward.
  • This is when you demonstrate your expertise through a full solution.
  • You should provide a full, in-depth solution at the start of the discovery call.
  • You should provide a full, in-depth solution during the solution demo stage.

Exit criteria are:

  • The outcomes needed to complete one stage and move to the next in the sales process
  • The activities your prospect needs to complete to move to the solution demo stag
  • The outcomes needed to complete the CGP, TCI, & BA framework
  • The forms and documents your prospect needs to sign to close a deal

The value-based demo is part of which HubSpot sales process stage?

  • Connect
  • Business Considerations
  • Pricing and Terms
  • Solution Demo
  • It is its own HubSpot sales process stage

Which of the following are stages in the HubSpot sales process? Select all that apply.

  • Connect
  • Solve for the Customer
  • Pricing and Terms
  • Discovery
  • Business Development
  • Solution Demo
  • All of the above

Fill in the blank: Your HubSpot demo account can be populated with ________ in order to showcase the real-life application of HubSpot to your prospect and keep your real customers’ data safe.

  • Discovery data
  • Demo data
  • Prospect data
  • Customer data

Which of the following is NOT a discovery stage sales process activity?

  • Identify the prospect’s business model​
  • ​Identify specific business goals and challenges​
  • Identify a compelling use case​
  • Identify a timeline​
  • ​Identify the prospect’s decision-making process and decision-makers​
  • None of the above

A value-based demo is a:

  • Demonstration of what a product or software costs. It demonstrates value by showcasing only the pricing packages and the tools and features available in each.
  • One-size-fits-all demonstration of how a product or software works. It demonstrates value by showcasing the most popular tools and functionality, regardless of the prospect’s critical goals and challenges.
  • Personalized demonstration of how a product or software worked for other prospects. It demonstrates value by showcasing the tools and functionalities your other prospects used in the past.
  • Personalized demonstration of how a product or software works. It demonstrates value by showcasing only the tools and functionalities that address the prospect’s critical goals and challenges.

 

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