Professional Documents
Culture Documents
Enablement
Certification Answers
Pages: 18
Questions: 91
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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.
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HubSpot Sales Enablement Certification Answers
1.The internet has changed the power dynamics between buyers and sellers. How does
sales enablement help businesses use this change to their advantage?
By helping sales teams focus on the prospects who are most interested in buying.
By making the company’s outreach efforts harder to ignore.
By making the business’s website more “mobile friendly.”?
By increasing the volume of sales emails the company sends out.
Modern buyers do the majority of their buying research before talking with sales,
so marketing and sales need to work together to make sure online information
matches the information used by the sales team.
Inbound helps with targeting larger companies, while normal sales enablement tactics
work better when targeting smaller accounts.
Sales enablement can only be implemented if your company is using inbound
techniques.
Sales enablement is a required part of inbound practices.
The processes, content, and technology that help sales teams sell efficiently at a
higher velocity.
Any strategy that helps sales teams close more deals.
The process of replacing your existing marketing functions with sales positions.
All of the above.
A vision is a state of affairs you want to bring into being. A goal is a metric
outcome you can check off a list.
A goal is a vision with metrics attached to it.
Goals are rigidly defined, while a vision is a vague aspiration.
A vision is a long-term plan for an entire organization. A goal is a short-term outcome
that an individual tries to accomplish.
True
False
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7.A vision should be all of the following EXCEPT:
8.True or false? Marketing and sales should have separate revenue goals.
True
False
9. It is important to translate your vision into a revenue goal for all of the following
reasons EXCEPT:
12. If you find yourself with a lot of poor-fit leads, all of the following are good ways to
solve this problem EXCEPT:
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14.What should you do with the leads in box 3?
15. Which of the following BEST describes a sales and marketing service-level
agreement (SLA)?
An agreement between sales and marketing that requires certain actions from
each team.
A document that outlines the service marketing will provide to sales.
A document that outlines the service sales will provide to marketing.
A plan for marketing and sales to work together on content creation.
17.What does a sales and marketing service-level agreement (SLA) require marketing to
do?
18.Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and
sales will contact each lead as soon as possible.
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20. Evaluate this SLA: Marketing will generate five qualified leads each month, and
sales will contact each of them within 12 hours.
21. If your service-level agreement requires your marketing team to produce more leads
than they normally do, what is the FIRST thing you should do?
Evaluate your marketing resources to see if they can be reallocated into higher-
performing assets.
Recalculate the SLA to make it more reasonable.
Hire more marketers.
Implement a marketing automation platform to accelerate your marketing processes.
23.True or false? The judicial branch must be more than one person.
True
False
24. After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll
have the sales leadership team make that part of their monthly meeting.” How do you
respond?
“In the interest of being unbiased, I think it would be better to have the judicial
branch made up of people who are outside of the sales and marketing
organization.”
“Perfect! We want to make sure the sales team is as involved as possible, and having
sales leadership reviewing dropped leads is a great way to start.”
“I think that’s the right group of leaders, but monthly meetings won’t be frequent
enough to do the job. Can we have them meet every two weeks instead?”
“The sales leadership shouldn’t be involved. It would be better to have the marketing
leadership do this job.”
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25. If the leads your marketing team produces are consistently low quality, which of the
following is the BEST way to improve your lead quality?
26. True or false? Contacting new leads within five minutes is better than contacting
them within 24 hours.
True
False
Work groups are accountable as a group, while teams hold individual members
accountable.
Work groups have a flat structure, while teams have an internal hierarchy.
Members of a work group are independent from each other, while members of a
team rely on each other to get work done.
All of the above.
To have marketing and sales come together to identify and solve problems.
To have marketing and sales come together to report on progress toward meeting the
requirements of their SLA.
To have marketing and sales come together to recognize high achievers and reward
good work.
To have marketing brainstorm ideas for better serving the sales team.
True
False
30.Which of the following is the BEST way to ensure your smarketing meetings have a
high level of psychological safety?
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31. Why should defining your target buyer be part of your sales enablement strategy?
It will increase your sales efficiency by helping your sales team spend more time
with people who are more likely to buy.
It makes it easier to track the progress you’re making toward your goals.
It’s impossible to implement a sales enablement strategy without first defining a target
buyer.
It’s a good way to identify gaps in your current sales process.
True
False
33. When you ask your customers about their goals and challenges, what are you trying
to figure out?
34.When asking a customer about their shopping preferences, you want to learn all of
the following EXCEPT:
35. How many customers do you need to interview in order to develop a high quality
buyer persona?
About 15
One or two
All of them
Approximately 20% of your customer database
36. Fill in the blank: While buyer personas help you understand who your customer is,
Jobs to Be Done helps you understand your customer’s _____.
motivations
role
job description
point of view
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37.Karen just got home late from work and her kids are hungry. Which of the following
BEST describes her job to be done?
“I need to feed my kids a healthy meal that won’t take long to make.”
“I just got home late from work and my kids are hungry.”
“It’s dinnertime and I don’t know what to make.”
“I don’t want to cook right now, but I have to.”
39.Which of the following BEST describes the difference between persona interviews
and Jobs to Be Done interviews?
Persona interviews seek to uncover facts about a person, while Jobs to Be Done
interviews try to piece together a narrative.
Persona interviews can be done in a group, but Jobs to Be Done interviews need to be
individual.
Persona interviews are conversational, but Jobs to Be Done interviews are usually
scripted.
Persona interviews need to be repeated regularly, but Jobs to Be Done interviews only
need to be done once.
40.Which of the following is the BEST way to uncover the job that people hire your
product to do?
41.Which of the following best describes the relationship between the interview process
for identifying Jobs To Be Done and the interview process for understanding personas?
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42.Which of the following is NOT an element of a hero statement?
A sales goal
A persona
A job to be done
Your company’s name
44. Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at
mid-size property management firms who need to outsource their landscaping so they
can focus their attention on taking care of their tenants.
45.Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to
eat healthy but don’t have the time to cook and eat vegetables.
46.How quickly should a member of your sales team be able to find a relevant piece of
content to share with one of their leads?
Within a minute.
Within two minutes.
Within five minutes.
Within ten minutes.
47.What should the content your sales team uses during the sales process do?
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48.Fill in the blank: _____ is the glue that holds sales and marketing teams together.
Content
Management
Technology
The judicial branch
50. You tell your executive team that your company should have a content manager, and they
ask, “Can’t someone take that on as a side project?” How should you respond?
“That’s a good way to start, but we should put a plan in place for expanding the
role into a full-time duty.”
“Yes, that would be best. Content management isn’t a full-time job.”
“No, if we can’t have a full-time content manager, we may as well not have a content
manager at all.”
“Yes, but only if it’s a member of the executive team that does it.”
51. All of the following are reasons to extend your sales enablement efforts beyond the
sale EXCEPT:
Existing customers are more likely to buy than new prospects are.
Successful customers are more likely to recommend your product to a friend.
Helping your customers succeed prevents negative reviews online.
It increases your sales team’s likelihood of hitting their quotas.
52.Which of the following is the BEST explanation of what it means to help your
customers “fire” their old solution?
Helping them stop using whatever their previous solution was, even if they were
“making do” without a product.
Helping them cancel any contracts with other service providers.
Helping them understand why they should never go back to using their old solution.
Helping them encourage their friends not to use the solution they were using
previously.
53.True or false? Some potential customers won’t buy because they don’t know how to
fire their old solution.
True
False
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54. Which of the following is NOT part of customer enablement?
55. True or false? If your product can be used to do more than one job, content that
talks about all of those jobs will be relevant to your customers.
True
False
56.All of the following are reasons to implement technology as part of your sales
enablement strategy EXCEPT:
CRM
Email templates
SLA
Jobs to Be Done
CRM
Email templates
SLA
Jobs to Be Done
59.True or false? Marketing and sales should share a single database of customer
information.
True
False
60.Fill in the blanks: You need to figure out your _____ before you can implement a
_____.
process, technology
technology, process
edges, core
single source of truth, sales enablement technology
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61.True or false? Inbound means creating marketing and sales that people love by
providing helpful content and resources that attract people to you.
True
False
62. Which of the following is a reason sales and marketing need to be aligned?
A vision inspires long-term action, and goals track individual steps toward
achieving that vision.
Goals state what a company wants to accomplish, and a vision is a description of how
those goals will be accomplished.
Goals are used to measure performance internally, and a vision is the messaging used
to communicate those goals externally.
A vision is a document that contains descriptions of multiple goals.
64. True or false? If you don’t have enough hand raisers and good-fit, sales-ready leads
to keep your sales team busy, your sales reps should find helpful ways to reach out to
good-fit leads that aren’t sales ready.
True
False
66. What does a sales and marketing service-level agreement (SLA) require sales to do?
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67. If your service-level agreement requires your marketing team to generate 40
qualified leads each month, how should they deliver those leads?
68. If your service-level agreement provides your sales team with more leads than they
can handle, what’s the FIRST thing you should do?
Evaluate each rep’s sales velocity and look for areas that can be improved.
Recalculate the SLA to make it more reasonable.
Hire more salespeople.
Have your marketing team nurture the leads sales can’t get to until sales is able to
contact them.
70.You explain the concept of smarketing meetings to your leadership team, and one
person asks, “How often do we need to have these meetings?” How do you respond?
“We’ll have to figure out what works best for us, but every two weeks is a good
place to start.”
“No more than once a month. More frequently than that takes too much time away
from people’s individual projects.”
“At least once a quarter. Any less than that, and we’ll have trouble getting into a
rhythm.”
“Once a week, at a minimum. This is important enough that we need to be meeting
weekly to stay on top of our goals.”
Ask them where they learn new 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 feel frustrated.
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72.What is the relationship between personas and Jobs to Be Done?
Personas identify the type of person you should sell to, and jobs describes what
you can help them do.
Personas and jobs are two different methods of arriving at the same information.
Personas identify the people you should sell to, and jobs identifies the people you
should hire.
Personas are for marketing, and jobs is for sales.
73.True or false? You should create a separate hero statement for each of your personas.
True
False
74. If your website doesn’t have much content to attract visitors, which of the following
would be the best content to create first?
Articles that answer sales-related questions, such as how much your product
costs.
An “About Us”? page that describes the history of your company.
General interest pieces that have broad appeal to your persona, even if the topics aren’t
closely related to your product.
All of the above.
75.All of the following are benefits of involving content in your sales process EXCEPT:
Content enables your sales team to charge more for your product.
Content makes it easier for your sales team to address common concerns.
Content increases the amount of value your sales team provides to their prospect.
Content reduces the amount of time it takes sales to answer questions.
True
False
Sales
Marketing
Legal
None of the above
78. Which of the following places would be a good place to experiment with video?
FAQ pages
Blog posts
Sales emails
All of the above
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79.What is an insights committee?
80. True or false? Content should be a part of every step in your sales process.
True
False
81.A member of your marketing team wants to send a sales offer to your existing
customers. How do you respond?
“That’s fine, as long as it helps them do the job they hired our product to do.”
“That’s a good idea because we can put more pressure on people who have previously
bought from us than we can put on prospects.”
“We shouldn’t do that. Asking customers to buy from us again is a betrayal of their
trust.”
“That’s a bad idea. Those people have already bought from us. We should focus on
finding new prospects instead.”
82.Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales
will convert 50 of those leads into customers.
83.What is the difference between an ideal customer profile and a buyer persona?
An ideal customer profile broadly describes your target market, and personas
describe the types of people in that market.
Ideal customer profiles are used primarily by marketing, and personas are used
primarily by sales.
An ideal customer profile should include jobs to be done, and a buyer persona includes
only demographic information.
All of the above.
84.All of the following are ways to involve your sales team in the content creation
process EXCEPT:
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85. True or false? You should invest in keeping your technological core in place long-
term, but you can experiment with your edge technologies and change them easily.
or
Your customers
A fictional representation of your ideal customer
A summary of your last 10 customers
People who aren’t a good fit for your business
87.After creating your hero statement, you identify a type of person who is interested in
your product that you can’t be a hero to. What should you do for these people?
Make it clear early on that your product isn’t a good fit for them.
Accept their business and serve them as well as you can.
Modify your product to do both jobs.
Ignore them and focus on your target buyers.
All departments
Just marketing
Just marketing and sales
All customer-facing departments
89. True or false? You should only create video content if you have a high-quality
camera and lights.
True
False
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90.What should your sales team do with marketing qualified leads?
A list of phone numbers customers can use to get in contact with you
A ‘Get directions to our store’ button which when clicked, redirects to a map
displaying directions to the store based on the customer’s current address
An icon button that takes the customer to your social media accounts
A hotline phone number that helps users complete their purchases
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