Hubspot Marketing Hub Demo Answers
Hubspot Marketing Hub Demo Answers
- Questions: The assessment is made up of 40 questions
- Time: 180 minutes to finish the assessment
- Passing score: 30 questions correctly to
- Retake period: You must wait 12 hours between
- Validity Period: 1
Marketing Hub Demo Practicum is not included
Questions:
Which Marketing Hub tools can be used to attract, convert, and engage leads?
- Contact management, marketing automation, and workflows
- Live chat, documents, and team email
- Email, SEO, ads, and social media
- Dashboards, campaign reporting, and revenue attribution
===
- True
- False
- 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.
- False. 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
- After you complete the Connect and Discovery stages of the HubSpot sales process.
- Before you collect information about the prospect’s business, goals, and
- During the Business Considerations stage of the HubSpot sales
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
- Designed to increase your revenue by increasing add-on services and software
- Used to qualify more prospects with fewer
- 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.
- True. 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.
- 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
- Keeping your customers’ and business’ information
- 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
- HubSpot Marketing Software Page
- Why Go HubSpot Page
- HubSpot Resource Page
- HubSpot Product & Services Catalog
- 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
- Map a solution to the prospect’s pain points and goals.
- Outline and negotiate legal and business
- 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
- Discuss and negotiate pricing.
- Map a solution to the prospect’s pain points and goals.
- Explore the prospect’s decision-making
- Confirmation on payment type and contract
- Confirmation on stakeholder communication
- Confirmation on business model
- Confirmation on next steps and decision-making process
- 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
- LAER: The Bonding ProcessⓇ Method
- Tie-down questions
- Tell-Show-Tell
- CGP, TCI, & BA
- 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
- 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.
- False. You should only show the tools and features that help solve the prospect’s most critical challenges and goals.
- Objection handling
- Objection resolution
- Objection avoidance
- Objection addressing
- A series of questions you ask during the solution demo call to get the prospect to commit to a
- Short questions you ask at the end of the solution demo call to confirm that the prospect understands the cost of your services and
- 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.
- Send a solution demo call invitation only to your point of contact with your notes from the discovery
- Send an email to your point of contact reinforcing the solution demo call date and
- 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
- 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
- Coverup objection
- Hidden objection
- Camouflage objection
- Disguised objection
- 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
- 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.
- True. 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.
- Services not needed
- Competitors
- Price
- Refusal
- Product fit
- 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)
- 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
- You can provide additional resources.
- You can reinforce the positive outcome of
- 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
- You can skip the business considerations stage of the HubSpot sales
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]
- Each stakeholder has access to the same, valuable
- 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
- She expands the opportunity to talk with more stakeholders and garner more buy-in.
- She demonstrates how she educates and solves for the
- 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
- False
- True
- False
- 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
- 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
- Changes
- Consequences
- Challenges
- Choices
- 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.
- True. These include
- Quantifiable business goals and pain identified
- compelling event established
- decision-making process identified
- competition identified, and
- investment acknowledged
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
- Sales stages
- Sales process activities
- Sales progressions
- Sales criteria
- 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
- Summarize every individual
- Summarize the most critical challenges.
- Skip summarizing the challenges and discuss
- Skip summarizing the challenges and make a
The critical elements of customer experience management are:
- HubSpot Product Themes
- Customer Experience Themes
- HubSpot Customer Themes
- Critical Customer Themes
- 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
- 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.
- False. You should provide a full, in-depth solution during the solution demo stage.
- 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
- 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
- Demonstration of what a product or software 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
- Personalized demonstration of how a product or software worked for other 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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