Sales Hub Demo Answers

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Sales Hub Demo Answers

 

  • There are 40 questions.
  • The exam takes about 40 minutes to complete.
  • You must answer 30 questions correctly to pass.
  • You must wait 12 hours between attempts.
  • You have 3 hours to complete the exam.

 

Not include Sales Hub Demo Practicum


Some questions:


 

According to this course, which of the following is NOT a benefit of sending a timely follow-up email after a solution demo call?

You can reinforce the positive outcome of objections.

You can recommend undiscussed paid services and packages.

You can summarize the most important aspects of the solution demo call.

You can provide additional resources.

 

Scenario: Solutions Partner Sofia completed a successful solution demo call with her main point of contact, Prospect Peter, and five additional stakeholders. She chose to send a follow-up email only to Prospect Peter. According to this course, what benefits is she missing by excluding the five additional stakeholders from the follow-up email? Select all that apply.

Each stakeholder can see that what was discussed in the solution demo call is reinforced in the email​.

She demonstrates how she educates and solves for the prospect.

Each stakeholder has access to the same, valuable information.

She saves time by not needing 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​.

 

Scenario: You’re writing a solution demo follow-up email to a prospect and want them to easily pull value from the content you’re including. According to this course, what framework can help you do this?

Tell-Show-Tell

LAER®

CGP, TCI, & BA

Value-based

 

Which steps are NOT part of the value-based demo follow-up message? Select all that apply.

Select who to send the email to

Choose a clever emoji for the subject line

Write the subject line

Write an outline of what’s included in the email

Write your opening

Summarize the email

Close the email

 

Scenario: Prospect Peter describes the following challenge during a discovery call: “My sales team spends more time trying to get the data into the system than they do on the phones.” Which product theme does Prospect Peter’s challenge align with?

Content

Messaging

Automation

Reporting

Data

 

Scenario: Your prospect describes their company and growing sales team to you during a discovery call. Their sales organization has three separate teams, various levels of managers within each team, and an advanced and complex tech stack. They plan to scale their teams to over 30 members. According to this course, which Sales Hub package would best fit this prospect’s needs?

Sales Hub Free

Sales Hub Starter

Sales Hub Professional

Sales Hub Enterprise

 

True or False? When completing the “Choosing the Right Solutions and Services” worksheet, you should write down what task(s) a tool can do for a prospect in the “Sales Hub Tool/Feature Value” column.

True. It’s most important to describe to a prospect what tasks each specific tool can accomplish.

True. The purpose of the demo is to showcase all Sales Hub tools and what they can do.

False. You should write how the tool can help salve the prospect’s unique problems and meet their needs.

False. You shouldn’t explain the value of a tool in the worksheet and during the solution demo call.

 

Fill in the blank: You should populate your demo account with ______ in order to showcase the real-life application to your prospect and keep your real customers’ data safe.

Demo data

Generator data

Client data

Prospect data

 

Scenario: You’re explaining the benefits of demo account to your colleague. According to this course, which of the following benefits could you include in your explanation? Select all that apply.

Create a demo account using all of your customers’ data.

Showcase the real-life application of during a demo.

Expand the amount of customer data your company can collect in .

Keep your customers’ and business’ information private.

Create a demo account that aligns with your buyer persona(s).

 

Which of the following are the five core inbound sales services outlined in this course? Select all that apply.

Foundational sales services

CRM implementation

Sales effectiveness

Sales and marketing alignment

Sales enablement

Sales growth

Sales coaching

 

According to this course, which of the following are purposes of the discovery stage? Select all that apply.

To understand how a business makes money

To understand what the business’ growth plans are

To understand the business’ sales activities and exit criteria

To understand the business’ quantifiable goals and challenges

To understand the business’ decision-making process

 

Fill in the blank: The solution demo stage is _______ the business considerations stage and _______ the discovery stage.

Before, before

After, before

After, after

Before, after

 

Which of the following are discovery stage sales process activities? Select all that apply.

Identify services to recommend

Identify the prospect’s business model​

​Identify specific business goals and challenges​

Identify a compelling use case​

​Identify a comprehensive solution

Identify the prospect’s decision-making process and decision-makers​

 

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

True. These include: (1) Compelling event established, (2) decision-making process identified, (3) competition identified, and (4) investment acknowledge.

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.

True. These include: (1) Quantifiable business goals and pain identified, (2) compelling use case written, (3) decision-making process identified, and (4) competition identified.

 

In the CGP, TCI, & BA framework, consequences are:

The positive things that result from taking action

The bad things that result from inaction

The results of a discovery call

The choices a prospect can make after a discovery call

 

True or False? You should NOT identify the prospect’s budget and authority during the "explore" step of the discovery call.

True. It’s too early in the relationship to discuss budget and authority.

False. Identifying the prospect’s budget and authority are critical to qualifying a prospect and understanding if and how you can help them.

True. Budget and authority are discussed during the "recommend" step of the discovery call.

False. Identifying the prospect’s budget and authority should be established first during the "explore" step of the discovery call.

 

Scenario: Solutions Partner Sofia is leading a discovery call with Prospect Peter. She asks him, “What specific initiatives are you doing to achieve your goals?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

Challenges

Consequences

Goals

Implications

 

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has just summarized Prospect Peter’s most critical challenges. What should she do next?

Link challenges to business goals

Explain Sales Hub’s pricing and packaging

Recommend a full solution

Close the call and schedule a follow-up meeting

 

Exit criteria are:

The activities your prospect needs to complete before a value-based demo

The criteria needed to complete the CGP, TCI, & BA framework

The outcomes needed to complete one stage and move to the next in the sales process

The criteria needed to produce a quote for the prospect

 

True or False? Sales process activities are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

True

False

 

True or false? Objection handling 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.

True

False

 

Fill in the blank: _______ are a prospect’s concerns related to the cost of a product or your services.

Price objections

Refusal objections

Services not needed objections

Competitor objections

 

Fill in the blank: ____________ is an objection a prospect makes that isn’t actually what they’re hesitant about.

Opaque objection

Deflection objection

False objection

Hidden objection

 

Scenario: Your sales team is currently tracking the following information about your prospects’ objections: the prospect persona, the objection, and the solution you recommended. According to this course, which of the following key pieces of information should your team also track about your prospects’ objections? Select all that apply.

The common goal related to the objection

The time of the objection

The common challenge that impedes the goal

The LAER® process used to handle the objection

 

True or false? The “explore” 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.

True. You should uncover the true meaning behind the prospect’s objections and offer a recommendation, alternative solution, or next step to address the objection during the “explore” step.

False. You uncover the true meaning behind the prospect’s objections during the “listen” step.

True. Uncovering the true meaning behind the prospect’s objections during the “explore” step enables you to move on to the final step: “respond.”

False. You should uncover the true meaning behind the prospect’s objections by seeking clarification and understanding during the “acknowledge” step.

 

True or false? You should NOT proactively seek out objections from a prospect during a solution demo call.

True. You should wait until the prospect surfaces an objection and then respond with a rebuttal.

False. You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.

True. You should not proactively seek out objections because the prospect may not have any and you don’t want to cause new problems.

False. 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.

 

“Our team has the internal expertise and bandwidth to implement this solution,” is an example of what type of common objection theme?

Product fit

Refusal

Competitors

Price

Services not needed

 

True or false? The LAER® method should only be used to handle objections for specific packages.

True

False

 

The seven stages of the sales process are:

Connect, Discovery, Value-Based Demo, Business Considerations, Pricing and Terms, Legal Review, Closed Won

Connect, Discuss, Solve, Business Development, Pricing, Legal Review, Closed

Challenge, Discovery, Solve, Business Considerations, Pricing and Terms, Out for Signature, Closed Lost

Connect, Discovery, Solution Demo, Business Considerations, Pricing and Terms, Out for Signature, Closed Won

 

Fill in the blank. The value-based demo is a critical part of the ______ stage in the sales process.

Solution Demo

Connect

Solve

Discovery

 

True or false? The value-based demo should occur after you complete the Connect and Discovery stages of the sales process

True. The value-based demo should occur after the Connect and Discovery stages during the Business Considerations stage.

False. The value-based demo should always occur during the Discovery stage to close the deal as soon as possible.

True. The Connect and Discovery stages will help inform the value-based demo during the Solution Demo stage.

False. The value-based demo isn’t a necessary part of the sales process.

 

Fill in the blank. The __________ is an agreed-upon process used to move a deal forward to close and increase the likelihood of that happening.

sales process

value proposals

Solutions Partner process

solution demo process

 

A value-based demo is:

A one-size-fits-all demonstration of how a product or software works. It’s valuable because it allows you to lead numerous demos without any preparation.

A demonstration of a product or software’s offerings and costs. It demonstrates value by showcasing only the pricing packages and the tools and features available in each.

A 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.

A demonstration of a product based entirely on the use cases of former prospects and customers. It demonstrates value by showcasing the tools and functionalities your other prospects used in the past.

 

True or false? Mapping a solution to the prospect’s pain points and goals should be the activity that is the main focus of the solution demo call.

True

False

 

Which of the following are part of wrapping up a solution demo call? Select all that apply.

Summarize the prospect’s pain points, goals, and how and your services address them.

Confirm with the prospect that and your team’s services meet their business needs.

Allow the prospect to ask questions

Gather legal and financial documentation for the business consideration stage

Solidify next steps

 

True or false? When leading a value-based demo, you should highlight as many tools, features, and services as possible.

True. The value of this approach is that you highlight every possible tool, feature, and service to make as much money as possible.

False. You shouldn’t highlight services that your company can provide during the value-based demo.

True. The more tools, features, and services you demonstrate, the more value the prospect will see.

False. You should only demo the tools, features, and services that address the prospect’s highest priority pain points and goals.

 

Scenario: Your teammate is practicing their solution demo call for a prospect. They have multiple disorganized tabs opened on their screen, some of which are not related to the demo. What tip would you give them to improve their value-based demo?

None. The prospect won’t notice that your tabs are disorganized.

Organize, sequence, and save your tabs ahead of time and remove any unrelated tabs.

You shouldn’t have multiple tabs on the screen.

Remove any unrelated tabs; however, there’s no need to organize or sequence the demo tabs.

 

Which of the following are steps in the “Tell-Show-Tell” framework? Select all that apply.

TELL the prospect what you’re going to show them and describe the problem it solves.

SHOW the prospect the tool or feature.

SHOW the prospect the price of each recommended package and service.

TELL the prospect what you just showed them and how it benefits each stakeholder.

 

What are tie-down questions?

Questions that result in the prospect’s verbal commitment to the recommended package and services.

Short questions at the beginning of a solution demo call that confirm the prospect’s challenges and goals.

Short questions you add to statements throughout your demo to get the prospect actively engaged in the conversation.

A series of questions that lead to cross-sells and up-sells.

 

Scenario: Solutions Partner Sofia just opened a solution demo call with a prospect. She began the conversation by explaining all of the tools and features included in Sales Hub Professional. What can she do to improve the opening of her call? Select all that apply.

Review the prospect’s CGP, TCI, and BA as well as the agenda

Engage each attendee to build rapport

Stay focused on the prospect’s needs

Include the pricing for Sales Hub Professional

 

Scenario: Your prospect raised several objections during your solution demo call. You successfully handled and managed each objection but you want to include links to multiple resources in your follow-up email to reinforce the positive outcome of each objection. According to this course, what best practices should you use to include these links in your email? Select all that apply.

Use the LAER® methodology to outline the objections and resources.

Provide context for the link with the Tell-Show-Tell framework.

Provide context for the link with the value-based framework.

Provide descriptive text for the link.

Use bullet points to organize and visually break up the content.

 

True or False? The critical elements of customer experience management are Product Themes.

True. The Product Themes include content, messaging, alignment, analytics, and data.

True. Product Themes are also known as the primary colors.

False. The critical elements of customer experience management are Customer Themes.

False. The critical elements of customer experience management are Critical Customer Themes.

 

Which of the following are NOT Product Themes? Select all that apply.

Connecting

Content

Messaging

Analyzing

Reporting

Data

 

Fill in the blank: Your prospect needs _______ to perfect sales forecasting, performance coaching, and to identify new opportunities.

Content

Messaging

Automation

Data

Reporting

 

The following Sales Hub tools can be used to deepen relationships:

Email sequences, Gmail and Outlook integrations, and calling features

Pipeline management, rep productivity performance, and task automation

Playbooks, quotes, and forecasting

Meeting scheduling, 1:1 video, and live chat

 

Fill in the blank: _____ is NOT one of the five steps of a strong discovery call.

Open the call

Recommend a full solution

Explore

Summarize and position

Recommend

Close the call

 

Fill in the blanks: CGP, TCI, & BA stands for: _______, Goals, ______, Timeline, Consequences, Implications, Budget, and ________.

Challenges, Plans, Authority

Choices, Processes, Analytics

Challenges, Processes, Alignment

Challenges, Priorities, Alignment

 

Scenario: Solutions Partner Sofia has met the following exit criteria during the discovery stage: (1) Quantifiable business goals and pain identified, (2) Compelling event established, (3) Competition identified, and (4) investment acknowledged. Is she ready to move to the next stage in the Sales Process?

Yes. Solutions Partner Sofia has completed all four discovery stage exit criteria.

No. Solutions Partner Sofia needs to identify a point of contact at the prospect’s organization.

Yes. Solutions Partner Sofia is ready to move to the Business Considerations stage.

No. Solutions Partner Sofia needs to identify the prospect’s decision-making process.

 

Fill in the blank: LAER® stands for _____, ______, Explore, Respond.

Listen, Advise

Listen, Acknowledge

Learn, Acknowledge

Lead, Answer

 

The four common prospect objection themes are:

Product fit, competitors, refusal, price

Bandwidth, buy-in, competitors, services not needed

Price, product fit, competitors, services not needed

Price, refusal, schedule, product fit

 

Scenario: You’ve just completed a value-based demo of Sales Hub for a prospect. The prospect responds: “Thanks for your time, but I don’t think Sales Hub will work for us. Our sales team has a unique structure and process.” This response is an example of what type of common objection theme?

Services not needed

Product fit

Competitors

Refusal

Price

 

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

True

False

 

Scenario: Solutions Partner Sofia has met the following exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) confirmation on next steps and decision-making process. Which exit criteria must she still meet to move on from the solution demo stage?

Confirmation of prospect’s challenges and goals

Agreement on which option(s) to move forward with

Confirmation of billing cycle and contract

Confirmation of stakeholder communication

 

According to this course, which of the following are tips and best practices for preparing for a solution demo call? Select all that apply.

Don’t practice — keep your value-based demos organic and spontaneous.

Set, send, and confirm the solution demo invitation and agenda.

Save and organize your tabs.

Remove distractions.

Ask each attendee to join the solution demo call with their microphones muted.

 

True or false? According to this course, three expert tips for wrapping up your solution demo call are: confirm value, leave time for questions, and set expectations.

True

False

 

You should follow up with a prospect within _________ after a solution demo call.

48 hours

One business week

12 hours

2 hours

 

Scenario: You’ve completed a discovery call with your prospect and determined that they’re a great fit for Sales Hub. Now, you want to find more in-depth information about add-ons and limit increases for Sales Hub Enterprise. Which resource provides this information?

Pricing Page

Why Go Page

Product & Services Catalog

Feature Page

 

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

True

False

 

Which of the following is NOT a solution demo activity?

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.

 

True or false? According to this course, the recommended subject line format for a follow-up email is: [What’s inside the email] | [Names of stakeholders on the call].

True. The subject line should indicate what the recipient can expect from the email and who participated in the solution demo call.

True. The subject line should include the title of each resource inside the email as well as the first and last name of each stakeholder on the solution demo call.

False. The subject line should include: [Clever subject line] | [Emoji] to catch the attention of the recipient.

False. The subject line should include: [Who/What the event was] | [What’s inside the email] to provide clear context for the recipient.

 

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  • Size145 KB
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