HubSpot Inbound Certification Answers
HubSpot Inbound Certification Answers consists of twelve class lectures that span the four stages of the inbound methodology. From optimizing your website, to landing page anatomy, to honing your inbound sales skills, this free certification course covers the basics of what inbound is all about.
- There are 60 questions.
- The exam takes about 1 hour to complete.
- You must answer 45 questions correctly to pass.
- You must wait 12 hours between attempts.
- You have 3 hours to complete the exam.
How many customers do you need to interview to identify the job your product
does?
·
1
·
2 or 3
·
5 to 10
·
A minimum of 10
What are the
principles of inbound? (Choose all that apply.)
·
Personalize for
impact.
·
Energize for
consistency.
·
Synergize for
gratuity.
·
Empathize for
perspective.
·
View the journey
from the buyer’s perspective and focus on the tasks they need to accomplish
·
Set goals based
on the commission you want to earn this month
·
Don’t push
people. If a prospect is moving slowly, move on to someone else.
·
Follow up
multiple times a day
===
True
or false? Every business exists primarily to create profits.
True — a business might have
other goals it wants to achieve, but its leaders must be focused on profits
first in order to achieve those other goals.
True - A business only exists to create profits for the people it employs.
False — businesses should not think about profits at all. Instead, they should
find a higher purpose to fulfill.
False — although most businesses have to generate profits in order to sustain
themselves, every business exists to fulfill a specific purpose.
Which
of the following are principles of inbound? (Choose all that apply.)
Personalize for impact
Energize for consistency.
Synergize for gratuity
Empathize for perspective.
Make your best guess based on
the reason you're starting your company.
Wait until you have at least 100 customers, and then interview 10 or 12 of
them.
Put a plan in place to interview your first few customers soon after they buy
from you.
Ask customers of your competitors why they bought the products they did.
Fill
in the blank: Inbound is about _____ with the world.
·
sharing your
brand
·
expressing your
opinions
·
sharing your
knowledge
·
building a brand
·
Rely on the
information in the persona and ignore apparent differences. Personas often
contain information that people don’t know about themselves and should be
trusted over anything the individual person says.
·
Focus on serving
the person using the information they provide even if it doesn’t match the
persona. If the same discrepancy comes up repeatedly, the persona might need to
be updated.
·
Send the person
back to marketing. Marketing will nurture the person until they’re more
qualified for sales outreach and match their persona more closely.
·
Create a new
persona. In order for personas to be as accurate as possible, your team may
need to have almost as many personas as you have prospects, leads, and
customers.
Fill
in the blank: The inbound methodology is a circle. What does it represent?
·
funnel
·
obelisk
·
flywheel
·
cyclone
What
is the relationship between a company’s profits and its purpose?
·
A company’s
purpose is to generate profits.
·
A company’s
profits enable it to fulfill its purpose.
·
A company’s
profits distracts from its purpose.
·
A company’s
purpose drives profits.
·
think
·
research
·
purchase
·
experiment
How
is your product’s “job to be done” tied to your customer’s personal identity?
·
Your customer
wants your product to reflect what they believe about the world.
·
You have to
understand a customer’s personal identity in order to understand the job
they’re hiring your product to do.
·
By researching
the job your product does, you’ll better understand the identity of your
customer.
·
By researching
your customer’s personal identity, you’ll uncover the job they’re trying to get
done.
How
many customers do you need to interview to identify the job your product does?
·
1
·
2 or 3
·
5 to 10
·
A minimum of 10
How
can thinking of your business as a flywheel improve the handoff between sales
and services?
·
By merging the
sales and services teams into a single team
·
By giving more
visibility into the steps involved to make the handoff go smoothly
·
By having
salespeople take on post-sale responsibilities
·
By providing
more granular reporting during the sales process
Fill
in the blank: You can attract people by using _________ to create content and
experiences.
·
a contact
database
·
external thought
leaders
·
your expertise
·
sales reps’
knowledge
What
are the principles of inbound? (Choose all that apply.)
·
Personalize for
impact.
·
Energize for
consistency.
·
Synergize for
gratuity.
·
Empathize for
perspective.
True
or false? Delight is only about the customer experience your service delivers.
·
True
·
False
True
or false? The buyer’s journey is only used by your marketing team.
·
True
·
False
What
could a marketer use in the engage stage to engage with different segments of
their audience?
·
Ad retargeting
·
Calling
·
Pillar pages
·
All of the above
·
94%
·
74%
·
77%
·
85%
What
might your customer service team use the buyer’s journey for?
·
Cross-sell
·
Up-sell
·
Resell
·
All of the above
·
61%
·
46%
·
51%
·
34%
Which
of the following is NOT true about a flywheel?
·
Flywheels store
momentum.
·
Flywheels
represent a circular process rather than a linear one.
·
Flywheels are
able to stand unsupported for an indefinite amount of time.
·
Flywheels
accelerate as you add more energy to them.
True
or false? It’s a best practice to gate and deliver the majority of your content
over live chat.
·
True
·
False
In
the engage stage what do you collect from an individual?
·
goals
·
first name
·
information
·
email address
·
becoming a
trusted advisor to a prospect
·
attracting
prospects and customers through relevant and helpful content
·
immediately
adding value to a prospect’s buyer’s journey
·
exceeding a
prospect’s expectations in the buying process so that they’ll want to tell
their friends and family about your company
Why
is it important to make sure the people buying your product are happy?
·
Happy customers
generate more customers through word-of-mouth recommendations.
·
Word-of-mouth
from unhappy customers can prevent potential customers from buying.
·
Happy customers
are more likely to become repeat customers.
·
All of the above
·
True
·
False
What occurs during the attract stage of the inbound
methodology?
·
You answer
questions and provide solutions for the challenges your prospects and customers
face and strategies to accomplish the goals they set.
·
You focus on
bringing prospects and customers to your social pages or website through
relevant and helpful content.
·
You exceed a
prospect or customer’s expectations so much that they’ll want to tell their
friends and family about you.
·
You collect
information about the individual you’re working with.
Fill in the blank: The inbound methodology is a ____________.
·
Funnel
·
Obelisk
·
Flywheel
·
Cyclone
·
True
·
False
Which of the following is NOT a reason to think of your
business as a flywheel?
·
Flywheels store
momentum.
·
Flywheels
represent a circular process rather than a linear one.
·
Flywheels are
able to stand unsupported for an indefinite amount of time.
·
Flywheels
accelerate as you add more energy to them.
·
True – Even a
single unhappy customer will scare away potential customers, so you need to
hold your teams to a standard of pleasing every single customer they work with.
·
True – If you
aren’t providing a flawless customer experience to every one of your customers,
you aren’t operating a flywheel company.
·
False – Not all
customers are going to be happy all the time, but your flywheel can counteract
their unhappiness by increasing the total size of your customer base.
·
False – Some
customers are inherently difficult to work with, but thinking of your company
as a flywheel will encourage your teams to provide as good of an experience as
possible even to your most difficult customers.
·
What actions
have happened prior to this point
·
What activities
brought someone to this point
·
What your
product/service best attributes are
·
What type of
question is being asked, and how the prior actions and activities influenced
the current situation
Why is it common for companies to think of themselves in terms
of a funnel?
·
Because
flywheels were only recently invented, but funnels have been around for much
longer.
·
Because funnels
are powered by gravity, just as businesses are anchored by revenue.
·
Because
companies that don’t use the inbound methodology are inherently funnel-shaped.
·
Because many
business charts show conversion rates, and those charts are often shaped like a
funnel.
How can thinking of your business as a flywheel
foster cross-team collaboration?
·
If each team has
separate funnels, a flywheel can help them understand how those funnels fit
together and support each other.
·
It’s impossible
for a funnel to apply to multiple teams.
·
Funnels
inevitably cause friction between teams.
·
A flywheel
replaces the standard org chart by showing each individual employee and team
their relationship to every other employee and team.
When it comes to inbound best practices, you personalize for:
·
Comfort
·
Clarity
·
Creativity
·
Impact
Which place is recommended for the storage of your prospect’s
information?
·
A knowledge base
·
A notepad
·
A CRM system
·
An email
provider
Why do the inbound principles exist?
·
The principles
define inbound
·
The principles
can be used instead of the methodology
·
The principles
connect the methodology with the resources of inbound
·
The principles
are aspirational goals
Which of the following is the best way to align a company’s
employees around a single purpose?
·
Defining a
company culture that encourages employees to focus on fulfilling the company’s
purpose.
·
Holding regular
training sessions to remind employees what the company’s purpose is and teach
them what they need to do to fulfill it.
·
Having a
randomly selected employee recite the company’s purpose verbatim at the
beginning of every meeting.
·
Adding the
company purpose to every employee’s email signature.
Which of the following is NOT a key part of a company’s
culture?
·
The company’s
mission
·
The company’s
values
·
What customers
say about the company
·
The way
employees behave when unsupervised
When you use Jobs Theory to develop a timeline of events, where
does that timeline start?
·
The first time a
potential employee hears about your company.
·
The first time a
potential customer realizes they have a need.
·
The day your
company was founded.
·
The day you were
hired into your current role.
·
A framework for
defining internal job titles and descriptions.
·
The idea that a
company should only have as many employees as it has “vital, relevant jobs” to
do.
·
A method for understanding
why people buy certain products and services.
·
A management
system created by Steve Jobs.
When it comes to goal setting, what are key results?
·
Key results are
how you quantitatively benchmark and monitor how you get to the objective.
·
Key results are
how you qualitatively benchmark and monitor how you get to the objective.
·
Key results are
statements you use to benchmark the performance of every individual
contributor.
·
Key results are
reports that explain how you know how your competitors are performing.
What is the three horizon framework?
·
The three
horizon framework is a way to conceptualize what your business wants to
accomplish in the short-term, mid-term, and long-term.
·
The three
horizon framework is the sun’s relative position to the earth at any point
of day.
·
The three
horizon framework is a way to allocate stock in your business’ investment
portfolio.
·
The three
horizon framework is a performance plan that enables you to see the best and
worst performers on your team.
True or false? Every business exists primarily to create
profits?
·
True – A
business might have other goals it wants to achieve, but its leaders must be
focused on profits first in order to achieve those other goals.
·
True – A
business only exists to create profits for the people it employs.
·
False – Although
most businesses have to generate profits in order to sustain themselves, every
business exists to fulfill a specific purpose.
·
False –
Businesses should not think about profits at all. Instead, they should find a
higher purpose to fulfill.
In the three horizon framework, what does horizon three
symbolize?
·
The initiatives
you to take to power short-term success
·
The initiatives
you take to power mid-term success
·
The initiatives
you take to power long-term success
·
The initiatives
you choose to omit or de-prioritize
·
True
·
False
Which of the following best describes a buyer persona?
·
A description of
your ideal buyer that sounds like it’s talking about an individual person but
is based on aggregated information about your target market.
·
An individual
prospect that your company has identified as a good fit for your offering who
will likely be receptive to outreach from your teams.
·
A list of
demographic information that correlates with an interest in buying your
product.
·
A sentiment
analysis of a prospect that tells you how cooperative they’ll be during the
sales conversation.
·
True – You need
to get input from as many people as possible, but you should have one person
who is accountable for making sure personas are created and maintained.
·
True – Having
more than one person involved in the creation process can lead to
inconsistencies within a single persona.
·
False – If one
person is in charge of personas, they’repoint of view will be
disproportionately represented in the personas they produce.
·
False – Personas
should be created and maintained by a cross-functional task force that operates
with a flat structure where no one member of the team has any more authority or
responsibility than any other team member.
Who at your company will buyer personas most benefit?
·
The marketing
department, because buyer personas are primarily a marketing tool.
·
The sales team,
because buyer personas are primarily meant for qualifying leads.
·
All customer
facing teams, because a good buyer persona can provide value to marketing,
sales, and services.
·
Executive
leadership, because a good buyer persona will rally the company around the
leadership’s vision of the ideal customer.
Who should be involved in creating your buyer personas?
·
Marketing should
create your buyer personas because they have the most data about prospects.
·
Services should
create your personas because they have the most data about customers.
·
Your executive
leadership should create your buyer personas because they best understand the
company vision.
·
Anybody who
interacts with your customers, directly or indirectly, should be invited to
give input.
Fill in the blank: Inbound is knowledge _________.
·
Awareness
·
Activation
·
Monetization
·
Optimization
What is the relationship of funnels and flywheels to each
other?
·
The flywheel
replaces all funnels.
·
A flywheel and a
funnel represent the same basic premise.
·
Individual
funnels can be interconnected within a flywheel.
·
Creating a
flywheel is the first step in developing a robust funnel.
What kinds of information does your marketing team likely
need included in a persona?
·
The number of
people represented by that persona that they need to bring to the website each
month.
·
How the persona
finds answers to problems, and how they prefer to be communicated with.
·
The persona’s first
name and email address so they can be sent personalized marketing emails.
·
The size of the
target market represented by each persona.
When does the engage stage of the inbound methodology begin?
·
The engage stage
begins when a purchase occurs.
·
The engage stage
begins when a customer leaves you.
·
The engage stage
begins when a prospect or customer takes
·
The engage stage
begins when a prospect or customer proposes you give them a discount.
True or false? As buying behavior changes, the inbound
philosophy will also evolve.
·
True
·
False
What is the purpose of the delight stage of the inbound
methodology?
·
To exceed
expectations
·
To provide an
outstanding experience every time a prospect or customer interacts with your
company
·
To go the extra
step to ensure a prospect or customer accomplishes what they set out to do
·
All of the above
What is the relationship between the inbound methodology and
the concept of a flywheel?
·
The inbound
methodology has arrows to show the direction your flywheel should spin.
·
The inbound
methodology is round to help you visualize your company as a flywheel.
·
The only way to
make your company operate like a flywheel is to use inbound techniques.
·
The inbound
methodology represents a funnel that exists in one part of your company’s
flywheel.
Which of the following is a problem with thinking of your
business as a funnel?
·
Movement through
a funnel immediately stops when things stop flowing into the top of the funnel.
·
The shape of a
funnel doesn’t match the actual shape of a conversion chart.
·
There are many
different kinds of funnels, each with its own shape.
·
When you
pour liquid into a funnel, some of the liquid will stick to the sides
of the funnel instead of coming out the bottom.
Who is responsible for delighting prospects and customers?
·
Services
·
Marketing and
Services
·
Sales and Services
·
Marketing,
Sales, and Services
What are the five inbound principles?
·
Standardize,
Contextualize, Optimize, Personalize, Empathize
·
Standardize, Conceptualize,
Optimize, Personalize, Empathize
·
Standardize,
Contextualize, Organize, Personalize, Empathize
·
Standardize,
Contextualize, Optimize, Prioritize, Empathize
·
True
·
False
How can you apply flywheel thinking to your company’s budget?
·
By investing as
much money into things that drive customer happiness, such as support teams and
product improvements, as you do into acquiring new customers through marketing
and sales.
·
By making sure
funds are evenly distributed to each section of the flywheel. Marketing, sales,
and customer support should each have equal proportions of the overall budget.
·
If your flywheel
is truly successful, you won’t need to allocate resources to marketing at all
because customer word of mouth will provide all of your new prospects.
·
If your flywheel
ever slows down, you can speed it back up by funding more customer discounts.
In a flywheel business, which of the following is the most
important source of new prospects?
·
Marketing
·
Sales
·
Advertisements
·
Word of mouth
Fill in the blank: You standardize for ______________.
·
Quality
·
Simplicity
·
Explanation
·
Consistency
Fill in the blank: When optimizing your content for clarity,
your goal is to ______________.
·
Leverage the
strengths of a given channel and remove its weaknesses
·
Leverage the
strengths of a given channel and mitigate its weaknesses
·
Leverage the
weaknesses of a given channel with content
·
Leverage the
strengths and weaknesses of a given channel
·
Never,
emotionally, factually
·
Often,
emotionally, factually
·
Rarely,
emotionally, factually
·
Don’t,
factually, emotionally
What does a knowledge strategy allow you to do?
·
Identify
questions that might be asked
·
Identify topics
you need to have information on
·
Identify topics
you may have information on, and what types of questions may be asked
·
Identify content
for your blog and marketing pages that would be used to generate leads
·
Rely on the
information in the persona and ignore apparent differences. Personas often
contain information that people don’t know about themselves and should be
trusted over anything the individual person says.
·
Focus on serving
the person using the information they provide even if it doesn’t match the
persona. If the same discrepancy comes up repeatedly, the persona might need to
be updated.
·
Send the person
back to marketing. Marketing will nurture the person until they are more
qualified for sales outreach and match their persona more closely.
·
Create a new
persona. In order for personas to be as accurate as possible, your team may
need to have almost as many personas as you have prospects, leads, and
customers.
Which of the following is NOT a “job dimension” that Jobs
Theory might uncover?
·
Demographic
information
·
Functional
requirements
·
Financial
requirements
·
Personal
identity
How does your company’s purpose affect “back office” teams
(accounting, legal, etc.)?
·
Your back office
teams should define and maintain your company’s purpose and find ways to share
it with the rest of the company.
·
Back office
teams should find ways to make sure accounting processes, legal forms, etc. are
focused on the needs of your customers.
·
Back office
teams should be aware of your company’s purpose but will not be affected by it
directly.
·
Back office
teams should audit customer facing teams to ensure the company’s purpose is
being fulfilled.
When it comes to goal setting, what are objectives?
·
Objectives are
statements that define the quantitative outcome of your goal.
·
Objectives are
statements that define the qualitative outcome of your goal.
·
Objectives are
statements you use to benchmark and monitor the progress toward your key
result.
·
Objectives are
statements you use to benchmark the performance of every individual
contributor.
In the three horizon framework, what does horizon one
symbolize?
·
The initiatives
you to take to power short-term success
·
The initiatives
you take to power mid-term success
·
The initiatives
you take to power long-term success
·
The initiatives
you choose to omit or de-prioritize
In the three horizon framework, what does horizon two symbolize?
·
The initiatives
you to take to power short-term success
·
The initiatives
you take to power mid-term success
·
The initiatives
you take to power long-term success
·
The initiatives
you choose to omit or de-prioritize
·
True
·
False
What’s the maximum number of top priorities a company should
have at any given time?
·
5
·
6
·
7
·
9
What kinds of information does your sales team likely
need included in each persona?
·
The size of the
target market represented by each persona.
·
The full name,
title, and direct phone number of the persona so they can reach out and
initiate a sales conversation.
·
The goals and
challenges the persona typically has that your product can help with.
·
They’re quota for
the number of sales they need to close with that persona each quarter.
What kinds of information does your customer service team
likely need included in each persona?
·
They’re service
level agreement (SLA) when serving people who match that persona.
·
The percentage
of your customer base represented by that persona.
·
The persona’s
full contact information and purchasing history so they know how to respond to
service calls from them.
·
The parts of
your offering that the persona likes most and least.
What is the relationship between your company’s purpose and
your buyer personas?
·
Your company’s
purpose is found by combining your buyer personas together into a single
company persona.
·
Your company’s
purpose describes the culture your employees experience while buyer personas
describe your company’s responsibility to customers.
·
The people who
buy from your company (personas) are the only ones who understand the mission
your company is trying to accomplish (purpose).
·
Having a deep
understanding of the problem your company solves (purpose) can help you
identify the people who have that problem (personas).
What is the role of “back office” teams (accounting, legal,
etc.) in creating buyer personas?
·
Back office
teams don’t need to be involved in creating buyer personas, but they should
understand and accept the finished personas.
·
Back office
teams often have key insights to offer during the creation process and should
be invited to help create your buyer personas.
·
Back office
teams should own the buyer persona creation process because they are less
biased than customer facing teams.
·
Back office
teams shouldn’t be involved with buyer personas at all because they don’t
interact with customers directly.
What are the stages in the inbound methodology?
·
Get Found,
Convert, Analyze
·
Attract, Engage,
Close
·
Attract, Engage,
Delight
·
Attract,
Convert, Close, Delight
·
True
·
False
According to Jobs Theory, which of the following is an example
of a job story?
·
Our customers
buy our product because it helps them feel more confident in social situations.
·
As a commuter,
when I’m on my way to work, I want a quick and easy breakfast so that I can
finish eating before I get to work and not get hungry again until after my
first meeting of the day.
·
XYZ, Inc., was
founded in 1902 in Paris, France, as a manufacturer of electric generators.
Over the past century, they have grown from a regional manufacturer into an
international power solutions leader.
·
The support
specialist is responsible for helping customers find the answers they need as
quickly as possible.
Yes, you should try to
interview all types of customers. That way you’ll have a better idea of the
ideal buyer you’re trying to market and sell to.
Yes, interview as many current
customers as you possibly can. You should avoid reaching out to prospects since
they haven't used your product/service.
No, you shouldn't be
interviewing customers. Instead, you should interview ideal customers,
prospects, and those that don't know your organization.
No, you shouldn't be reaching
out to bad customers. They will skew the buyer persona story since they aren't
your ideal customer.
True or false? Buyer personas are effective for all
organization types.
True
False
sales
marketer
customer
company
True
False
Awareness
Consideration
Decision
None of the above
Research, identify trends, and
create persona stories
Create persona story, test and
optimize, and make assumptions
Make assumptions, identify trends,
and ask company employees for input
A buyer persona shouldn't be
developed at this time.
It's the Inbound Methodology
but from the buyer's perspective.
It's the experience your
prospect goes through when learning about your brand.
It's the set of actions that a
buyer goes through after he or she made a purchase.
It's the active research
process someone goes through leading up to a purchase.
Which is true about content and its relationship with the
Inbound Methodology?
·
Content is needed
to attract people to your site.
·
Content is
needed to attract visitors and convert them into leads.
·
Content is
needed to close leads into customers and turn customers into promoters.
·
All of the above
What are the three core tenents of inbound?
Human, Helpful, Holistic
Goal, Guide, Grow
Attract, Engage, Delight
Marketing, Sales, Services
True
False
True or false? A call-to-action must be a button.
True
False
Custom Rendering for Mobile
Custom Relationship Modules
Customer Relationship
Management
Customer Rotation Model
Which of the following is NOT a lead nurturing tactic?
Lead scoring
Targeted content
Marketing qualification matrix
Multi-channel
What are the phases of an inbound sales strategy?
Attract, Convert, Close
Identify, Connect, Explore,
Advise
Educate, Guide, Grow
Attract, Guide, Sell, Close
Voice of the customer
Social listening
Inbound services
Customer personas
Which of the following delight terms is considered to be
reactive to your customers' needs?
Customer service
Customer support
Customer success
Fill in the blank: Your __________ is your strongest acquisition
lever.
·
content library
·
current customer
base
·
inbound tool
stack
·
sales-qualified
leads
What are the phases for the inbound sales framework?
Engage, Guide, Grow
Attract, Convert, Close,
Delight
Help, Empower, Delight
Engage, Empower, Delight, Grow
True or false? Most buyers are naturally trusting of
salespeople.
True
False
True
False
View the journey from the
buyer's perspective and focus on the tasks they need to accomplish
Set goals based on the
commission you want to earn this month
Don't push people. If a
prospect is moving slowly, move on to someone else.
Follow up multiple times a day
True
False
What are the four stages of the Inbound Methodology?
Attract, Convert, Close, and
Delight
Awareness, Consideration,
Decision, and Delight
Find, Engage, Convert, and
Nurture
Identify, Connect, Explore,
and Advise
Close
Delight
Convert
Attract
What is the definition of a buyer persona?
A semi-fictional
representation of your ideal customer based on real data and some select
educated speculation
A lead in your database
A true view of your personas
A completely fictional
representation of your ideal customer based on real data and some select
educated speculation
True
False
Which departments should be involved in creating content?
All departments
Just marketing
Just marketing and sales
All customer-facing
departments
Optimizing your content helps improve __________.
reach
engagement
conversions
All of the above
Awareness
Consideration
Decision
All of the above
Twitter
LinkedIn
Google
A and B
All of the above
True
False
True or false? Social media is a key driver for word-of-mouth
marketing.
True
False
True or false? You should only create video content if you have
a high-quality camera and lights.
True
False
the buyer's journey
industry benchmarks
your buyer personas
content distribution
What are the steps of conversion optimization?
Define your objective, form a
hypothesis, design your tests, establish your baseline, analyze your data.
Define your objective,
establish your baseline, form a hypothesis, design your tests, and analyze your
data.
Analyze your data, design your
tests, form a hypothesis, establish your baseline, define your objective.
Form a hypothesis, analyze
your data, establish your baseline, define your objectives, design your tests.
True or false? Conversion optimization is NOT an iterative
process.
True
False
What is conversion optimization?
Conversion optimization is
investment that produces reliable month-over-month growth. Your website becomes
stronger as you continue to measure, iterate, and act.
Conversion optimization is
focused on attracting customers through relevant and helpful content and adding
value at every stage in your customer's buying journey.
Conversion optimization is the
process of testing hypotheses on elements of your site with the ultimate goal
of increasing the percentage of visitors who take the desired action.
Conversion optimization is the
technology, processes, and content that empower sales teams to sell efficiently
at a higher velocity.
What are the steps for creating a conversion path?
Attract, convert a lead, close
a deal, and delight a customer.
Create awareness, determine
your end point, chart your course, and analyze.
Create awareness, determine
your end point, chart your course, build a ship, ahoy matey.
Create awareness, chart your
course, optimize, convert a qualified lead.
True or false? If you have an ideal customer profile, you don't
need buyer personas.
True
False
True
False
True
False
The method by which you
encourage someone on your site to move down your funnel.
The method by which you
encourage someone to visit your site from social media.
The method by which you
encourage someone to spend 30 minutes or more on your website.
The method by which you
encourage someone to read your well-crafted automated email.
Whether or not the
call-to-action has an action verb
The placement of the
call-to-action on the page
How the design does or does
not grab attention
The offer and its relevance to
the page content
What is the main purpose of a landing page?
To capture a visitor’s
information via a form
To deliver an offer that a
business is promoting
To promote an offer on a
website page, blog post or email
To help nurture leads in order
to turn them into customers
Hotjar
Google analytics
Quora
Buzzsumo
All of the following are true about forms and lead flows
EXCEPT:
Submissions from lead flows
and forms both appear on the contact timeline.
Lead flows collect more
detailed information than forms.
Forms usually have more fields
than lead flows.
Lead flows appear on top of
the page while forms are embedded in the page.
True or False: Responsive design relies on predefined screen
sizes.
True
False
The visitor
The marketer
The salesperson
The designer
Readability
Simple Commenting
Shareability
Image rendering
Friendship
Professionalism
Communication
Rapport
What is the definition of lead nurturing?
The process of building
relationships with prospects with the goal of earning their business when
they’re ready.
The process of sending
individual emails to get them to purchase your product or service.
The process of calling
qualified prospects and engaging them with a consultative sales process.
The process of placing the
right call-to-action in the right email and sending it to the right person.
What is the goal of the identify phase of an inbound sales
strategy?
To identify good-fit leads
from within the large pool of available prospects.
To identify the goals and
challenges of specific prospects.
To identify the ways your
product or service can benefit people who match your buyer personas.
To identify ways to
differentiate your offering from your chief competitors’ offerings.
What is the difference between a sales process and an inbound
sales strategy?
A sales process is an
outdated, seller-focused idea. An inbound sales strategy replaces the need for
a sales process.
Every sales team has its own
sales process, but an inbound sales strategy can be implemented by every sales
team.
A sales process describes the
steps a seller takes during a sales cycle, while an inbound sales strategy
describes the steps a buyer takes.
An inbound sales strategy is a
type of sales process.
True
False
True
False
Sales representatives should
keep this in mind, but this doesn't change the way the world should sell.
Sales representatives must
evolve their selling to keep up with customers' buying habits.
Sales representatives need to
push and sell harder to convince buyers to make the right decision.
Buyers are more educated, so
there's less work for the sales representatives.
True
False
Gather testimonials from your
users
Send emails
Talk to team members
Collect survey responses
When should you focus on delighting people?
After they have used your
product or service
From the very first moment
someone interacts with your business
At the beginning of the sales
process
From the moment they become a
customer to delight them into promoters
The step you take to have
conversations with individuals talking about your industry, brand, products,
and services.
The method of actively looking
for mentions and conversations that pertain to your brand, products, hashtags,
and more.
How you track, analyze, and
respond to conversations across the internet.
A method of changing art,
music, governments, and businesses.
True
False
Fill in the blank: ______________ are people who respond to the
NPS with a score between 0 and 6.
Promoters
Passives
Detractors
30
40
50
60
True
False
True
False
True or false? An effective conversion path must include a
landing page.
True
False
True. An email address is
enough information for the CRM to create a contact record where you'll be able
to see a full history of the pages that the visitor has viewed on your website.
The CRM may also be able to find company information about the person and
create a company record based on their email domain
True. If a person provides an
email address, you'll be able to send them an email to ask for more
information. This is also a good opportunity to find out what products they're
interested in and attempt to make a sale.
False. An email address
without a name is meaningless. At a minimum, your lead flows should collect
name and email.
False. Lead flows should
collect as much information as possible about a visitor. You should have a goal
of having 5 to 10 fields in each lead flow.
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