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When executing the “Kickoff Call Prep List” what lenses should you use when researching your customer’s business? Select all that apply.

 

• As a prospect in the market for your customer’s offerings.

• As a consultant focused on creating a statement of work your Solutions Partner organization could execute.

• As a liaison scoping how the prospect’s current practices will translate to HubSpot
• As an employee at your customer’s company.

 

Scenario: You are an onboarding rep at a company that uses Objectives-Based Onboarding. You’ve just been assigned a new customer to onboard. As you conduct research to complete your “Kickoff Call Prep List,” you discover that the deal note from the sales rep lacks crucial details, preventing you from having a successful kickoff call. What is your first course of action?

 

• Immediately contact the customer to fill in the blanks.
• Conduct more research on the customer’s website.
• Immediately contact the sales rep to fill in the blanks.
• Conduct more research on competitor’s websites.

 

Which of the following is NOT a primary goal of the kickoff call?

 

• Reviewing the deal notes to learn the story behind your customer’s goals.

• Providing the customer a clear roadmap for the entire onboarding process, based on their initial needs.
• Properly setting expectations about the type of service the customer can expect from you
• Preparing, delivering, and documenting the most valuable part of Objective-Based Onboarding

 

 

True or False: Sales processes in every organization are unique. But that shouldn’t stop you from making your customer’s priorities your priorities during Objectives-Based Onboarding.

 

• True

 

• False

 

 

True or False: At HubSpot, the services team is responsible for uploading the corresponding Objectives-Based Onboarding HubSpot Projects templates to the customer’s account so they can be evaluated before the kickoff call.

 

• True

 

• False

 

When HubSpot sales reps select the initial goals for their customer to complete during Objectives-Based Onboarding, the sales rep’s selections from a _______ deal property transform into a specific set of pre-determined tasks in HubSpot Projects.

 

• Multi-check box

• Single-line text
• Radio select
• Date picker