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Hubspot Delivering Sales Services Answers

The Delivering Sales Services course will teach you how to offer sales services as a way to deliver strong ROI to your clients and increase your retainers. In addition to the on-demand videos, you’ll see examples of HubSpot Agency Partners doing this successfully. Each class is full of actionable tips and processes you can make your own.

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Sales and Marketing Alignment

Which of the following is NOT a good criterion for an ideal buyer profile?

Geographic location

Size of company

Industry or vertical

Job title

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have sales make immediate contact

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.

True

False

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

Buyer personas are optional, but every company needs to have at least one ideal buyer profile.

Ideal buyer profiles are static, but buyer personas need to be continually updated.

Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.

Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have marketing nurture these leads

Offer group-based resources

Avoid investing too many resources

Hand off to sales and have sales make immediate contact

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

Have marketing nurture

Avoid investing too many resources

Have sales make immediate contact

Offer group-based resources

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

Have sales make immediate contact

True or false? Your client can only have one buyer persona per ideal buyer profile.

True

False

CRM Implementation

When implementing HubSpot CRM for a client, should you help them create custom properties?

Yes - help them create as many as they need for the information they want to know about their contacts.

Yes - but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.

No - it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.

No - while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.

You have a client that you think would benefit from using HubSpot CRM. When you suggest this to them, they say, “I like the idea of using a CRM, but I don’t think my reps will remember to record their activities in it.” What's the best way to respond to address this concern?

“No worries--we can use the Tasks feature to send reminder emails to your reps so they don’t forget.”

“Good point--maybe HubSpot CRM isn’t a good fit for you.”

“Good point--let’s make sure we set up a time to train your reps so they understand the value of recording their work in the CRM.”

“Not a problem--HubSpot CRM automatically records emails and calls so reps don’t have to.”

You have a client who is already using HubSpot’s marketing platform and wants to try out HubSpot CRM. How do you get them started?

By going to hubspot.com/crm and creating a CRM account

By adding the CRM to their existing portal

Reach out to your Channel Consultant to create a new portal that includes marketing and CRM

Have your client contact HubSpot Support to enable this in their portal

Which of the following is NOT a standard report on the Sales Dashboard?

Deal Forecast

Sales Performance

Deal Leaderboard

Productivity

You are implementing HubSpot CRM for a client who doesn’t use Gmail or Outlook for their emails. What is the best way for their team to log their emails in HubSpot CRM?

Using the email functionality on the contact record to send emails from inside the CRM

Manually logging emails in the CRM

Importing the email messages in bulk

Using the CRM’s bcc and forwarding addresses

Fill in the blank. Before a client can start tracking their active sales inside HubSpot CRM, they need to customize their _____________.

lead views

buyer personas

deal stages

sales process

Collecting a client’s contact data together to import can be a daunting task. What is the BEST way to position this job to your client?

Point out importing is actually just a small part of the full implementation process.

Remind them that the outcome will be worth the trouble.

Present it as an opportunity for them to organize and validate their data.

Tell them that it’ll be a lot of work but it’s unavoidable.

Sales Enablement

You want to help your client automate their sales rep email follow up. Which tool would be most helpful?

The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.

The Meetings tool because this will allow prospects to easily set up time with a sales rep.

The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.

The Documents tool because sales reps can see which content to send next to the prospect.

True or false? One of the biggest challenges of successful sales enablement is creating enough content. Most companies don’t have enough content for the sales team to be able to send prospects in the buying process.

True

False

True or false? Your client’s sales reps should use HubSpot Sales to track when a message has been opened or clicked as a way to understand when a prospect signals their interest.

True

False

All of the following are tactics to help your client engage with their prospects, EXCEPT:

Track contacts who are in-market for their services

Convert website traffic into leads

Make it easier for prospects to book meetings with your client’s sales reps

Tailor and template email outreach messages

You’re teaching a client how to handle content management and creation. How should the sales team be involved during this process?

Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.

Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.

Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.

At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.

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True or false? Your client can only have one buyer persona per ideal buyer profile.

By vmartinez

True or false? Your client can only have one buyer persona per ideal buyer profile.

True

False

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

By vmartinez

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

Have marketing nurture

Avoid investing too many resources

Have sales make immediate contact

Offer group-based resources

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

By vmartinez

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

Buyer personas are optional, but every company needs to have at least one ideal buyer profile.

Ideal buyer profiles are static, but buyer personas need to be continually updated.

Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.

Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.