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Hubspot Marketing Hub Demo Certification Answers (Updated)

Hubspot Marketing Hub Demo Certification 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

All answers to pass this certification are only in our .PDF file, you can buy and download here:

Hubspot Marketing Hub Demo Answers

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

True
False

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

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

Scenario: Prospect Peter describes the following challenge during a discovery call: “We can’t reliably segment and target audiences”. Which HubSpot product theme does Prospect Peter’s challenge align with?

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.

Scenario: Your prospect is seeking your help because they are unable to report on the success and impact of their marketing efforts. Which of the following tools or features can help address this challenge? Select all that apply.

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

Scenario: You have completed the discovery call with a prospect and are determining which Marketing Hub package to recommend. You want an in-depth description of the features, limits, and additional details of each so you visit the:

HubSpot Marketing Software Page
Why Go HubSpot Page
HubSpot Resource Page
HubSpot Product & Services Catalog

Fill in the blank: A on HubSpot’s Product & Services Catalog indicates that the feature is included and you should be aware of additional information.

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

Scenario: Solutions Partner Sofia has met the following solution demo exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) agreement on which option(s) to move forward with. Which exit criteria must she still meet to move on from the solution demo stage?

Confirmation on payment type and contract
Confirmation on stakeholder communication
Confirmation on business model
Confirmation on next steps and decision-making process

Why is it critical to reconfirm the pain points, challenges, and goals for all stakeholders during the solution demo call?

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

Scenario: Your teammate is practicing leading a value-based demo for a prospect by showcasing how each recommended Marketing Hub tool works, without providing context about why they’re showing the tool and its value. What best practice, framework, or methodology would you recommend your teammate use to improve this aspect of their value-based demo?

LAER: The Bonding ProcessⓇ Method
Tie-down questions
Tell-Show-Tell
CGP, TCI, & BA

Scenario: Solutions Partner Sofia just led a value-based demo during a solution demo call. What steps should she complete to wrap up the call? Select all that apply.

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

True or false? When leading a value-based demo, you should show each tool and feature within the package you’re recommending to the prospect.

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.

Fill in the blank: __________ 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.

Objection handling
Objection resolution
Objection avoidance
Objection addressing

What are tie-down questions?

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.

Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?

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

Fill in the blank: A objection is related to a prospect’s concerns about how a product solves their unique problem.

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

Scenario: Prospect Peter raises the following objection during a solution demo call, “This solution and service are out of our price range.” However, this objection is a coverup for a completely different issue: he is afraid of the consequences if the solution and services aren’t the right fit. What type of objection is this?

Coverup objection
Hidden objection
Camouflage objection
Disguised objection

LAER® stands for:

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

True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

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.

Prospect Peter raised the following objection during a solution demo call with Solutions Partner Sofia: “Your solution doesn’t have X feature, and we need it.” What common prospect objection theme does Prospect Peter’s concern fit in?

Services not needed
Competitors
Price
Refusal
Product fit

According to this course, which of the following are best practices that should be used to lead a value-based demo? Select all that apply.

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)

Fill in the blank: The 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.

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

Which of the following are examples of the benefits of sending a timely follow-up email after a solution demo call outlined in this course? Select all that apply.

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]

Solutions Partner Sofia completed a successful solution demo call with her main point of contact, Prospect Peter, and four additional stakeholders. According to this course, what are the benefits of sending the follow-up email to all five attendees? Select all that apply.

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

What key information should you track about your prospect objections to learn from, practice, and anticipate them?

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 or false? The solution demo stage is before the discovery stage and after the business considerations stage of the HubSpot sales process.

True
False

True or false? You should identify the prospect’s budget and authority during the explore step of the discovery call.

True
False

Scenario: Solutions Partner Sofia wants to include a link to a HubSpot Academy lesson in her solution demo follow-up email. According to this course, what best practices should she use to include this content in her email? Select all that apply.

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

Fill in the blank: The framework can be used in your solution demo follow-up email to help the prospect and stakeholders easily pull value from 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

Fill in the blank: In the CGP, TCI, & BA framework, a prospect's ________ are the bad things that result from inaction.

Changes
Consequences
Challenges
Choices

Fill in the blank: The discovery stage is the connect stage and the solution demo stage in the HubSpot sales process.

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

Fill in the blank: __________ are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

Sales stages
Sales process activities
Sales progressions
Sales criteria

Solutions Partner Sofia is running a discovery call with Prospect Peter. She asks him, “What happens if you reach your goal?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

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

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has created a list of every challenge Prospect Peter shared during the call and earlier touch points. Some challenges are far more significant than others. What should she do next?

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

CGP, TCI, & BA stands for:

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

True or false? When making a recommendation during a discovery call, you should propose a full, in-depth solution.

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.

Exit criteria are:

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

Fill in the blank: Your HubSpot demo account can be populated with in order to showcase the real-life application of HubSpot to your prospect and keep your real customers’ data safe.

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

A value-based demo is a:

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.

Hubspot Marketing Hub Demo Answers