Questions

Scenario: A client is really interested in shifting all of their sales reporting from their old proprietary CRM to Sales Hub. However, one of their key reports is not yet re-creatable within HubSpot. You’re afraid that bringing this up will dampen the client’s enthusiasm and slow down the process of fully migrating to Sales Hub. What should you do?

 

• Be honest and transparent about what your client can and cannot report on in HubSpot. If they cannot access critical data without any warning, they’re much more likely to churn and be unhappy with the tool. In the meantime, work with them to transfer the easily recreatable reports into HubSpot
• Convince them that they don’t need this report, since their sales process is outdated
• Promise them that HubSpot’s developers will specially build out this report for their portal in the future
• None of the above

 

Scenario : Your prospect has specific questions about key functionalities in Sales Hub, based on their poor experience with their previous CRM. Which of the following is the best way to win their trust?

 

• Always discuss the flywheel rather than answering their product questions directly. The flywheel is the best answer to any and all product questions.
• Offer to discuss their questions in detail, but avoid spending too much time on features, because you should be focused on closing the deal efficiently.
• Offer to discuss their questions in detail, and make sure their doubts are honestly addressed. If they still have questions, offer to set up another conversation to answer them, and offer case studies to back up your claims.
• Show them an impressive list of companies using Sales Hub. You don’t need to discuss details about features. Examples speak louder than consulting or long conversations.

 

 

True or False? In your migration plan, you can skip analyzing or recreating key reports from the client’s previous CRM if they have an imperfect sales process and you feel like the reports serve no purpose. You don’t need to ask for the client’s permission to do this.

 

• True

 

• False

 

When is it okay to ignore deadlines in your running log of implementation tasks?

 

• When you have reason to believe that the client doesn’t care about the deadlines
• When you know that you can earn a larger commission by going over the deadlines
• When the log is completely outdated, seems to be from a different project, and does not reflect any of the tasks you have discussed with the project manager and supervisory committee
• When you are bored with the client’s sales process and dislike their sales leaders
• You should never ignore deadlines. If you think something is incorrect, clarify it with the project manager and supervisory committee before deciding to ignore it.

 

or

 

• When you have reason to believe that the client doesn’t care about the deadlines
• When you know that you can earn a larger commission by going over the deadlines
• When the log is completely outdated, seems to be from a different project, and does not reflect any of the tasks you have discussed with the strategist and supervisory committee
• When you are bored with the website’s UX design and want to hire a new UX designer
• You should never ignore deadlines. If you think something is incorrect, clarify it with the strategist and supervisory committee before deciding to ignore it

 

Why does the evaluation period matter in a Sales Hub implementation?

 

• Because the client should be given time to evaluate whether the finished product meets their expectations
• Because you cannot complete a CRM implementation without a thorough CMS implementation process
• Because the project manager’s variable compensation is determined by how many correct deductions they made throughout the timeline of the implementation.
• Because project management tools reduce friction and remove barriers in your team’s operational support structure.

 

Which of the following steps should you complete for building Sales-Service alignment, as opposed to Sales-Marketing alignment?

 

• Determining how support and service team members should work with sales on potential upsells/upgrades, NPS feedback from clients, etc.
• Defining lead status properties
• Developing their buyer personas
• Defining their lifecycle stages