Hubspot Exam Answers 2022 – 2023 : Sales Enablement Certification
Lesson 2 Test Answers
Q.1 – What is sales enablement?
- (A) The processes, content, and technology that empower sales teams to sell efficiently at a higher velocity.
- (B) Providing helpful content and resources that attract people to you.
- (C) A strategy for convincing prospects to buy from you.
- (D) A modern way of thinking about quotas, goals, and processes.
Q.2 – What is inbound?
- (A) The processes, content, and technology that empower sales teams to sell efficiently at a higher velocity.
- (B) Providing helpful content and resources that attract people to you.
- (C) A strategy for convincing prospects to buy from you.
- (D) A modern way of thinking about quotas, goals, and processes.
Q.3 – What are the elements of a sales enablement strategy?
- (A) Marketing goals, sales quota, and revenue targets.
- (B) Inbound, marketing, and sales.
- (C) A clear goal, a target buyer, and a content strategy.
- (D) Attract, convert, close, delight.
Lesson 2 Test Answers
Q.1 – What is the difference between a vision and goals?
- (A) A vision is a metric outcome you can check off a list, and a goal is a state of affairs you want to bring into being.
- (B) A vision is for the marketing team, and a goal is for the sales team.
- (C) A vision is for the sales team, and a goal is for the marketing team.
- (D) A goal is a metric outcome you can check off a list, and a vision is a state of affairs you want to bring into being.
Q.2 – Fill in the blank: Once you have a vision, you need to convert it into a _____ goal.
- (A) marketing
- (B) sales
- (C) revenue
- (D) long-term
Q.3 – How bold should your goals be?
- (A) They should rank between 5 and 7 on the Boldness Scale.
- (B) They should encourage your teams to accomplish things they’ve never done before, but they shouldn’t be so lofty that they make team members feel overwhelmed.
- (C) As bold as possible.
- (D) Goals should be easily achievable so your teams have something to celebrate on a regular basis.
Lesson 3 Test Answers
Q.1 – Which of the following helps you determine how good of a fit someone is for your offering?
- (A) An ideal customer profile.
- (B) A lead qualification matrix.
- (C) A qualified lead.
- (D) Hand raisers.
Q.2 – Which of the following helps you determine whether a lead should be owned by marketing or sales?
- (A) Hand raisers.
- (B) A lead qualification matrix.
- (C) An ideal customer profile.
- (D) A qualified lead.
Q.3 – What is a hand raiser?
- (A) Any lead that’s ready for sales contact.
- (B) “Hand raiser” is another name for a qualified lead.
- (C) Someone who explicitly asks to speak with sales.
- (D) Any lead that’s a good fit for your offering.
Lesson 4 Test Answers
Q.1 – What does a sales and marketing SLA require marketing to do?
- (A) Attract a certain number of visitors each month.
- (B) Create a certain amount of new content each month.
- (C) Shadow a certain number of sales appointments.
- (D) Deliver a certain number of leads to sales each month.
Q.2 – What does a sales and marketing SLA require sales to do?
-
- (A) Contact each of marketing’s leads within a certain timeframe.
- (B) Close a certain percentage of marketing’s leads into customers.
- (C) Help marketing generate a certain number of leads each month.
- (D) Hit their quota each month.
Q.3 – What is a judicial branch?
- (A) A small group of leaders who review every lead sales rejects.
- (B) A cross-functional team of marketers and salespeople who define a qualified lead.
- (C) A matrix for determining whether a lead meets your qualification criteria.
- (D) Your leads who explicitly ask to speak with sales.
Lesson 5 Test Answers
Q.1 – What’s the difference between teams and work groups?
- (A) Team members are more interdependent than members of a work group are.
- (B) Work groups are based on organizational or managerial hierachy, but teams are not.
- (C) Team members need each other in order to get their work done, but members of work groups often work in parallel without working together.
- (D) All of the above.
Q.2 – True or false? The main purpose of smarketing meetings is to recognize high achievers.
- (A) True
- (B) False
Q.3 – All of the following people should be invited to attend smarketing meetings EXCEPT:
- (A) Members of the executive team.
- (B) Members of the marketing team.
- (C) Members of the sales team.
- (D) Junior members of the marketing and sales teams.
Lesson 6 Test Answers
Q.1 – True or false? Within one ideal customer profile, there may be multiple buyer personas.
- (A) True
- (B) False
Q.2 – How many customers do you need to interview to create an accurate buyer persona?
- (A) All of them.
- (B) 20% of your customer database.
- (C) About 15.
- (D) One or two.
Q.3 – True or false? Ideal customer profiles are only relevant to B2B companies.
- (A) True
- (B) False
Lesson 7 Test Answers
Q.1 – What does Jobs to Be Done help you identify?
- (A) The duties your personas fulfill at the companies where they work.
- (B) The types of people who buy your product.
- (C) Why people buy your product.
- (D) The types of people you should hire.
Q.2 – True or false? You can partner with other companies that solve the same job your product solves.
- (A) True
- (B) False
Q.3 – When you interview customers to discover their jobs to be done, what should the result be?
- (A) A semi-fictional representation of what your typical customer looks like.
- (B) A checklist of attributes a person or company must have in order to be a good fit for your offering.
- (C) An in-depth description of the work the person does on a daily basis and how your product can help them get promoted.
- (D) A job story explaining the situation and motivation that leads people to hire your product.
Lesson 8 Test Answers
Q.1 – True or false? If you’ve identified multiple personas in your customer base, you should put all of them in your hero statement.
- (A) True
- (B) False
Q.2 – Fill in the blank: A hero statement combines a persona with _____.
- (A) an ideal customer profile
- (B) a product or service you provide
- (C) a job to be done
- (D) your revenue goal
Q.3 – If you discover a group of people you can’t be a hero to, what should you do?
- (A) Improve your product so that it better meets their needs.
- (B) Introduce a new product to meet their needs.
- (C) Keep your product the same but provide additional customer service to help them get value out of it after they buy.
- (D) Clearly communicate to them that your product might not be a good fit for them.
Hubspot Sales Enablement Certification Answers 2022
Lesson 9 Test Answers
Q.1 – True or false? The more education you can provide your prospects before they meet with sales, the more qualified they’ll be when they get there.
- (A) True
- (B) False
Q.2 – When is content useful during the sales process?
- (A) Mostly at the beginning of the sales process.
- (B) Throughout the sales process.
- (C) Mostly near the end of the process.
- (D) Before the process begins.
Q.3 – How quickly should your sales team be able to find relevant content for their prospects?
- (A) Within 10 minutes.
- (B) Within five minutes.
- (C) Within two minutes.
- (D) Within one minute.
Lesson 10 Test Answers
Q.1 – True or false? In most companies, marketing creates more content than any other department.
(A) True
(B) False
Q.2 – Which departments should be involved in creating content?
- (A) Just marketing
- (B) Just marketing and sales
- (C) All departments
- (D) All departments except legal
Q.3 – True or false? Sales outreach is a good place to experiment with video.
- (A) True
- (B) False
Lesson 11 Test Answers
Q.1 – True or false? Your customers only need help firing a solution if they were previously paying for a product to do the same job as yours.
- (A) True
- (B) False
Q.2 – Which of the following is the BEST way to encourage your customers to buy from you again?
-
- (A) By sending them sales discounts.
- (B) By helping them accomplish the job they hired your product to do.
- (C) By introducing them to additional product lines you offer.
- (D) All of the above.
Q.3 – How can you use content to help your customers succeed?
- (A) By creating content that teaches them how to use your product most effectively.
- (B) By creating content that helps them do the job they hired your product to do.
- (C) By creating content that helps them fire whatever solution they had in place before hiring your product.
- (D) All of the above.
Lesson 12 Test Answers
Q.1 – True or false? Technology should be implemented before you design your sales enablement processes.
- (A) True
- (B) False
Q.2 – Which of the following is NOT a reason you need technology as part of your sales enablement strategy?
- (A) To measure the results of your efforts.
- (B) To provide visibility.
- (C) To lessen the need for sales and marketing to meet in person.
- (D) To automate parts of your process.
Q.3 – Why do you need a “single source of truth?”
- (A) To ensure marketing and sales are seeing the same data for individual contacts.
- (B) To help marketing and sales provide a consistent experience for leads.
- (C) To prevent marketing and sales from simultaneously reaching out to the same person.
- (D) All of the above.