Category:

Certification

HubSpot Service Hub Software Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Service Hub Software Certification Exam Answers

Question 1: True or false? A visitor can start a conversation with a chatbot, and then that chatbot can transfer the conversation to a human.

True
False

Question 2: True or false? Knowledge base articles should be casual, personable, and anecdotal.

True
False

Question 3: True or false? It’s a good idea to write your knowledge base titles as questions.

True
False

Question 4: True or false? Most people prefer using self-service compared to phone support.

True
False

Question 5: True or false? Experiencing lower ticket volume is a good indicator that your knowledge base is working well.

True
False

Question 6: True or false? It’s a best practice to send your NPS survey to customers monthly.

True
False

Question 7: True or false? You should only ask a customer to become an advocate over the phone.

True
False

Question 8: True or false? When writing custom feedback surveys, use a variety of open-ended and closed-ended questions.

True
False

Question 9: True or false? Regardless of how long it takes, you should respond to every single customer feedback survey you receive.

True
False

Question 10: Your manager wants to know who your primary persona is. The best feedback survey to use is:

Net promoter score
Custom feedback survey
Customer effort score
Customer satisfaction survey

Question 11: Which of the following is NOT a stage in HubSpot’s feedback framework?

Improve the customer experience
Establish listening posts
Collect customer feedback
Understand customer sentiment

Question 12: What is an advocate?

Someone who gives you a score of 9 or 10 on your NPS survey
Someone who helps you generate more business
Someone who gets paid for advertising your brand.
An employee on your marketing team

Question 13: How do you calculate NPS?

Percentage of promoters minus percentage of passives
Percentage of promoters minus percentage of detractors, divided by percentage of passives
Percentage of promoters minus percentage of detractors
Percentage of promoters

Question 14: How often should a customer effort score survey be used?

After every support interaction
Quarterly
Monthly
After every milestone

Question 15: Which survey asks the following question: How easy was it for you to handle your issue?

Customer effort score
Net promoter score
Customer satisfaction survey
None of the above

Question 16: Fill in the blank: You should use NPS instead of customer satisfaction survey when you want to understand __________.

Ease of completing a task
Overall satisfaction vs. satisfaction at a particular moment
Satisfaction at a particular moment vs. overall satisfaction
Impact of a bug or outage

Question 17: Fill in the blank: Reach out to your ______ to ask them to complete advocacy actions.

promoters
detractors
passives
marketing team

Question 18: In HubSpot, help desk is comprised of all of the following tools EXCEPT:

Reporting
Automation
Knowledge base
Tickets

Question 19: All of the following are reasons to @ mention someone on a ticket record EXCEPT:

To escalate a ticket
As an FYI
To transfer ticket ownership
To email the customer

Question 20: Which of the following is a benefit of phone support?

It’s cheaper for your company.
Customers can get immediate help for complicated issues.
In general, customers prefer phone support to any other type of support.
All of the above

Question 21: All of the following are benefits of email support EXCEPT:

It’s immediate
It provides a paper trail
You can insert screenshots and gifs
It’s conversational

Question 22: A service level agreement is a(n)

Ticket pipeline
Commitment between a service provider and a client
Understanding of the amount of time it takes a company to solve a problem
Agreement between two competing companies

Question 23: A help desk does all of the following EXCEPT:

Streamline intake
Provide feedback
Improve experiences with reporting
Triage customer issues

Question 24: Fill in the blank: With HubSpot’s help desk, you can streamline and manage your intake within ______.

conversations or tickets
your email client
knowledge base
your website

Question 25: All of the following are stages of troubleshooting EXCEPT:

Understand the issue
Find relevant context
Diagnose the problem
Ask for help

Question 26: In terms of customer support, what does triage mean?

Gathering support inquiries
Responding to support inquiries
Reporting and analyzing on support inquiries
Categorizing and routing support inquiries

Question 27: Which of the following is an example of when you should use a restricted knowledge base?

If you only want your customers, not prospects, to access your information
If you don’t want your competitors to access your information
If you only want your customers to see the articles once
A&B
None of the above

Question 28: Which of the following is an appropriate knowledge base title?

What are the ins and outs of HubSpot?
How do I create a custom feedback survey?
So you wanna build a chatbot
How to create, send, troubleshoot, and analyze a campaign

Question 29: The HubSpot knowledge base tool can do all of the following EXCEPT:

Offer related articles to readers
Restrict knowledge base articles
Add videos to articles
Suggest articles to be written

Question 30: You should use a call-out in a knowledge base article to:

draw the reader’s attention to an important detail
tell your reader what articles to read next
host Q&As
ask the reader for feedback

Question 31: Fill in the blank: A knowledge base is a ______.

blog about a product or service
collection of articles about a product or service
place where customers can contact a company’s support team
collection of reviews about a product or service

Question 32: True or false? A knowledge base is a type of self-service.

True
False

Question 33: How often should you edit your knowledge base articles?

Any time you get negative feedback on an article
Monthly
Whenever products or service change pertaining to the article
Quarterly

Question 34: An example of a customer using self-service is when they:

live chat with an employee
Search for their inquiry and finds an article
Search for their inquiry and ends up calling the company
emails with an employee

Question 35: Which of the following is NOT an appropriate way to categorize your knowledge base articles?

By persona
By product or service
By author
By customer stage

Question 36: Which of the following is a benefit of live chat?

It’s an easy way to answer complicated questions.
It’s immediate.
It’s easy to convey tone.
All of the above

Question 37: Fill in the blank: With ticket ________, you are able to edit ticket properties according to which team owns the ticket.

editing
records customization
views
pipelines

Question 38: With ticket ______, you are able to filter down your tickets

views
editing
stores
records customization

Question 39: True or false? You should write new knowledge base articles every day.

True
False

Question 40: True or false? Cross-object reporting exists in the service analytics tool.

True
False

Question 41: Reports bucketed under the “conversation overview” category give you insight into:

How your customers are changing over time.
How effective your knowledge base is.
How productive your reps are.
All of the above.

Question 42: True or false? You cannot edit the look and feel of your customer portal.

True
False

Question 43: A customer portal helps customers do all of the following EXCEPT:

access answers your support team has previously given.
respond to conversations on their own terms.
live chat with a support rep.
know the status of their support tickets.

Question 44: True or false? All customer portals are password protected.

True
False

Question 45: What information can a user see in their customer portal?

How long a rep has to respond to the ticket before an SLA breach
Ticket replies from customer service agents
How many other customers have filed a similar ticket
All of the above

Question 46: Customer portal is a _______ offering.

knowledge base
help desk
customer feedback
self-service

Question 47: ________ is for folks who need to create basic, out-of-the-box reporting.

The report builder
Service analytics
The report library
The report synthesizer

Question 48: True or false? You can create cross-object reports from the report builder.

True
False

Question 49: In Service Hub, you can set SLAs based on how long it takes your reps to first respond to a ticket and/or how long it takes reps to _____.

close the ticket.
send the CSAT survey.
respond to the second customer interaction.
work on a new ticket.

Question 50: Agent collision detection tells you when another agent is ________.

working on the same message.
about to bump into you on the street.
available for live chat.
unavailable for live chat.

Question 51: What is channel switching?

Switching between responding to a customer and leaving a comment on the customer’s record in conversations.
Another name for customer portal.
Going from live chat to Facebook Messenger to email on a single thread.
Switching from using conversations on desktop to using conversations on your mobile device.

Question 52: Custom views in the conversations inbox lets you _________.

Choose which of HubSpot’s predetermined views to pin.
Create your own views based on ticket and conversation properties.
Drag and drop conversations to HubSpot’s predetermined views.
Customize the font of your emails and live chat.

Question 53: What type of feedback survey can you add to your live chat?

CES
NPS
CSAT
Custom survey

Question 54: If your support reps have trouble prioritizing tickets, consider _______.

Creating a “high priority” view.
Setting SLAs.
Using automation to move tickets to different stages.
All of the above.

Question 55: What’s a good NPS score?

Varies by industry
Anything positive
10 or above
20 or above

Question 56: Which of the following tools is NOT included in HubSpot’s Service Hub?

Help desk
Customer feedback surveys
Project management
Knowledge base

Question 57: All of the following are reasons to collect feedback EXCEPT:

To save money
To learn who your advocates are
To understand what your customers think of you
To know what to improve upon

Question 58: True or false? Each team within your company should have their own customer journey map.

True
False

Question 59: True or false? Even if you have different products or services, you should try and keep them on the same customer journey map if the customer journey is similar.

True
False

Question 60: True or false? Your customer journey map should be written from the perspective of your customer.

True
False

Question 61: An example of an extended value milestone is when a customer:

gets the outcome they expected
renews their account
gets more than they expected
tells their network about your product or service

Question 62: In terms of a customer journey map, what does intended value refer to?

When customers expectations are exceeded
The customers ﬁrst experience
When the customer feels conﬁdent they will get what they expect
When the customer got what they expected

Question 63: Intake is how you _____.

respond to support inquiries
receive support inquiries
triage support inquiries
acknowledge support inquiries

Question 64: You should include all of the following stages in your customer journey map EXCEPT:

First impression
Delighted value
First value
Intended value

Question 65: You want to understand how your customer support team is performing. The best feedback survey to use is:

Customer effort score
Customer satisfaction survey
Net promoter score
Customer leadership score

Question 66: True or false? Customer effort score is measured on a three-point scale.

True
False

Question 67: True or false? You could use an NPS survey to assess overall sentiment of your employees.

True
False

Question 68: Fill in the blank: Companies use customer journey maps to build _______ for their customers.

conﬁdence
empathy
products
roadmaps

Question 69: When setting up your knowledge base in HubSpot, you need to connect your _______.

help desk
domain
brain
Conversations inbox

Question 70: You can do all of the following from a ticket record EXCEPT:

Make a call
Send an email
Create an internal task for yourself or a colleague
Start a video chat

Question 71: An example of an intended value milestone is when the customer expected to get her fridge ﬁxed, ________.

and her fridge is ﬁxed.
and her fridge and sink are ﬁxed.
and the repair person arrives.
but the repair person didn’t show up.

Question 72: True or false? Through ticket automation, you can move a ticket from one stage to another based on an email response.

True
False

Question 73: True or false? You should only reach out to your detractors.

True
False

Question 74: The four key moments to keep in mind when customer journey mapping are: First impression, ___________, intended value, extended value

expected value
first value
second impression
extended impression

Question 75: With Service Hub, you can complete all of the following tasks EXCEPT:

Gather intake
Route tickets
Monitor all social media
Respond to support inquiries

Question 76: In order to assess customer service agent performance, which of the following reports should you look at?

Ticket close total by rep
Ticket totals over time
Ticket totals by source
Knowledge base article views

Question 77: Which of the following is NOT a best practice when creating knowledge base articles?

Use questions as titles
Use bullet points
Use a casual tone
Use screenshots and GIFs

Question 78: A customer journey map is a representation of:

the stages a customer goes through with your company
where your customers physically are
how your prospects become your customers
how your customers renew

Question 79: How often should you revisit your customer journey map to ensure it’s kept up to date?

Whenever you get an inﬂux of new customers
Quarterly
When your business practices change
Whenever you get negative feedback

Question 80: The extended value stage is when you _______.

Offer your customer more than they were expecting.
renew your customer’s account customer renews with you.
prolong your onboarding process.
give the customer what they want.

Question 81: Fill in the blank: The primary goal of a customer journey map is to ______.

understand the process from becoming a prospect to a customer
ensure your customers continue to buy from you
know the location of your customers
build empathy

Question 82: Fill in the blank: Creating a customer journey map will help you identify the journey from customer to ______.

employee
promoter
renewal
marketer

Question 83: When should you use multiple ticket pipelines?

If your tickets go through different stages
If you provide multiple products or services
If you have multiple customer service agents
If your tickets have different priorities

Question 84: When should you consider using a chatbot?

If human bandwidth is a constraint
If the cost of making a mistake is low
If you get a lot of standard questions
All of the above

Question 85: Which report(s) do yo use to decide which knowledge base articles to write?

Average ticket response time
Average ticket response time by rep
Ticket volume by category
All of the above

Question 86: Fill in the blank: When creating a customer journey map, you should map out what your customer is ______ and ________.

Feeling and thinking
Doing and looking for
Doing and feeling
Doing and planning to do

Question 87: When should a company create multiple customer journey maps?

If they sell to multiple personas that go through different processes
If they sell multiple products or services
If they have multiple customer-facing teams
Never

Question 88: What is a snippet?

A reusable text block
An email template
The bit of text on a ticket record
A ticket

Question 89: True of false? You can edit the NPS question in HubSpot.

True
False

Question 90: Fill in the blank: You should use a customer effort score instead of a customer satisfaction survey when you want to understand __________.

Ease of completing a task
Overall satisfaction vs. satisfaction at a particular moment
Satisfaction at a particular moment vs. overall satisfaction
Impact of a bug or outage

Question 91: Scenario: Your boss wants to assess how customers feel after a technician visited their home. Which survey should your boss use?

Net promoter score
Customer satisfaction survey
Customer acknowledgment survey
Customer eﬀort score

Question 92: All of following are appropriate ways you can encourage folks to fill out your feedback surveys EXCEPT:

Offer incentives like a five dollar gift card
Keep your surveys short and to the point
Email customers daily until they fill out the survey
Offer surveys via multiple channels

Question 93: Which of the following is NOT a step when establishing listening posts?

Deﬁne your customer journey
Align survey methods and goals
Collect feedback
Analyze feedback

Question 94: Which of the following is NOT an example of an advocacy action?

Writing a case study about a customer
Paying your customer to leave you a good review regardless of their actual experience.
Writing a blog post about a customer
Asking a customer to write you a Yelp review

Question 95: You should use custom feedback surveys when you want to understand ________.

overall customer sentiment.
how easy it was to solve a problem.
the satisfaction of a particular milestone.
something that’s not covered in industry standard surveys.

Question 96: If you want to know what your customer thinks about their sales experience, which feedback survey should you use?

Customer eﬀort score
Customer satisfaction survey
Net promoter score
Customer advocacy score

Question 97: According to the prioritization matrix, customer issues that are high impact and high cost should be prioritized:

Today
Tomorrow
Next week
Next year

Question 98: Fill in the blank: When responding to a customer, you should use an email template to______.

answer a generic question
answer a complicated question
insert a knowledge base article
transfer the email

Question 99: You want to understand how easy it is for your customers to get their questions answered from your support team. The appropriate feedback survey to use is:

Customer effort score
Customer satisfaction survey
Net promoter score
Customer leadership score

Question 100: True or false? The only way to move tickets to different stages is manually.

True
False

Question 101: True or false? Customer journey maps are only useful for customer-facing individuals.

True
False

Question 102: True or false? When setting up your Conversations email inbox, you should connect your personal email.

True
False

Question 103: True or false? You should only include four stages in your customer journey map.

True
False

Question 104: True or false? Your leadership team should be the ones to create the customer journey map.

True
False

Question 105: If you’re setting up Service Hub reports for the first time, where should you start?

Service analytics
Customer report builder
Report library
Sales analytics

Question 106: True or false? You can access conversations from the HubSpot mobile app.

True
False

Question 107: If you’ve never set up service reports in HubSpot before, start with _________.

The report builder
The report library
Service analytics
The report customizer

Question 108: Which report(s) do you use to decide which knowledge base articles to write?

True
False

Question 109: What’s the difference between service analytics and the report builder?

Service analytics has out-of-the-box reports; the report builder requires you to build every report from scratch.
The report builder has out-of-the-box reports; service analytics requires you to build every report from scratch.
Service analytics has in-depth reports; the report builder has more generalized reports.
Service analytics is generally for managers; report builder is for reps.

Question 110: A customer portal is a __________.

home base where customers can view, open, and reply to support tickets.
place where customers can open tickets, but not reply to them.
HubSpot account for folks who don’t have paid seats.
place where your customers can buy your products or services.

Introduction to HubSpot Service Hub Software

HubSpot Service Hub is a customer service software designed to help businesses manage and improve their customer support processes. Here’s a quick overview of its key features and benefits:

1. Ticketing System

Centralized Ticketing: Manage all customer inquiries and issues from a unified ticketing system.
Automated Ticket Routing: Automatically assign tickets to the appropriate team or individual based on predefined rules.
Prioritization and Categorization: Classify and prioritize tickets to ensure efficient resolution.

2. Knowledge Base

Self-Service Portal: Create a comprehensive knowledge base where customers can find answers to common questions.
Customizable Articles: Develop and update help articles, FAQs, and tutorials.
Search Functionality: Provide a powerful search feature to help users quickly find relevant information.

3. Live Chat & Chatbots

Real-Time Support: Offer live chat options for immediate customer assistance.
Chatbot Automation: Use chatbots to handle common inquiries and guide users through processes even outside of business hours.

4. Customer Feedback

Surveys and NPS: Collect customer feedback through surveys and Net Promoter Score (NPS) tools to gauge satisfaction and identify areas for improvement.
Feedback Analytics: Analyze feedback to gain insights into customer experiences and service performance.

5. Reporting and Analytics

Performance Dashboards: Track key metrics such as ticket volume, response times, and resolution rates.
Custom Reports: Create custom reports to measure service team performance and identify trends.

6. Integration

CRM Integration: Seamlessly integrate with HubSpot CRM to provide context and enhance customer interactions.
Third-Party Apps: Connect with various third-party applications for additional functionality.

7. Automation and Workflows

Workflow Automation: Automate repetitive tasks and processes, such as ticket assignments and follow-ups.
Service Level Agreements (SLAs): Set up SLAs to ensure timely responses and resolutions.

8. Collaboration Tools

Internal Notes and Comments: Share information and collaborate with team members directly within tickets.
Shared Views: Create shared views and dashboards to enhance team collaboration and transparency.

9. Multichannel Support

Email, Social Media, and More: Manage customer interactions across various channels, including email and social media platforms.

10. Customization

Tailored Solutions: Customize the software to fit your specific business needs, including custom ticket fields and workflows.

HubSpot Service Hub aims to enhance customer service efficiency, improve customer satisfaction, and streamline support operations.

July 26, 2024 0 comment

Certification

Integrating With HubSpot I: Foundations Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

Integrating With HubSpot I: Foundations Certification Exam Answers

Question 1: What is the key difference between a one-to-one integration and a one-to-many integration?

One-to-many integrations only work in a single account, while one-to-many integrations work in several accounts.
One-to-one integrations only work in a single account, while one-to-many integrations work in several accounts.
One-to-one integrations use OAuth authentication, while one-to-many integrations use private app authentication.
One-to-many integrations don’t require any form of authentication, while one-to-one integrations use private app authentication.

Question 2: What is a commonality of one-to-one and one-to-many integrations?

One-to-one and one-to-many integrations both need OAuth authorization to work.
One-to-one and one-to-many integrations can both be sold on the HubSpot Marketplace.
One-to-one and one-to-many integrations can both be used on multiple HubSpot accounts.
One-to-one and one-to-many integrations both need authentication to work.

Question 3: Which of the following statements about private apps is NOT true?

Private apps are built inside your HubSpot account.
Private apps are scope-limited, meaning they can only access specific parts of a HubSpot account.
Private apps are a more secure authentication method than API keys.
Private apps can be used in one-to-many integrations.

Question 4: A customer wants to help their sales team generate new deals through email, which is their primary form of communication with potential customers. They’re evaluating whether they should build a custom solution. What’s the first question you should answer to help them determine next steps?

What problem is this integration aiming to solve?
What type of integration will you need to build?
What part of the HubSpot platform are you trying to integrate with?
What tier of HubSpot accounts does your user or company currently have?

Question 5: What does the acronym CRUD stand for?

Clean, Reduce, Unload, Defer
Computer, Router, USB, Disk
Create, Read, Update, Delete
Command, Return, U-Key, Delete

Question 6: Select all that apply. What are the different HubSpot account types that developers can use?

Test account
Developer sandbox account
CMS sandbox account
Standard sandbox account

Question 7: Which of the following is NOT a feature of a test account?

They function just like a regular customer account.
They expire after 60 days and you can’t renew them.
They have Enterprise-level Marketing, Sales, Service, and CMS Hubs with some limitations.
You can add contacts, send emails, and create workflows inside them.

Question 8: True or false? Most HubSpot API endpoints are public and can be accessed using client-side JavaScript.

True
False

Question 9: Which of the following is a good use case for using the Webhooks API?

The customer wants to receive a notification every time a deal moves to a new stage in the pipeline.
The customer wants to add a new event to a contact record’s page.
The customer wants to delete duplicate contact records.
The customer wants to track when a website visitor visits a password-protected webpage.

Question 10: Fill in the blank: CREATE is to POST as UPDATE is to ____.

UPLOAD
PATCH
REPAIR
CHANGE

Question 11: When starting a new development project, what’s the biggest benefit to visiting the HubSpot Marketplace as your first step?

You can find a pre-built integration that meets your customer’s requests instead of having to build one out from scratch, saving time and money.
You can use the App Marketplace to get ideas for what types of integration you should build, sparking an idea for a new integration.
You can download a pre-built integration to your testing environment to understand how it functions, helping you structure your own.
You can use it to research what integrations don’t currently exist, finding a niche in the Marketplace.

Question 12: True or false? Developers can add associations to custom objects and standard CRM objects.

True
False

Question 13: A customer wants to update a custom object’s associations to be associated with the company object. How should they go about it doing this from the UI, without making a call to the API?

Build a custom integration that’ll allow them to make the association with a single click.
Add a new association directly on the custom object list view.
Update the associations of the custom object in the Data Management section in Settings.
None of the above. You can only associate custom objects with other object types through an API call.

Question 14: Why are the standard CRM objects closely aligned?

Because these objects need one another to make sense, such as having a contact associated with a deal.
Because these objects have very similar properties.
Because these objects can’t function independently of each other.
Because these objects are always created by the same user.

Question 15: What is the importance of an entity relationship diagram?

It clearly defines the maximum and minimum number of associations between contacts and tickets objects.
It clearly defines the maximum and minimum number of associations between contacts and companies objects.
It clearly defines the maximum and minimum number of associations between contacts and custom objects.
It clearly defines the maximum and minimum number of associations between object types.

Question 16: What is the importance of an object type’s unique ID?

You need the unique ID to access associated objects.
You need the unique ID to add to your API endpoint.
You need the unique ID to create new records.
You the need unique ID to create new timeline events.

Question 17: How many company records can an individual engagement object, such as an email, be associated with?

Either zero or one
Always exactly one
Many companies
There can’t be associations between an email and a company record

Question 18: When making an API call to a standard object, what query parameter must you append to get connected contact records?

?properties=contacts
?archived=TRUE
?associations=contacts
?after=contacts

Question 19: True or false? You would have to make another call to the contacts endpoint to get more information on the contacts associated with a company.

True
False

Question 20: Which of the following is a drawback to how API calls return associated contacts object data?

The call only returns the record ID property of the associated contacts and not any human-readable data.
The call only returns the email property of the associated contacts and not the contact’s business address.
The call only returns the first name of the associated contacts and not the last name.
The call only returns the last name of the associated contacts and not the first name.

Question 21: True or false? In most situations, you’ll want to create a one-way bridge to dictate the flow of information between your integrations.

True
False

Question 22: What does delegated authorization mean?

It delegates the kind of authorization the user can use with the app, giving them the ability to update it as needed.
It creates a three-way bond between a user and two different apps, allowing apps to interact with each other and give the user a seamless experience.
It splits authorization between read and write, so that some users can only read and others can only write.
It creates a one-way bridge between a user and two different apps, so only the user can interact with both, but the two apps can’t interact with each other.

Question 23: Which of the following is an example of how you interact with OAuth on a daily basis?

You sign into Facebook by tapping a message in your Facebook mobile app.
You sign into a shopping site with your Google login information.
You sign into your email by receiving a 6-digit code through text message.
You scan a QR code from your WhatsApp mobile app to log into WhatsApp on your computer.

Question 24: True or false? The OAuth endpoint expects the form/urlencoded format instead of JSON.

True
False

Question 25: What is the purpose of an .env file?

To keep secret keys outside of source code, which often live in online code repositories
To set how the environment of the integration is structured
To configure automated actions in online code repositories
To host your JSON configurables

Question 26: What must you first obtain and then add to your OAuth flow (once the authorization expires)?

To keep secret keys outside of source code, which often live in online code repositories
To set how the environment of the integration is structured
To configure automated actions in online code repositories
To host your JSON configurables

Question 27: When working with a private app, you receive the error 403. How would you go about rectifying this error?

Update the scopes in your private app scope settings.
Update the access token in your integration.
Update from using a private app to an OAuth flow.
Create a new private app with different scopes.

Question 28: When expiring your private app access tokens, how much of a time buffer can you set before the private app token is rotated?

Three days
Five days
Seven days
Nine days

Question 29: Select all that apply. Which of the following are the different ways you can filter the private app API call logs?

Response code
HTTP method
Date period
CRM object type

Question 30: You want to build a private app that can create new custom objects. What scope would you need to give this private app access to?

crm. objects. custom
crm. schema. custom
crm. schema. objects
crm. objects. owners

Question 31: What are the two things you need to pass along to the axios .get method?

The body object and the data format
The API endpoint URL and the body object
The headers object and the data format
The API endpoint URL and the headers object

Question 32: How can you find the API version number for the call you’re using?

The version number can be swapped out by using a query parameter
The version number is embedded in the API endpoint URL, such as v1 or v3.
The version number is embedded in the base URL, such as api. v1. hubapi or api. v3. hubapi.
The version number can only be found in the response body of a successful call.

Question 33: True or false? Most HubSpot APIs require you to use either OAuth or private app for authentication.

True
False

Question 34: What is the main purpose of an API rate limit?

To protect the stability of your personal HubSpot account
To keep bad actors from stealing data
To ensure every user has a quality experience with the system
To help developers build lean code

Question 35: What is the main benefit of the HubSpot developer changelog?

It helps you create new App Marketplace integrations.
It allows you to update your HubSpot account with new features.
It shares updates to the HubSpot product in a single place.
It gives you a consolidated view of your HubSpot developer account.

Question 36: Fill in the blank: Apps using OAuth are subject to a limit of ____ requests every 10 seconds.

100
200
300
400

Question 37: Which API has a special limit of four requests per second per authentication token?

The Webhook API
The CRM API
The Search API
The Conversations API

Question 38: What is the maximum number of private apps you can create in one account?

Question 39: Which of the following is NOT a benefit of using a Batch API endpoint?

You can consolidate the number of similar calls you make.
You can better work with time-sensitive data so that they’re updated faster.
You can complete multiple tasks in one call, such as updating records.
You can reduce the chances of receiving 429 errors.

Question 40: A customer wants a ticket’s data called on a certain web page to also be available in other parts of the integration. What could you do to ensure you’re not making too many of the same calls to the API?

Cache the data on the first call and then grab the data from the cache on subsequent uses.
Use a batch API to call the data multiple times with one endpoint.
Write an automation with a webhook API that’ll call the data on subsequent uses.
Restrict the data to only appear on certain web pages.

Question 41: How does a webhook differ from a traditional API call?

Webhooks have an API limit of four calls per second per authentication method.
Webhooks only complete an action once the stated event occurs.
Webhooks can only be used in a private app.
Webhooks always return 200 successful response codes.

Question 42: True or false? You can list an integration that receives error responses 7% of the time.

True
False

Question 43: What is the best strategy to avoid receiving 400-level errors?

Routinely clean your account data.
Rotate your access tokens every 60 days.
Ensure your integration has the correct scopes.
Ensure your integration has the correct access token.

Question 44: Which of the following resources would be best to use if you wanted to crowdsource a development question you have?

HubSpot developer YouTube channel
HubSpot developer documentation
HubSpot Academy
HubSpot developer community

Question 45: Why is it best practice to add a delay between automatic, repeated API calls?

It ensures another call won’t happen if the first call isn’t successful.
It lessens the chance you’ll receive 404 errors.
It lessens the chance you’ll receive 5xx temporarily overloaded errors.
It keeps your integration running faster.

Question 46: What is the key difference between 400- and 500-level errors?

400-level errors are usually a user error. 500-level errors are usually with the cloud.
400-level errors are usually with the service you’re calling. 500-level errors are usually with the integration itself.
400-level errors are usually within the integration itself. 500-level errors are usually with the service you’re calling.
400-level errors are usually with the cloud. 500-level errors are usually a user error.

Question 47: True or false? You can use the dev docs to make test calls to the API.

True
False

Question 48: When would you likely receive a 477 error?

If you had incorrect permissions.
If you were going over your rate limit.
If you were migrating your Hub to an EU hublet.
If you had incorrect scopes.

Question 49: Where would you submit a question regarding a JavaScript error you received within the HubSpot developer Slack?

#api
#javascript
#general
#local-development

Question 50: Fill in the blank: For an integration, the single required parameter is _____.

a property
authentication
limit
after

Question 51: Why is it recommended to use Axios when making HTTP requests?

Your HTTP requests fail less often.
Your HTTP requests are made faster.
All developers use it.
The syntax clearly states what types of requests are being made.

Question 52: True or false? Using a try/catch is recommended in case the API call fails.

True
False

Question 53: What is the difference between a 200 response and a 201 response?

200 generally applies to POST calls, while 201 generally applies to GET calls.
200 generally applies to GET calls, while 201 generally applies to POST calls.
200 generally applies to improperly scoped calls, while 201 generally applies to rejected calls.
200 generally applies to rejected calls, while 201 generally applies to improperly gated calls.

Question 54: Select all that apply. What are some of the query parameters for standard CRM objects.

associations
propertiesWithHistory
events
after

Question 55: What is the purpose of a pug template?

To more easily use CSS in your Node app
To template out HTML code
To more easily create HTML code that uses the data from the server-side
To more easily use JavaScript on the front-end of a Node app

Question 56: A bike repair shop customer wants to make it easier for their repair technicians to alert customers when a job has been completed. Their repair technicians are busy and don’t have time to send individual messages to their customers. Which of the following is the fastest, easiest potential solution you could offer?

Set up an automated email workflow that triggers when the ticket is completed.
Build a mobile app that sends their customers alert messages when the repair technicians have finished the job.
Use the emails and tickets APIs to build an integration that auto-sends emails upon ticket completion.
Use the Webhooks API to send an alert to their customer on their website.

Question 57: True or false? You must build a Node app to test API calls.

True
False

Question 58: Fill in the blank: const headers = { Authorization: `Bearer ${private_app_token} ‘Content-Type: ______ }

application/json
application/xml
multipart/form-data
application/x-www-form-urlencoded

Question 59: Which of the following is the correct API endpoint for calling the Companies API?

/Companies
/crm/v3/objects/companies
/crm/v1/objects/companies
/crm/companies

Question 60: Which of the following is a key reason you should use node packages when building a basic Node app?

Node packages allow you to use pre-built code for specific functionalities of your integration.
Node packages allow you to re-write basic JavaScript commands to be more complex.
Node packages allow you to write your code more quickly.
Node packages allow you to package your own code into one index.js file.

Question 61: What is the purpose of using OAuth in a one-to-many integration?

To allow only a single user to authenticate with the integration.
To allow multiple different users to authenticate with the integration.
To give multiple users access to the integration indefinitely.
To allow only super admins access to the integration.

Question 62: What is NOT a key benefit of the HubSpot APIs being RESTful APIs?

The HubSpot APIs follow the same set of architectural constraints that other API systems use.
The HubSpot APIs are lightweight, because they rely on the HTTP standard and are platform-agnostic.
The HubSpot APIs connect the server-side to the client-side, so they are never independent of one another.
The HubSpot APIs are easily scalable to add new endpoints and features for developers.

Question 63: What HTTP method would you use if you wanted to read the tickets data from a HubSpot account?

GATHER method
PULL method
GET method
PATCH method

Question 64: Select all that apply. Which of the following is a difference in the way developers and users interact with the CRM?

Developers focus on the object API endpoints, while customers focus on the object records.
Developers use batch calls for large amounts of data, while users use the Import GUI.
Developers can use GraphQL to call CRM data in an email or webpage, while users can use personalization tokens.
Developers can delete CRM content using the HubSpot CLI, while users can delete from the object list view.

Question 65: Select all that apply. What is the purpose of having a pipeline view for deals and tickets?

To more quickly drag and drop records into a new part of the pipeline.
To visually see the current stage of the pipeline record.
To more quickly update a record’s owner.
To more easily know how many records are in each pipeline.

Question 66: True or false? A timeline event can be associated with zero contacts.

True
False

Question 67: Where can you find pre-built Postman collections to view and test API calls?

The HubSpot developer Slack
Within your HubSpot account
The HubSpot developer community
The HubSpot developer documentation

Question 68: Fill in the blank: There can be many timeline events associated with a contact, but a timeline event cannot be associated with ____ contacts.

the oldest
North American
zero
archived

Question 69: Which of the following is NOT a benefit of using OAuth as your authentication flow?

It adds more complexity to the integration’s authentication.
It allows an application to be portable.
It can be created inside of single HubSpot accounts.
It allows you to list your integration on the App Marketplace.

Question 70: What must the user do to authenticate with OAuth?

Use a refresh token every few hours, so their app re-establishes a connection with their HubSpot account.
Submit a temporary authorization code for the integration to access their HubSpot account.
The user is given an access token they must use whenever they make an API call.
None of the above. The user only has to read the first authorization screen and permit or deny the integration from accessing their HubSpot account. The rest happens in the backend.

Question 71: Fill in the blank: HubSpot API rate limits vary by authentication method and _____.

product tier
user permission type
number of sales employees
public beta status

Question 72: What is the key benefit of using a webhook call in a workflow?

They’re counted as one request for every three calls.
They’re available to all Marketing Hub product tiers.
They’re faster than traditional API calls.
They don’t count toward the API rate limit.

Question 73: What type of HTTP method is a batch API call?

GET
PATCH
POST
DELETE

Question 74: Which of the following is NOT a benefit of using the dev docs?

You can copy and paste code snippets.
You can directly submit questions to other developers.
You can make test calls.
You can download Postman collections.

Question 75: Fill in the blank: HubSpot API errors are structured to be ______, but it’ll also be helpful for you to recognize some common error response codes when troubleshooting.

succinct
human-readable
foolproof
legible

Question 76: A customer has a lot of inbox conversations coming in each day for their service reps. Their reps can sometimes miss questions because of how full it gets. They mainly work in Slack and would prefer if they could answer their customers’ questions without leaving that app. What part of the dev docs could help you create this connection point?

The Webhooks section
The Conversations section
The Automation sections
The Marketing sections

Question 77: What is NOT one of the benefits of the HubSpot developer community?

You can find other developers with the same issues as you and what resolved it.
You can participate in an Ask Me Anything (AMA) to learn from the community.
You can post your own issues to crowdsource resolutions.
You can get an overview of a specific API.

Question 78: How can you set up the idProperty to use a unique parameter, such as an email address, other than the contact record’s ID number?

Use “idProperty=email”
Use “idProperty=email@email.com”
Use “idProperty=firstNameLastName”
Use “idProperty=property”

Question 79: Which of the following is needed to call a custom property in your integration?

The custom property’s ID
The custom property’s value
The custom property’s internal name
The custom property’s property type

Question 80: What is the main purpose of a developer account?

To create and support CMS Hub-based websites
To manage CRM data and generate leads
To write server-side code and create new databases
To create and manage apps and test accounts

Question 81: A customer wants to create an internal integration that’ll assign a contact directly to a chosen workflow. What type of integration would this be and what type of authentication method would you use?

One-to-many, OAuth
One-to-one, OAuth
One-to-many, Private app
One-to-one, Private app

Question 82: True or false? You must have a Professional or higher HubSpot account to purchase the API Add-on.

True
False

Question 83: Select all that apply. What are the benefits of having an app monitoring tool in your HubSpot account?

You can track how much of your daily usage you’ve used.
You can access the specific response codes you received with each call.
You can expire your access token if you find any suspicious behavior in the call logs.
You can re-try a call that received an error.

Question 84: What is the most common cause of a 404 error?

The data has been migrated to a new server.
Your access token is outdated.
You have an improperly scoped authentication method.
The data is either deleted or archived.

Question 85: Select all that apply. Which of the following topics can be found on the API-side of the dev docs?

CRM
Analytics & Events
Webhooks
Data-Driven Content

Question 86: When creating a new object record, how is the new data sent along?

In a headers object
In a body object
In the query parameters
In a pug template

Question 87: Select all that apply. Which of the following is a benefit of using a promise when working with APIs in a Node App?

Promises allow you to run code asynchronously.
Promises make sure you only render the results once a value is returned.
Promises allow you to pass callbacks into a function.
Promises allow you to chain callbacks together.

Question 88: In the HubSpot UI, where can you find the other objects associated to an individual contact record?

In the left-hand corner of an individual contact record
In the contacts list view
In the right-hand column of an individual contact record page
In the center column of an individual contact record

Question 89: What account permission level is required to create private apps?

Marketing team access
Super admin access
Developer Operations access
Sales team access

Question 90: What is the main difference between the dev docs and the knowledge base (KB)?

The dev docs are written with developers in mind, while the KB is written with end-users in mind.
The dev docs are written with end-users in mind, while the KB is written with developers in mind.
The dev docs have no code snippets, while the KB does.
The dev docs have screenshot-based tutorials, while the KB only lists what features are available to you.

Question 91: Which of the following is NOT a way to keep your access token safe?

Rotate your access tokens every six months
Store access tokens in an .env file
Keep your access tokens in a GitHub repository
Routinely check call logs for any suspicious activity

Introduction to Integrating With HubSpot I: Foundations

Integrating with HubSpot can be a great way to streamline your marketing, sales, and customer service processes. Here’s a foundational guide to help you get started:

1. Understand HubSpot’s Core Features

Before diving into integration, familiarize yourself with HubSpot’s main features:

CRM (Customer Relationship Management): Manages customer interactions and stores contact information.
Marketing Hub: Tools for email marketing, social media, content management, and analytics.
Sales Hub: Features for managing sales pipelines, automating tasks, and tracking deals.
Service Hub: Tools for customer support, ticketing, and knowledge base management.

2. Determine Your Integration Needs

Identify what you want to achieve with the integration. Common goals include:

Syncing Data: Ensure contact, lead, and deal information is consistent across systems.
Automating Workflows: Trigger actions in HubSpot based on activities in other systems.
Improving Reporting: Combine data from multiple sources for better insights.

3. Choose the Right Integration Method

There are a few ways to integrate with HubSpot:

Native Integrations: HubSpot offers many pre-built integrations with popular tools (e.g., Gmail, Slack, Salesforce).
API Integrations: For custom needs, use HubSpot’s API to connect with other applications. HubSpot provides RESTful APIs for various functionalities.
Third-Party Integration Platforms: Tools like Zapier or Integromat (now Make) allow for easy integration without coding.

4. Setting Up Native Integrations

For native integrations:

Navigate to HubSpot’s App Marketplace: Go to your HubSpot account, click on the marketplace icon (usually found in the top right corner), and search for the application you want to integrate.
Install the Integration: Follow the instructions to connect HubSpot with the third-party tool.
Configure Settings: Customize the integration settings to meet your needs. This might include mapping fields, setting up syncing rules, or configuring triggers.

5. Using HubSpot APIs for Custom Integrations

For custom integrations using HubSpot’s API:

Get API Key: In HubSpot, navigate to Settings > Integrations > API Key and generate a new API key.
Review API Documentation: HubSpot’s API documentation (available on their developers’ site) provides detailed information on endpoints, authentication, and data formats.
Develop Integration: Use the API to interact with HubSpot data. For example, you can use endpoints to create or update contacts, manage deals, or fetch analytics data.
Test Thoroughly: Ensure that your integration works as expected and handles errors gracefully.

6. Using Integration Platforms

For integrations via platforms like Zapier:

Create an Account: Sign up for an account on the integration platform.
Set Up a New Zap (or Scenario): Choose HubSpot as one of your apps and select the trigger and action events you want to use.
Configure Triggers and Actions: Define what should happen in HubSpot based on events in other apps (e.g., create a contact in HubSpot when a new lead is added in another CRM).
Test the Integration: Verify that the automation performs as expected and adjust as needed.

7. Monitor and Maintain

After setting up your integration:

Monitor Performance: Check if the integration is functioning correctly and meets your needs.
Update as Necessary: Adjust configurations or update your integration if either HubSpot or the integrated tool changes.
Handle Issues: Address any errors or discrepancies promptly to ensure smooth operation.

8. Leverage HubSpot’s Resources

HubSpot offers extensive resources, including:

Knowledge Base: Articles and guides on using HubSpot and its integrations.
Community Forums: Engage with other HubSpot users and experts.
Support: Reach out to HubSpot’s support team for help with complex issues.

By following these steps, you can effectively integrate with HubSpot and leverage its powerful features to enhance your business processes.

July 26, 2024 0 comment

Certification

HubSpot CMS for Developers II Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot CMS for Developers II Certification Exam Answers

Question 1: Creating a form that can be completed and submitted using the keyboard only adheres to which WCAG principle?

Robustness
Perceivability
Understandability
Operability

Question 2: Creating a user interface that is consistent across pages adheres to which WCAG principle?

Perceivability
Operability
Understandability
Robustness

Question 3: To make it easier for individuals using assistive technology to navigate your page, use _________ to organize the page’s content.

sufficient color contrast
non-semantic elements
landmarks
alternative text

Question 4: Fill in the blank: Use a _________ class to hide elements visually while keeping them accessible to screen readers.

h4
sr-only
header
form-label

Question 5: The WCAG are broadly divided into four principles. Which of the following is NOT one of those principles?

Operable
Perceivable
Comprehensible
Understandable

Question 6: True or false? Every element should have alternative text.

True
False

Question 7: True or false? If your website doesn’t have automatically detectable accessibility issues, it might still have accessibility barriers.

True
False

Question 8: Select all that apply. What are some web accessibility best practices you should account for near the beginning of a project?

Creating large enough clickable areas in prototypes
Designing copy and buttons with sufficient color contrast
Testing all of your project’s custom modules for accessibility
Being thoughtful about the tab order of your site

Question 9: Select all that apply. When performing manual keyboard testing on your page, what should you check for?

That the appropriate elements receive focus
That images have alternative text
That focused elements have an outline or other visual indicator so they can be easily identified
That the tab order makes intuitive sense

Question 10: Select all that apply. Which of the following are HTML semantic elements?

span
main
header
nav

Question 11: Select all that apply. Which of the following is an example of a web accessibility optimization that also benefits most of your users?

Using generic link text like “click here”
Using sufficient color contrast between foreground text and the background
Removing the outline from focused elements
Developing a well-organized user interface

Question 12: Which of the following is NOT a common accessibility error found on web pages?

Missing h4 elements
Missing form input labels
Missing alternative text for images
Low contrast text

Question 13: Which of the following is NOT a web accessibility best practice?

Including a skip to content link
Removing the outline from focused elements using CSS
Using landmark elements
Including labels for form inputs

Question 14: Which of the following is NOT an element of manual accessibility testing?

Using a browser extension to audit your page
Keyboard testing
Zooming in on your page using the browser’s native zooming feature
Screen reader testing

Question 15: Select all that apply. Which of the following make page navigation more efficient for those using assistive technology?

A skip to content link
A valid heading hierarchy
Landmarks
Including labels for form controls

Question 16: Writing valid HTML adheres to which WCAG principle?

Perceivability
Operability
Understandability
Robustness

Question 17: Consider this scenario: You are loading a script (script 1) on your page which two other scripts rely on to function (scripts 2 and 3). All of these scripts can be safely executed after construction of the DOM. Which of the following approaches would work when loading these scripts? Select all that apply.

Load all of the scripts asynchrously so they don’t block DOM construction while the browser fetches them, but make sure to include script 1 first in the HTML.
Load script 1 normally (without an async or defer) attribute and load scripts 2 and 3 with the defer attribute.
Load all 3 scripts with the defer attribute, making sure to include script 1 first in the HTML.
It doesn’t matter. The scripts can be executed in any order.

Question 18: Fill in the blank: _____________ refers to how long it takes the browser to take your site’s files and paint the pixels to the page.

Loading performance
First Input Delay
Time to Interactive
Rendering performance

Question 19: Fill in the blank: Adding width and height attributes to images helps reduce _________________.

First Input Delay
Total Blocking Time
Cumulative Layout Shift
Time to Interactive

Question 20: The ____________ is the browser’s representation of the page’s styles.

First Contentful Paint
DOM
render tree
CSSOM

Question 21: Fill in the blank: The ___________ is a combination of both the DOM and CSSOM.

render tree
Largest Contentful Paint
Cumulative Layout Shift
Critical Rendering Path

Question 22: Fill in the blank. Defer loading of non-critical CSS by adding ______ as an argument in your require_css function call.

{defer: true}
{position: footer}
{type: defer}
{async: true}

Question 23: Fill in the blank. Many browsers support native image lazy-loading using the _________ attribute.

defer
async
preload
loading

Question 24: Fill in the blank. To provide a good user experience, a Largest Contentful Paint of ___________ or less is recommended.

3 seconds
5 seconds
2.5 seconds
1 second

Question 25: If your site has consistently poor Total Blocking Time scores, which approach should you take to improve this metric?

Remove all videos from your site that are 1MB or larger
Optimize images and use srcset and sizes attributes to provide the browser multiple image options depending on the user’s device
Self-host fonts instead of fetching them from a third party
Reduce the total amount of JavaScript loaded on your site while also efficiently loading the site’s JavaScript

Question 26: Select all that apply. What can you do to optimize images within a custom module?

Set the image’s loading attribute to “lazy,” by default
Add width and height attributes to the image
Use the resize_image_url function to resize the image
Use srcset and sizes attributes

Question 27: What is Largest Contentful Paint?

A measure of how long it takes the browser to load and render the largest element visible in the viewport
A measure of how long it takes the browser to render the first piece of DOM content after a user navigates to your page
A measure of visual stability
Both A & C

Question 28: Select all that apply. Which of the following are Core Web Vitals?

Total Blocking Time
First Input Delay
First Contentful Paint
Cumulative Layout Shift

Question 29: Which of the following is most likely to block page interactivity?

Inline CSS
Large video files
Unoptimized images
Heavy JavaScript execution

Question 30: Fill in the blank: Use the ________ statement to use the same base template across multiple page templates.

include
extends
set
require_html

Question 31: Select all that apply. How can you help content creators more easily work with modules?

Use a description of the elements in the module to name it
Include help text that describes the module
Name a module using its purpose (e.g., “Sign up module”)
Include default content for required module fields

Question 32: In the CMS Boilerplate, what is the filename of the common template used as the foundation for all page templates?

layout.html
index.html
home.html
base.html

Question 33: True or false? You can add a brand setting token to a theme’s fields.json file to allow content editors to edit its value.

True
False

Question 34: What would you use to access the tertiary brand color in a theme’s fields.json file?

brandSettings.colors[2]
brandSettings.TertiaryColor
brandSettings.colors[3]
brandSettings.tertiaryColor

Question 35: Select all that apply. Where can you access a brand color that you’ve set in the account’s brand settings?

Within an HTML + HubL file
Within a CSS + HubL file
Within a module’s fields.json file
Within a theme’s fields.json file

Question 36: Select all that apply. Where can you access a brand logo that you’ve set in your account’s brand settings?

Within HTML + HubL files
Within CSS + HubL files
Within a module’s fields.json file
Within a theme’s fields.json file

Question 37: Which file does the CMS Boilerplate use to apply the styles set in the theme’s settings?

main.css
fields.css
theme-overrides.css
_layout.css

Question 38: Select all that apply. Which of the following fields should you include in your theme’s fields.json file?

Color and font controls for forms
Global color fields
Global font fields
Color and font controls for buttons

Question 39: Select all that apply. Which of the following best describes modules?

Good for reorganizing into custom layouts
Atomic
Span less than the full width of the page
Full-width, fixed layout elements

Question 40: Which of the following is NOT a system template?

Email subscription preferences page
Search results page
Blog preferences page
Error page

Question 41: Which of the following is NOT a valid brand logo attribute?

brandSettings.primaryLogo.alt
brandSettings.primaryLogo.url
brandSettings.primaryLogo. width
brandSettings.primaryLogo.src

Question 42: Which of the following section template annotations will help a content editor easily visualize a section in the page editor?

label
description
templateType
screenshotPath

Question 43: Which of the following would be NOT be an appropriate class name to use in a theme called “Blue Horizons”?

bh-button
blue-horizons-header
button
bh-header

Question 44: Select all that apply. Which style fields have a generated .css property?

Border
Gradient
Width
Background image

Question 45: Within a module, where should you place instance-specific styles?

Within the module.css portion of the module
Within the module.html portion of the module
Within the module.js portion of the module
Within the module’s meta.json file

Question 46: Fill in the blank: Google recommends a font size of at least _______ on at least 60% of the text on your page.

14px
16px
12px
18px

Question 47: Fill in the blank: Google recommends that tap targets should be at least ___________ apart from each other.

8px
10px
12px
16px

Question 48: Fill in the blank: Google’s main crawler is known as __________.

Google Spider
Searchbot
the Google Crawler
Googlebot

Question 49: Fill in the blank: If you want a page’s new URL to appear in search results, use _____________.

a temporary redirect
structured data
a permanent redirect
your website’s sitemap

Question 50: Fill in the blank: Google displays structured data in SERPs as _________.

featured snippets
a blog post schema
a featured image
rich results

Question 51: Fill in the blank: The primary function of a robots.txt file is_______________.

to prevent pages from appearing in search results
to tell search engines about which of your site’s pages you’d like them to crawl
to prevent your site from being overloaded with requests by crawlers
to control exactly which pages appear in search results

Question 52: Fill in the blank: Your page must undergo_________, in order for Google to view any JavaScript-generated content.

rendering
indexing
ranking
crawling

Question 53: Fill in the blank. If you want a page that’s temporarily down to still appear in search results for some time, use _____________.

a permanent redirect
your site’s robots.txt file
the noindex meta tag
a temporary redirect

Question 54: Select all that apply: In order to account for mobile-first indexing, you should:

Create a mobile-friendly website.
Use the same content on your mobile site as your desktop site.
Maintain separate and different versions of your mobile and desktop sites.
Use the same meta tags on both the desktop and mobile versions of your site.

Question 55: Select all that apply. What can you use sitemaps for?

To stop content from being crawled and indexed
To tell search engines about what pages and files you think are important on your site
To help search engines find and understand media content and news articles
To control what pages, appear in search results and the order in which they appear

Question 56: What effect will this line in robots.txt have on Google’s crawling behavior? # Disallow: /

It will disallow crawling of every page and resource on the site
It will disallow crawling of the home page only
It will allow crawling of the home page only
It will not have any effect on crawling

Question 57: Select all that apply. What is a canonical URL?

Something that’s useful if you have a single page accessible by multiple URLs
The URL to the duplicate version of a main pillar page
The URL to the version of a page that should be crawled and indexed
Something that’s useful if you have multiple pages with similar content

Question 58: What is the recommended format for adding structured data to pages?

JSON
Microdata
JSON-LD
RDFa

Question 59: Select all that apply. When might you use a redirect?

When moving your site to a new domain
When you’ve moved a page to a new URL
When you have multiple URLs for your site
When you need to prevent a page from appearing in search results

Question 60: Select all that apply. Which of the following will prevent a page from appearing in Google’s search results?

Adding a noindex meta tag to the page
Disallowing crawling of the page in robots.txt
Password-protecting the page
Omitting the page’s meta title and description

Question 61: A skip to content link should skip to which landmark element on the page?

nav
main
header
section

Question 62: Providing text alternatives for non-text content adheres to which WCAG principle?

Perceivability
Operability
Understandability
Robustness

Question 63: True or false? Automated testing is sufficient to test for appropriate use of alternative text.

True
False

Question 64: True or false? Part of making a form input accessible is including include a label for the input.

True
False

Question 65: Select all that apply. Which elements should receive focus as you tab through a web page?

button elements
anchor elements
h1 elements
input elements

Question 66: Consider the line of code below. If you were to load a script in this way, what would be the result? {{ require_js(get_asset_url(“./path/to/file.js”), { async: true }) }}

The script would be added to the head of the document with an async attribute.
The script would be added before the closing body tag with a defer attribute.
The script would be added to the head of the document with a defer attribute.
The script would be added before the closing body tag with an async attribute.

Question 67: Fill in the blank: _______ is the process through which all unnecessary characters are removed from a file.

Minification
Fetching
Caching
Deferring

Question 68: Fill in the blank: Add the ________ attribute to your script to tell the browser to execute it after construction of the DOM.

defer
preload
async
integrity

Question 69: Select all that apply. Which of the following are examples of render-blocking resources?

CSS files
Large video files
Font files
JavaScript files

Question 70: Select all that apply. What is Cumulative Layout Shift?

A Core Web Vital
A measure of loading performance
A measure of interactivity
A measure of visual stability

Question 71: Select all that apply. What is First Input Delay?

A measure of interactivity
Another term for Time to Interactive
A measure of loading performance
A Core Web Vital

Question 72: What is the first step of the Critical Rendering Path?

Construction of the CSSOM
Parsing of the HTML and construction of the DOM
Calculating the position and styles of each element
Sending a GET request to the server for the page’s HTML

Question 73: Which HubL function can you use to control the size of the images that appear on your website?

require_js
resize_image_url
require_css
get_asset_url

Question 74: Fill in the blank: Use the __________ tag to include multiple CSS partial files within a single CSS file.

include
require_css
scope_css
extends

Question 75: Fill in the blank: When a boolean field controls a major layout change, use a _________.

field group
checkbox
content field
toggle switch

Question 76: True or false? All themes must contain at least 10 section templates.

True
False

Question 77: Select all that apply. When should you create a section template instead of a module?

When you want to create a fixed layout page area for content editors to use
When you have multiple page elements organized in a specific layout
When you want to provide maximum flexibility to content editors
When you want to create a full-width page area

Question 78: Select all that apply. Which of the following module elements would be a good candidate for a style field?

Text color
An image with alternative text
A button links
A background images

Question 79: Select all that apply. When it comes to SEO, developers are usually responsible for:

Some elements of technical SEO.
Some elements of off-page SEO.
Some elements of on-page SEO.
Implementing structured data.

Question 80: True or false: Using structured data guarantees that Google will make a rich snippet for your page.

True
False

Question 81: Select all that apply. Which of the following are good examples of descriptive link text?

View our course catalog
Learn more
Fill out our contact form
Click here

Question 82: Scenario: Your colleague has told you that they’d like a landing page to not appear in search results. You notice that this landing page URL is already disallowed in robots.txt. What should you do to guarantee the page doesn’t appear in Google’s search results?

Add a noindex meta tag to the page
Remove the page’s URL from the robots.txt file and add a noindex meta tag to the page
Nothing. Because the page URL is already disallowed in robots.txt, it can never appear in Google’s search results
Remove the meta title and description from the page so that Google can’t display it in SERPs.

Question 83: True or false? Comprehensive knowledge of the WCAG is necessary before beginning to implement web accessibility best practices.

True
False

Question 84: What is the final step of the Critical Rendering Path?

Layout
Paint
Interactivity
Construction of the render tree

Question 85: Which of the following is NOT a step in the Critical Rendering Path?

Paint
Layout
Creation of the render tree
First Input Delay

Question 86: True or false? Sections provide a built-in way to set a background image.

True
False

Question 87: A ____________ status code indicates a temporary redirect.

200
301
302
404

Question 88: Fill in the blank: Sitemaps are _______ files that provide search engines information about the structure of your site.

HTML
JSON-LD
JavaScript
XML

Question 89: Which of the following is NOT a component of how a web page ends up in search results?

Rendering
Navigating
Indexing
Crawling

Introduction of HubSpot CMS for Developers II

HubSpot CMS for Developers II is a course aimed at advanced users of HubSpot’s content management system (CMS). If you’re looking to dive deeper into HubSpot CMS development, this course covers more sophisticated techniques and best practices. Here’s a breakdown of what you might expect:

Key Topics:

Advanced Template Development:
- Building complex templates using HubL (HubSpot Markup Language).
- Incorporating custom modules and advanced coding techniques to enhance functionality.
Custom Modules:
- Creating and managing custom modules to fit specific needs.
- Understanding how to utilize HubSpot’s module system to extend the CMS’s capabilities.
API Integration:
- Leveraging HubSpot APIs for custom integrations and functionalities.
- Connecting HubSpot CMS with external applications and services.
Performance Optimization:
- Techniques for improving site speed and performance.
- Best practices for optimizing code and assets.
Advanced Personalization:
- Implementing advanced personalization strategies.
- Using HubSpot’s dynamic content features to tailor user experiences.
Version Control and Deployment:
- Best practices for managing code changes and version control.
- Techniques for deploying updates and managing different environments.
Security Best Practices:
- Ensuring your HubSpot CMS setup is secure.
- Implementing best practices to protect data and maintain site integrity.
Troubleshooting and Debugging:
- Advanced techniques for identifying and fixing issues.
- Using HubSpot’s debugging tools effectively.

Resources for Learning:

HubSpot Academy: Check out HubSpot’s own training resources and documentation for detailed tutorials and best practices.
Developer Community: Engage with the HubSpot developer community for support and shared knowledge.
Documentation: HubSpot’s official documentation provides in-depth information on various aspects of the CMS.

Each of these topics could provide valuable insights and skills for developers looking to leverage the full power of HubSpot’s CMS for building dynamic and engaging websites.

July 26, 2024 0 comment

Certification

HubSpot CMS for Developers Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot CMS for Developers Certification Exam Answers

Question 1: Which of the following is NOT available in the file manager?

File URL
HTML image snippets
Replace button to swap assets
Template and content dependencies

Question 2: Which of the following is NOT an important reason to familiarize yourself with available settings?

Some templates are coded exclusively in settings.
Some settings determine data available in templates.
Code can be added globally in settings.
Web developers should advise content editors on technical aspects.

Question 3: Which of the following statements about menus in HubSpot is FALSE?

Navigation with more than one level is managed in settings.
Simple menus can be edited at the page level.
HubDB can be used to build totally custom menus.
The only way to build a menu is with the menu tool.

Question 4: Which of the following CMS tools is used in CAN-SPAM compliance?

Navigation in settings
Email settings
The replace button in file details
The templates tab in blog settings

Question 5: Which CMS tool would you use to find the file size of a PNG?

Email settings
File manager
Blog editor
Website pages settings

Question 6: Which of the following statements about navigation items is FALSE?

Navigation items can have extra URL parameters.
It is possible to create items without links.
Navigation items are automatically created when editors create a new page and cannot be created elsewhere.

Question 7: Which statement about CSS in modules is TRUE?

CSS rules will have the same effect on the page whether they’re written in the CSS section or the HTML+ HubL section of the module editor.
Module CSS is automatically scoped to modules and will not apply to other elements on a page.
CSS added to the HTML+ HubL section of the module editor will be repeated on the page in every instance of a module.
Modules require custom CSS and cannot be published without it.

Question 8: Which of the following statements about module fields is TRUE?

Modules can contain logic fields.
Modules have 7 available fields.
Math fields allow content editors to use modules for common tasks like long division.
Field groups can only contain fields of the same category.

Question 9: Which of the following statements about modules is FALSE?

Modules can be used to maintain consistency in site functionality.
Modules can be used to add consistency to website maintenance.
Modules can be used to create a more consistent user experience for editors.
None of the above.

Question 10: Which of the following statements does NOT accurately describe HubL?

HubL is a templating language for building assets in the HubSpot CMS.
HubL provides common programming constructs like variables, loops, and conditionals.
HubL is not client side code.
HubL provides state management for single page apps.

Question 11: Which of the following is not included in HubL?

Loops
Macros
Filters
Classes

Question 12: Which of the following statements about HubL module syntax is NOT TRUE?

Basic module syntax is a single line statement.
HubL modules use three curly braces to open and close tags.
HubL modules can be added with a block syntax.
HubL modules use parameters for required and optional module settings.

Question 13: Which of the following is NOT an important aspect of using HubL?

Documentation
Memorizing all tags and parameters
Community
Developer info

Question 14: Which data structure does HubL use for storing data in key and value pairs?

Lists
Dictionaries
Objects
Binary trees

Question 15: Which of the following sets of data would NOT be a good fit for storing in a single HubDB table?

Names, titles, and biographies of employees of an organization
A dinner menu for a restaurant
Information about cats available for adoption from an animal shelter
Product inventory, hex values for internal branding guidelines, vendor contact archive

Question 16: Which of the following is not an aspect of dynamic pages?

Dynamic pages require multiple templates.
Pages are generated from table rows.
A published page must be linked to a dynamic page table via page settings.
Links to dynamic pages should be added to the listing section of a template.

Question 17: Which of the following is NOT a sound strategy for working with HubDB?

Plan out your data needs with stakeholders before creating tables in HubDB.
While adding data to tables, create columns as needed and iterate as the project grows.
Use multiple tables linked with foreign ids to handle complex, multi-faceted content.
Use select columns to standardize repeated values.

Question 18: True or false? HubDB is a good place to store customer data such as credit card numbers.

True
False

Question 19: Which of the following is NOT a feature of the HubSpot CMS of special interest to web developers?

Preconfigured solutions to common tasks
Security and updates
In-app and local dev workflows
The ability to add PHP anywhere in a template

Question 20: Which of the following is possible with the command line tools?

Creating a new template
Watching for changes in local files and uploading on save
Creating a new module
All of the above

Question 21: Which of the following statements about templates is NOT TRUE?

Templates allow content creators to do their job without having to collaborate with designers and developers during every step of creating web pages.
Templates have a big effect on the editing experience for content creators.
Templates can only be used to create one live page in the HubSpot CMS.
Templates are an important intersection point for developers and content editors.

Question 22: Which of the following statements about templates is TRUE?

Templates must be purchased from a 3rd party vendor.
There are no requirements for header and footer content.
Comments are not allowed in templates because they look messy.
Templates use HubL to create editable areas of pages.

Question 23: Which of the following statements about drag and drop areas is TRUE?

The dnd_area tag is all that is needed for basic drag and drop functionality in the page editor.
Drag and drop areas allow developers to drag scripts into their pages for rapid prototyping with handlebars.
Drag and drop areas must contain at least one rich text area.
The dnd_area tag is a special HubL tag that editors can copy and paste into the file manager to edit photos.

Question 24: True or False? People hate dragging and dropping things so the HubSpot CMS does not contain this capability

True
False

Question 25: Which of the following statements about a healthy codebase is TRUE?

Repeating the same code throughout your codebase is usually preferable to abstracting and reusing code because it’s easier for novice developers to understand.
Developers using the HubSpot CMS are discouraged from reusing snippets of code because the cost of the CMS is prorated by file size and we would prefer that your codebase is extremely large.
DRY is an acronym that stands for Do Right Yesterday. It means that finishing a project early is better than taking extra time to make a codebase maintainable.
Reducing instances of repeated code helps to keep your codebase tidy and bug free.

Question 26: Which statement about repeating module fields is FALSE?

Repeating fields give editors the ability to add or subtract instances of fields.
The HubL used to implement repeating fields uses a loop.
Repeating fields and flexible columns are the same thing
It is also possible to use repeating field groups.

Question 27: Which of the following statements about HubSpot CMS themes is TRUE?

Themes are a package of assets that help keep a website consistent.
Themes are only relevant for very large websites.
Themes should only contain 5 templates.
Themes cannot contain modules.

Question 28: Which file in a theme controls the global fields that content editors can edit?

fields.xml
theme.json
fields.json
That depends on the operating system the content editor is using.

Question 29: Choose all that apply. Which of the following options is configured in the theme.json file?

Name of the theme
Link to a preview image for the theme
List of account users who cannot use the theme

Question 30: Which of the following statements about global partials is NOT TRUE?

Global partials are a good way to keep your codebase DRY.
Global partials can only be used on one template in a theme.
Global partials can be used to give content editors access to content that appears in more than one template.
Global partials can contain content that is not editable in the content editor.

Question 31: If you wanted to create an unordered list from each value in a dictionary, which aspect of HubL would be most essential?

An expression test
A Loop
The do tag
This is not possible in HubL

Question 32: How many different email templates should be created?

Three: a thank you email, a welcome email, and a “sad to see you go” email.
One for each day of the week.
None, each email should be built specifically for each use case.
It depends on the organization and should be discussed with the broader team to align with marketing goals.

Question 33: True or false? System templates can only be built using the Design Manager.

True
False

Question 34: True or false? The best way to style emails is through an external CSS stylesheet.

True
False

Question 35: In the blog listing template, which variable provides access to blog post data?

contents
posts
post_data
articles

Question 36: True or false? You can add modules to your blog listing page in the page editor even if your blog listing template does not contain a drag-and-drop area.

True
False

Question 37: Fill in the blank: You should omit the ______ from the simple listing page using the {% if not_simple_list_page %} statement.

post title
post excerpt
featured image
post author

Question 38: Which of the following is NOT an additional page view generated by the blog listing template?

Author page
Category page
Simple listing page
Tag page

Question 39: What HubL function must you use when calling a list of custom object records on a CMS page?

crm_associations
crm_objects
crm_property_definitions

Question 40: Which of the following datasets would be a good fit for creating a custom object?

Location data for retail stores
Job listings
List of favorite books
Dog breeds

Question 41: If you need your app code to inspect information about the current build, which class should you use?

BuildConfig
BuildInfo
ConfigParams
ConfigInfo

Question 42: Which of the following is required to use custom objects in dynamic pages?

The custom object must have one property where hasUniqueProperty is set to true.
The custom object must be associated with the contact CRM object.
The custom object must have at least three custom properties.
The custom object must be associated with CMS Hub.

Question 43: What pages are you required to set up when creating membership pages?

registration page, login page, password reset request page, password reset page
registration page, logout page, membership account page, password reset page
registration page, login page, membership account page, password reset page
registration page, login page, logout page, password reset page

Question 44: Which of the following statements about theme modules is TRUE?

Theme modules should never contain styles.
Theme modules are a great way to keep sites stylistically consistent.
Theme modules need to contain a special JavaScript statement that makes them appear in the theme module section of the content editor.
Themes that use fields should not need modules.

Question 45: Which of the following statements about theme fields is NOT TRUE?

Theme fields can give editors access to CSS properties.
Developers can use theme fields to make a theme extremely flexible.
Developers don’t need to worry about how theme fields might be used by editors because theme fields can’t be used to make a website inconsistent or difficult to navigate.
Theme fields can affect the appearance of an entire website.

Question 46: Choose all that apply. Which of the following are always good strategies for building templates?

Keeping content editors front of mind at all times and optimizing their editing experience.
Building in appropriate guardrails to help content editors quickly build pages and reduce the likelihood of errors and bugs.
Looking for ways to keep your codebase DRY and avoid repeated code that is prone to bugs.
Creating lots of blank templates that require content editors to build everything from scratch.

Question 47: What does the hubspot.config.yml file do?

Configures field names for a theme
Configures the relationship between local files and HubSpot CMS accounts including authentication
Configures account settings like system templates and navigation trees
Configures the relationship between a HubSpot account and the yaml preprocessor

Question 48: Which CMS tool are developers most likely to spend the most time with?

Editor
File manager
CRM
Design manager

Question 49: Which of the following statements about HubL and JavaScript is TRUE?

ubL can be used in both the HTML + HubL and the JS sections of the module editor.
HubL tags contain a “post_js_rendering” attribute so that you can pass JS data to HubL in modules.
Module builders can choose between JavaScript and HubL to add module fields to their markup.
JS written in the HTML + HubL section of the module editor will be repeated on a page for every instance of a module unless it is wrapped in a require_js statement.

Question 50: Which of the following HubL and HubDB behaviors should be avoided if possible?

Use a filter query to reduce the data returned from a request.
Use the reject attribute filter to create subsets of table data from an initial request.
Use multiple requests to the same table to build complex templates.
Use loops to access data in multi-select columns.

Question 51: Which type of CMS assets do not require HubL?

Custom modules
Drag and drop templates
Coded email templates
Coded blog templates

Question 52: Which of the following statements about blog templates is NOT true?

Listing and post pages can be separate templates.
Templates are connected to blogs in settings.
Blog templates must contain an author profile and a full list of available topics.
The blog content module contains listing and post HubL markup.

Question 53: Which of the following statements about using HubL in blog listing templates is NOT true?

Use a loop to add blog posts to the listing template.
Author name is the only author data available in the listing conditional of a template.
Conditionals can be used to add or subtract content from author and topic views.
If you’re using one template for both the listing and post views, you’ll need a conditional to separate the markup for each view.

Question 54: Which of the following characters are used to open a HubL statement?

Question 55: Which of the following statements about blog settings is TRUE?

Content editors can assign any number of templates to individual blog posts by tag.
It is not possible to assign separate templates for listing and post views in settings.
Listing page post summaries can be enabled and disabled in settings.
All blog settings can be overridden by HubL at the template level.

Question 56: Which of the following is NOT possible with HubL?

Passing data from HubL to client side code
Passing data from client side code to HubL
Looping through data
Conditionally executing HubL statements

Question 57: Which of the following is NOT an aspect of HubDB?

HubDB is a semi-relational data store.
HubDB is a subset of fork of MySQL.
HubDB uses tables to store data in rows.
HubDB tables are accessed with a unique ID.

Question 58: Which of the following statements about email templates is NOT true?

CAN SPAM fields are required.
You can customize the appearance of CAN SPAM content with HTML and CSS.
Email templates cannot contain custom modules.
Email testing is accessed through the editor.

Question 59: Which of the following statements about HubL filters is TRUE?

HubL filters are only used in expressions.
HubL filters are used for a wide variety of tasks.
HubL filters cannot be used in loops.
HubL filters do not accept arguments or parameters.

Question 60: Which of the following is NOT a system template?

Email subscription preferences page
Search results page
Blog preferences page
Error page

Question 61: True or false? It is not possible to publish an email without a link to at least one email subscription template.

False
True

Question 62: True or false? Page metadata can be populated in the “Settings” section of the page editor.

False
True

Question 63: Which statement about the “Prevent editing in content editors” option is TRUE?

Prevent editing in content editors is not an option in HubSpot CMS templates.
Prevent editing in content editors is a blog feature that allows developers to lock the number of tags in a blog.
Prevent editing in content editors allows content editors to set permissions levels for specific content so that other editors cannot make edits.
Prevent editing in content editors allows developers to set static values for components at the template level that content editors cannot modify in the page editor.

Question 64: Which statement about template types in the HubSpot CMS is TRUE?

There is only one template type.
There are a number of different template types which can be created in either drag and drop or coded formats.
The editing experience is exactly the same for every template type.
There are three template types.

Question 65: When creating a drag and drop template, how do you add components?

Components are added in “Settings.”
Templates are pre-populated with all the available components.
Components can be dragged from the “Add” section of the Inspector.
Components must be coded in Javascript and uploaded via FTP.

Question 66: Which statement about naming components is FALSE?

Components can be named in the Inspector.
Component names help content editors understand how to use a template. Component names can be the same as their default values.
Component names should be left at default because content editors will always get all the context they need from the editor.

Question 67: Which statement about adding classes to groups is TRUE?

You must use a coded template to add classes to groups.
Classes added to groups of components will be added to all components inside the group.
Classes inside of global groups will apply to every instance of that global group in a site.
Classes cannot be added to groups.

Question 68: Which statement about stylesheets is TRUE?

When a template is created, a new stylesheet with the name of the new template is automatically created and attached to the template.
New stylesheets automatically include helpful but optional CSS.
HubSpot stylesheets are written in Javascript
Stylesheets can be added to specific areas of templates with the stylesheet module.

Question 69: Which statement about module fields is FALSE?

It’s a good idea to give fields an intuitive and descriptive name to help content editors use your modules.
Fields have HubL variable names that are used to create the markup for modules.
Fields can be required but there’s no support for custom validation.
The available options for fields vary depending on the field type.

Question 70: True or false? System templates are not published from templates by content editors.

True
False

Question 71: Which of the following statements about the design manager is NOT true?

The design manager is an IDE.
The design manager helps developers build and manage assets.
The design manager is used by content editors to publish pages.
The design manager can be used to edit CSS files.

Question 72: Which of the following statements about HubL in modules is TRUE?

Modules must contain custom HubL and cannot be published without it.
HTML attributes cannot contain HubL code.
Module fields are added to module markup with HubL.
The drag and drop editor allows you to write HubL in a custom module without having to write code.

Question 73: Which of the following statements about blog templates is TRUE?

Any template can be used for blogs.
Blog templates cannot contain custom modules.
To build a blog template, you must write custom HubL.
Only blog templates can be used for blogs.

Question 74: Which of the following statements about accessing HubDB via Javascript is NOT true?

Most GET requests only require a table ID.
Modifying table data requires authentication.
Using an API key in client side code is a bad idea.
As long as your Javascript is written in the CMS, it can be used to modify table data.

Question 75: Which of the following is NOT true about section templates?

Section templates allow you to add a screenshot Path annotation that is used to preview that section in the page editor.
Section templates have CSS and JavaScript attached to them, just like modules.
Modules can be added to section templates to extend their reusability.

Question 76: Fill in the blank: If you wanted to copy the HubL markup of a section in the page editor, you would need to _____.

Place the query string? developerMode=true at the end of the url to enter developer mode.
Hover over the section, then right click and copy the code using the developer tools in your browser.
Use the Design Manager.

Question 77: Select all that apply. Which of the following is something that can NOT be added to a dnd_section tag inside a section template.

Template annotations
A link to a style sheet
A section classes
A context parameter

Question 78: In the body of a section template, which tag needs to be the parent tag?

dnd_column
dnd_section
dnd_area
dnd_row

Question 79: Select all that apply. In order to create a section template, you need which of the following in the file?

A template annotation with the “templateType” set to the value of “section”.
A dnd_section tag
A dnd_area tag
A link to a css file

Introduction to HubSpot CMS for Developers

HubSpot CMS is a powerful content management system designed to help developers and marketers create and manage websites and content with ease. It’s especially useful for integrating marketing tools and analytics directly into the website. Here’s an overview of some key features and aspects of HubSpot CMS from a developer’s perspective:

1. Flexible Development Environment

HubL Templating Language: HubSpot uses its own templating language called HubL (HubSpot Markup Language) which is designed to create dynamic content and custom templates. It’s fairly straightforward for developers familiar with HTML and basic programming concepts.
Custom Modules: Developers can build reusable custom modules with HTML, CSS, and JavaScript. These modules can be easily integrated into templates and pages.
Design Manager: A tool within HubSpot that allows developers to manage and edit themes, templates, and assets. It provides a visual interface but also allows direct code editing.

2. APIs and Integrations

HubSpot API: HubSpot provides a robust set of APIs for developers to integrate with their CMS. This includes APIs for CRM, marketing, sales, and service tools.
Webhooks: You can use webhooks to trigger actions based on events in HubSpot, such as form submissions or contact property changes.

3. Content Management

Content Staging: Developers can work on updates and changes in a staging environment before pushing them to production. This helps in managing changes without affecting the live site.
Dynamic Content: HubSpot CMS allows for dynamic content display based on user behavior, such as showing different content to logged-in users or visitors from specific locations.

4. SEO and Performance

SEO Tools: HubSpot CMS includes built-in SEO tools to help optimize content, including suggestions for improving page titles, meta descriptions, and more.
Performance Monitoring: HubSpot offers performance monitoring tools to track website metrics, page load times, and other performance-related data.

5. User and Role Management

Granular Permissions: You can set detailed permissions for users and teams, controlling who can access and edit different parts of the CMS.
Collaborative Features: HubSpot CMS supports collaborative workflows, allowing teams to work together effectively with tools for review and approval.

6. Testing and Debugging

Preview Tools: Before publishing changes, developers can preview how content and designs will look across different devices and screen sizes.
Developer Tools: HubSpot provides various tools and features for debugging, including browser-based developer tools and a robust error logging system.

7. HubSpot Marketplace

Templates and Modules: Developers can access and utilize pre-built templates and modules from the HubSpot Marketplace, or create and sell their own.
Apps and Integrations: The Marketplace also offers a variety of apps and integrations to extend HubSpot CMS functionality.

8. Learning Resources

HubSpot Academy: HubSpot offers a range of training and certification programs for developers, including courses on HubSpot CMS, HubL, and general web development best practices.

Overall, HubSpot CMS is designed to be user-friendly while providing powerful tools for developers to create and manage sophisticated websites. Whether you’re building a custom theme, integrating with external systems, or optimizing for SEO, HubSpot offers a suite of features to support these tasks.

July 26, 2024 0 comment

Certification

HubSpot Growth Driven Design Agency Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Growth Driven Design Agency Certification Exam Answers

Question 1: According to the training, what are the three primary ways Growth-Driven Design can impact client results versus traditional web design?

Creates happier clients, increases transparency with the CMO, and is overall less expensive.
Better results and revenue, increases global reach, and improves multi-language functionality.
Quicker time to value, empowers marketers to optimize, and makes it easier to expand impact globally.
Quicker time to value, drives better results and revenue, and creates happier clients.

Question 2: Which of the following is NOT a way Growth-Driven Design impacts your agency?

Doubles the revenue from your website engagements
Moves your agency away from contractors and freelancers
Differentiates your agency
Greatly reduces scope creep, launches on-time, and on budget
Flips your business model from project-based to a recurring revenue model

Question 3: Choose the option below that best summarizes how to develop your pricing and packaging for the strategy stage.

Host a meeting with your agency’s owner and use their expertise to craft the ideal strategy stage process and pricing.
Copy and paste the strategy pricing from the “GDD Retainer Quoting Tool”?. There is no reason to change it as it has already been proven effective for all agencies.
Host an internal workshop with your entire team to map out the strategy process, deliverables, and effort required to execute.
Host an internal workshop with the sales team to understand what prospects are asking for and the price they think we could sell it for.

Question 4: Which of the following are the two major workshops to host during the strategy stage?

Client interview workshop and end-customer interview workshop
Strategy kick off workshop and wish list generation workshop
Wishlist generation workshop and prototype development workshop
Strategy kick off workshop and user testing workshop

Question 5: Which of the following best describes why it’s important to involve a strategist from the service team in sales conversations when scoping and pricing a launch pad website?

The strategist understands the latest design trends and can suggest new elements to build on the site. This not only gets the prospect excited, but also increases the overall size of the quote.
Having the prospect meet two people from your agency helps build the relationship and establish trust. This increases the chances of the prospect closing on the deal.
The strategist has a deeper understanding of how to implement the prospect’s ideas and will know specific questions to ask to help scope the site.
It is not helpful to include them as it often slows down and complicates the sales conversations.

Question 6: According to the training, how should you develop pricing for high-, medium-, and low-impact pages on the launch pad website quote?

Review the prospect’s current site and make estimates on the effort required to implement similar pages based on your experience selling web projects.
Review historical performance of your team on past projects. Then find the average time spent on major pages, such as the home page, medium pages, such as the about us page, and small pages such as FAQ. These averages form the estimates for the high, medium, and low impact page pricing.
The launch pad quoting process doesn’t involve high, medium, and low impact pages. Rather, it focuses on the number of pages and the speed required to launch each page.
Work with your services team to develop out a process to use for each type of page. Once the process is documented, have the team vote on the effort required for completing each type of page.

Question 7: What is the purpose of the GDD starter package?

To serve as a short pre-engagement kick off focused on scoping the launch pad website and generating your initial wish list
To provide clients with the ability to maintain the existing launch pad website without having to worry about making continuous improvements
To complete the strategy stage. It is called the starter package because all engagements must start with a solid strategy.
To give the prospect a small sample of GDD and get them excited for more

Question 8: As you build larger packages, which two steps of the sprint cycle should you increase the majority of your effort in?

The plan and build steps
The quarterly summit and build step
The build and learn steps
The plan and learn steps

Question 9: Imagine you have been talking to a prospect at the mid-sized software as a service (SaaS) company. Their website only has three major sections: primary core content, knowledge base, and forum. When talking to them in the sales process it seems there is some confusion around who their audience is and what would be the best elements to include on their redesign. Based on the scenario above, how would you break up the quote?

This scenario is not a great fit for GDD, it’s best to quote using traditional web design
Implement the “phased”? option
Implement the “strategy first”? option
Implement the “flat rate”? option

Question 10: What is the minimum recommended length of a Growth-Driven Design engagement?

Six months
Three months
Nine months
Four months

Question 11: Which of the following is NOT part of the new mindset for thinking about a website?

The website is an asset of the business.
Continuously improving the website is an investment in growth.
The website should be tied directly to concrete business goals.
The website primarily helps the marketing team achieve their goals.

Question 12: Why is it important to sell Growth-Driven Design differently?

Because the timelines are often shorter which means the sales reps must better position the service to ensure prospects understand it right away.
Because unlike traditional web design, GDD requires the heads of each department to be involved in the website discussions.
Because if we do not rewrite the story in the prospect’s mind to adopt the new mindset towards their website, they will not be a good-fit for GDD.
Because selling GDD requires an understanding of the prospect’s users, thus we must conduct user experience research pre-sale.

Question 13: True or False? Although it may require adaptations, all companies and websites are a good-fit for Growth-Driven Design?

True – Everyone is a great-fit for GDD even if they don’t know it yet. Because it’s a new process, it’s common for it to take six-eight months for the process to click. Those who have experience in agile, it will click faster.
True – What makes someone a good-fit for GDD is less about industry or type of website. The most important criteria is if they have adopted the “new mindset”? towards their website.
False – It is impossible to implement GDD effectively with large enterprise companies. For these companies, it’s recommended to use traditional web design.
False – GDD is primarily designed for technology, software, and agile companies as they use a similar process when building their products.

Question 14: Which of the following is a great example of a cue to look for in potential GDD leads?

The company recently hired a new chief people officer.
Their website already has optimization tools installed; however, it does not appear they have been updating it often.
The company recently had a change in the product leadership team.
The company is downsizing and consolidating locations.

Question 15: Based on the training, how many good leads will you need to source at the top of your funnel to close your first GDD deal?

Question 16: Imagine you are on a “connect”? call with a prospect in the manufacturing industry. You discover their leadership team has historically taken a very traditional mindset towards the website and their marketing. Knowing this, what will be one key outcome for you to achieve in this connect call?

Showcase your expertise in manufacturing by explaining your recent wins with other manufacturing clients and the background your team has in manufacturing.
Pitch the idea of Growth-Driven Design to them and focus on the continuous improvement, experimentation, and user research.
Establish the importance of the website to the growth of their business and start the shifting their perspective towards the new mindset.
Get the prospect excited to work with you by introducing your team, your process, and show a number of case studies.

Question 17: You’re hosting an exploratory call with a regional trucking company who came to you interested in a website redesign. Which of the following questions would be best to help set the stage for positioning Growth-Driven Design later in the sales process?

“What do you like and don’t like about your competitor’s websites?”?
“How do you feel your previous website redesigns gone? – How did the process make you feel?”?
“What would be the biggest change you’d like to make to the website and why?”?
“How long did it take to develop the content for your website? Was it created internally or by the agency you were working with?”?

Question 18: Which of the following is NOT an effective way to open the eyes of the prospect to the opportunities they are missing out on with their website?

Explain the Growth-Driven Design process with a focus on experimentation process.
Walk through the “Prospect Website Questionnaire”? to show specific areas they are neglecting.
Review click heatmaps of their homepage and point out where users are getting frustrated.
Ask about how other departments are using the website to scale and hit their goals in order to show how limited in scope the website’s impact currently is.

Question 19: Imagine you’re having an “explore”? call with a prospect in the software as a service industry. As you’re explaining the GDD process, the CMO cuts in and explains he is confused on why there is a need for a launch pad website and continuous improvement. Which of the following would be a good way to respond?

First, reaffirm the importance of the website to business growth. After, give an analogy to compare the way the prospect’s product team builds industry-leading software to how the GDD process builds peak performing websites.
First, reaffirm the importance of the website to business growth. After, transition to explaining each step of the continuous improvement process in more depth, diving deeper into specifics of experimentation.
First, give them a deeper explanation of the launch pad website and continuous improvement stages. After, offer the option to implement the website using traditional web design if they would prefer.
Explain that they are not a good fit for Growth-Driven Design and refer them to a traditional web design agency.

Question 20: Imagine you’re talking to a prospect in the goals and planning call. You’ve introduced the concepts and high-level GDD process. The prospect seems to be in agreement and is excited about getting started with the launch pad website. As the conversation progresses, they bring up more and more pages and ideas for the new site – making you a bit nervous. Which of the following is the best way to gain a better understanding of the scope of the launch pad they are thinking about?

First, expand the conversation to also traditional web design. Second, if the prospect continues to give ideas, sell them a traditional build instead.
Assign the prospect homework to review each page on their current website and score each page on an impact scale 1-10.
Pull up the prospect’s top three competitors and walk through each site while the prospect explains what they like and don’t like.
First, send some additional Launch Pad education and training. Second, assign them homework to send 3-5 examples of what they envision the launch pad website to look like at launch.

Question 21: True or false? Your agency’s strategist should be included in sales conversations.

True – The strategist should replace the sales reps in the last few conversations and be responsible for pitching the proposal.
True – The strategist will know what questions to ask and expectations to set in order to match services and properly scope the engagement.
False – Involving others in the sales process adds complexity and time to the sales process.
False – Pulling the strategist from their daily activities slows down progress with existing clients.

Question 22: Fill in the blank: When creating your sales pitch and proposal, it’s important to make it clear that you’re selling __________ and __________, not _____________.

the process, deliverables, hours
results, the GDD process, the actual deliverables
value, deliverables, the process
Strategy, continuous improvement, the launch pad website

Question 23: Which of the following is NOT a client service outcome your service team should achieve in the strategy stage?

Build trusting relationships with the new client stakeholders.
Develop a robust roadmap based on the recommendations and ideas of the client’s CEO.
Understand the client’s vision and the world of their users.
Educate and set expectations for the entire engagement. Imagine you are a strategist at a Growth-Driven Design agency. The last few months you have noticed new clients getting frustrated during the strategy stage because your team continuously asked questions they already reviewed with the sales team. Which of the following should your team try experimenting with to improve the client experience?

Question 24: Imagine you are a strategist at a Growth-Driven Design agency. The last few months you have noticed new clients getting frustrated during the strategy stage because your team continuously asked questions they already reviewed with the sales team. Which of the following should your team try experimenting with to improve the client experience?

Combine the strategist and sales rep roles and have one person own the relationship from end-to-end.
Have the strategist sit in on the last few calls in the sales process and have the sales rep continue involvement for the first month after the engagement kicks off.
Have the client’s lead the topics for each meeting to ensure nothing is repeated.
Only work with companies in the exact same industry to avoid the need to ask repetitive questions.

Question 25: During your weekly retrospective you suggest the idea of adding a step before the initial kickoff workshop: meetings with each stakeholder individually. The agency’s owner pushes back hard, explaining that it would add a great deal of time to the engagement. Which of the following would be the BEST response?

“Sure, I understand. These meetings are important and are an investment in the relationship. We can cut out the user research in the strategy stage and repurpose this time to host these meetings.”?
“You’re right. We are already having trouble selling GDD retainers, adding more time into the engagement will likely make it harder for us to grow our program.”?
“We could still have each person talk about their vision of the website; however, we can do it as a group and invite their CEO. This will ensure the CEO can include her ideas.”?
“These meetings would be an investment in the long-term success of this client. This will help us establish better relationships, tailor the process, and create more aligned ideas.”?

Question 26: Your agency finds that you’re continuously being pulled into implementing updates on the website, leaving no time for proactive continuous improvement. The client is open to learning the skills and tools required to make the updates. However, they have no idea what they should learn. Which of the following should be done to help the client start taking over all updates on the website?

Periodically send the client exercises to practice to help them take over the updates.
Create a client skills development plan which outlines various skills in-order, they should learn over time.
Send them a list of ten resources they can use to learn more about the tools you’re using with their website.
Give them access to the tools and explain the help documentation and support team are great if they have trouble making the updates.

Question 27: Based on the training, which of the following is the most important consideration when building a launch pad website?

Speed – Building the launch pad quickly so you can avoid the risk of over-designing and start collecting real-user data to make more informed decisions.
Quality – Spending the time and energy to execute the launch pad website with excellence and make it.
Client happiness – Tailoring the process and schedule to create an extraordinary experience for all of the client stakeholders.
These are all important – The goal is to find the right balance between each element.

Question 28: Which of the following is NOT a client service outcome in the launch pad stage?

Remove as much content as possible without damaging the client’s search rankings.
Create a client-specific approach for a quick, high-quality website build that keeps the client happy.
Keep the site build within scope.
Balance what your client wants with their users’ needs.

Question 29: Imagine your agency specializes in Growth-Driven Design strategy and user experience. You have partnered with another agency to help with the development work on the HubSpot CMS. As a strategist and project manager, which of the following is critical for you to establish before you start a new launch pad website project?

Sync up work time blocks with both the client and with the development partner.
Collect the yearly game plan from each department head at the client’s company.
Create a detailed twelve-month roadmap to present each deliverable with the CEO.
All of these are important.

Question 30: Which of the following tactics should be integrated into the conversations early and often when talking with clients about their launch pad websites?

Educating and reminding the client that your team will be removing the vast majority of the content from their website.
Recommendations for regular bi-monthly action item check-ins with the client’s CEO.
Educating and reminding the client that the launch pad is simply the starting point and the team will continue working on anything that doesn’t make the initial launch.
All of these should be incorporated into conversations early and often.

Question 31: Imagine you’re working on a client’s launch pad website. Three weeks from the proposed launch date, the client comes to you with an idea for a new section of the website they would like to implement for the initial launch. How should the strategist respond to the client’s new idea?

Ask a series of questions to understand more about the new idea, then strongly recommend that all new ideas be considered and built after the initial launch pad goes live.
Talk to your team about the effort required to implement the client’s new idea. Then slide the launch date back the required five days to implement the new idea.
They should wait to mention any new ideas until after the first six months because the launch pad and first six months of the continuous improvement cycles are already planned out.
Include the new section into the initial launch pad because the client promised to quickly get you great content for the section.

Question 32: Which of the following is NOT a client service outcome your service team should work to achieve in the continuous improvement stage?

Build an impressive wishlist and roadmap full of high-impact ideas.
Continuously be searching for and implementing as many best practices and hacks as possible to drive month-over-month big wins.
Keep the client focused on growth, not shiny objects.
Balance multiple Growth-Driven Design client engagements at once.

Question 33: Imagine you are just finishing the launch pad website for a client. The CEO isn’t sure what will be done in the continuous improvement stage. They request a detailed plan for the remainder of the engagement (six months) on exactly what will be built. Which of the following is the best way to respond to this request?

“No problem. Our team will compile a list of the action items we plan on implementing and send them over for your review and approval.”?
“We always want to be working on the most impactful items. Because we continuously collect data, new user learnings, and the business changes, it is impossible for us to know what will be the most impactful items to work on three or six months from today. I’m happy to send you the current roadmap which details the next two months and then high-level direction after. Also, these are always subject to change.”?
“Our goal is to implement the highest impact action item at any given time. To do this it can be difficult to know exactly what we plan on implementing each month, however, we can make an exception this time and see how it goes. We will send over a list of all of the action items for the next six months.”?
“Because you are reaching the end of your engagement, we will likely shift our focus towards inbound marketing. We can send you list of the deliverables from our inbound marketing engagements and we can schedule a call to discuss further.”?

Question 34: True or false – It’s important to incorporate as many “hacks”? and “best practices”? into your website as they have already been proven to work.

False – It is better to focus your time on implementing paid advertising to drive more traffic to the website.
True – Implementing hacks helps your team save time and drive big results.
False – Although there will be some easy to implement items directly after launch, true growth comes from big ideas, a solid process, hard work, and time – not quick hacks.
True – We are always looking for high-impact, low-effort ways to boost results and implementing as many “hacks”? as possible is a great strategy to do that.

Question 35: Imagine you’re working with the CMO at a telecommunications company. The theme for the quarter is “Optimize”? and your team is currently focusing on “personalization”?. In the monthly planning workshop, your client requests your team to create a video for the “About Us”? page because the company’s CEO thought it would help improve the page. Which of the following is the best question to ask in order keep focused on the current theme and focus area?

“Who needs to be involved in developing this video?”?
“Help me understand how this directly impacts our goals.”?
“Can you send me some examples to better understand what you’re looking to create?”?
“Where else could we use this video to help promote the brand?”?

Question 36: Your team is in month fifteen of continuous improvement with a manufacturing company. Your current theme is “Expand”? and you’re team is focusing on building new “Digital Products”? onto their website. Your client is pushing to have your team to create a new “team member profile”? template and add all the company’s team members into the about us section. Which of the following would be the BEST option to complete their request while still making progress on the initial goals.

Deny their request and explain that it is outside the scope of the current engagement.
Keep the client happy by implementing their request. To stay within capacity, you will remove a number of already planned action items from the current sprint.
Teach the client basic templating and coding so they develop the new template and launch it by the end of the month.
Sell them additional points for this month so you can fulfil their request and still implement all of the originally planned action items.

Question 37: Which of the following best describes the purpose of reporting with Growth-Driven Design clients?

Show the progress and impact your agency is making on the client’s business.
Help keep everyone, including the client, accountable to executing work.
Facilitate good communication and transparency between the team and client.
All of these are correct.

Question 38: Fill in the blank: The weekly pulse is a ________ sent out _________ designed to keep everyone involved on top of ____________.

short weekly digest, after an action item is completed, bugs and issues with the newly launched action item
short weekly digest, at the beginning of the week, exactly what is going on in the engagement
short weekly digest, after an action item is completed, the experiment results
detailed report, each week, the roadmap for the rest of the quarter

Question 39: When is the best time to start the renewal conversation?

A minimum the renewal conversations should happen three months out from the renewal date.
A minimum the renewal conversations should happen thirty days out from the renewal date.
Once the client’s existing engagement has come to an end.
When the client brings up that they are planning for the next year.

Question 40: True or False? It is critical to have a robust, exciting wishlist leading up to the renewal conversation.

True – The Wishlist should primarily focus on ideas from the client’s CEO.
False – When it comes to the renewal the client do not typically care about the future, rather, they will solely judge the renewal based on the deliverables already created.
True – Investing time to regularly brainstorm creative, exciting, and innovative ideas into your clients Wishlist will motivate them to keep going.
False – The renewal is primarily based on if the company has budget for the website moving forward.

Question 41: Which action best describes how your team should present the science fair action items?

Walk through a list of each complete action items and give a detailed breakdown of exactly what business impact each one has made.
Use a story-format and describe the outcome of the action items you built and the new world of the user.
Start by showing detailed reporting of the impact your action items have made. Then transition into explaining the primary action item that drove the results and the user learnings your team can pull from the outcome.
None of these are correct. The “science fair”? section consists of showcasing experiments run by other companies to find inspiration for new wishlist items.

Question 42: Imagine you’re in an agency leadership team meeting discussing how to better manage client cancellations, renewals, and upgrades. The challenge your team is running into is that you’re never sure what the client is planning to do until the last minute. This is causing the sales team to scramble to find another sale, work to fill gaps in service team capacity, and making it nearly impossible to accurately forecast future cash flow. Which would be the BEST suggestion to help solve this challenge?

Implement a likelihood of renewal scoring system. Score each client two months prior to their renewal date and create different service playbooks for the team to follow.
Schedule an in-person workshop ninety days prior to the renewal date to get some additional facetime and strengthen the relationship.
Implement a grading system based on the progress you’ve made on their original goals. If the client scores a “D”? or lower, assume they will be cancelling and have the sales team work to replace them.
None of the other suggestions would help this specific challenge.

Question 43: When the strategist is running the planning workshop, which of the following is a great practice to encourage the client to upgrade to a larger engagement package?

Bring your sales rep into each workshop for them to explain the pricing of the other service packages.
Show them which action items on the wishlist could be implemented this cycle if they were to upgrade.
Walk through what you’ve built for other clients who have already made the upgrade.
As a group, read through a number of blogs which outline new best practices your team could incorporate if the client upgrades.

Question 44: True or false? Building incentives into the service team member’s compensation packages can be a good tactic to help drive upgrades and cross-selling.

True
False

Question 45: Which of the following is a great tactic to incorporate into your process to encourage upgrades and cross-selling?

Host exclusive, client-only workshops to educate and inspire clients around new trends.
Talk to other departments to find ways to expand the impact of the site.
Run a surprise experiment for free to give them a taste of what’s possible.
All of these are correct.

Question 46: True or false? Most agencies find success in fully implementing Growth-Driven Design exactly as taught in the certification and implementing everything at once.

True – There is no need to modify the Growth-Driven Design as the certification offers the perfect template. It’s also better to implement all of the changes at once to see the most benefit.
False – Growth-Driven Design is only theory and hasn’t been proven in the real world.
True – There is no reason to adapt the process as it is based on what works best with Growth-Driven Design agencies around the world.
False – The process should be adapted for your specific agency, your team, and rolled out in phases over time.

Question 47: Imagine your entire agency has committed to adopting Growth-Driven Design as it’s core web design strategy. The leadership team is pushing to implement the entire GDD methodology in the next two weeks. Which of the following statements would be the best advice to give to your leadership team?

“I’m glad we’re all excited and on-board for Growth-Driven Design! I would recommend that we develop a rollout plan that has the changes broken into phases and implemented over the next six months.”?
“Growth-Driven Design hasn’t been proven yet; it is only theory. Let’s wait awhile and see if other agencies can successfully implement it first.”?
“You only live once! Let’s do it.”?
“We should host an overnight hack-a-thon with our team to implement all of the Growth- Driven Design changes. This will allow us to complete all the required agency changes very quickly.”?

Question 48: Your team wants to make the transition to Growth-Driven Design. However, your leadership team is worried about selling a service your team has never implemented. Which of the following is NOT a good suggestion for your leadership team?

“Let’s pull three team members together to run Growth-Driven Design on an internal agency project as an experiment.”?
“Our team learns quick and will do great work. Best of all, they can learn this new process while getting paid by the client.”?
“We can pull four team members together to donate six months of Growth-Driven Design services to your team’s favourite non-profit.”?
“We could collaborate on an event with another agency and be in-charge of the web design and optimization process. Essentially, running the process on ourselves before clients.”?

Question 49: Fill in the blank: Based on the training, the recommended three person pod consists of a __________.

Strategist, UX Designer, and Content manager
Strategist, Developer, and Copywriter
Strategist, UX Designer, and Developer
Consultant, Designer, UX Researcher

Question 50: Fill in the blank: Based on the training, the recommended pod for implementing Growth-Driven Design consists of ___________.

three people: Strategist, UX design, and developer
three people: Strategist, content writer, developer
five people: Strategist, content writer, videographer, designer, UX researcher
four people: Strategist, UX designer, developer, and UX researcher

Question 51: When is the best time to find partners and subcontractors to work with?

It’s not recommended to ever work with partners or subcontractors.
When you have a prospect requesting a quote.
Before you need them.
When you’re over capacity with work and need help to meet your client deadlines.

Question 52: True or False? Your agency should work with only one subcontractor when fulfilling Growth-Driven Design services.

True – By sending all your work to a single subcontractor, you can negotiate the best price and, in-turn, increase profit margins.
False – It is not recommended to use subcontractors because they often undercut your prices and steal the client.
False – It is important that you have strong working relationships with multiple subcontractors in order to protect against risk.
True – It’s important to develop relationships with your subcontractors and working with just one ensures you’re developing a strong relationship.

Question 53: Which of the following best describe the value of using a kanban board?

A kanban board allows your team to show others in the company what work they need subcontractors for.
A kanban board allows the entire team to see and optimize the flow of work during the current sprint.
A kanban board allows the clients to see exactly how much time is being spent on each task.
Kanban boards are popular with the development team, however, are not as useful to the strategist or clients themselves.

Question 54: A daily standup is a ___________ or less standing meeting with the _______ to review and update the _________.

15-minute, pod, quarterly goals
15-minute, client’s CEO, status of the engagement
15-minute, pod, kanban board
30-minute, pod and client, wishlist

Question 55: Who is responsible for continuously improving your agency’s Growth-Driven Design process after each retrospective?

The “owner”? of the process, as assigned by the agency leadership team.
The pod members who last used the particular process with a client.
The agency owner.
The strategist who last used the particular process with a client.

Question 56: What is the purpose of the GDD starter package?

To serve as a short pre-engagement kickoff focused on scoping the launch pad website and generating your initial wish list
To provide clients with the ability to maintain the existing launch pad website without having to worry about making continuous improvements
To complete the strategy stage. It is called the starter package because all engagements must start with a solid strategy.
To give the prospect a small sample of GDD and get them excited for more

Question 57: Imagine you have been talking to a prospect at a midsize software-as-a-service company. The website only has three major sections: primary core content, knowledge base, and forum. When talking with the prospect during the sales process, it seems like there is some confusion around who their audience is and what would be the best elements to include in the redesign. Based on the scenario above, how would you break up the quote?

This scenario is not a great fit for GDD; it’s best to quote using traditional web design.
Implement the phased option.
Implement the strategy-first option.
Implement the flat rate option.

Question 58: True or false? All companies and websites are a good fit for Growth-Driven Design, though it might need to be adapted.

True – Everyone is a great fit for GDD, even if they don’t know it yet. Because it’s a new process, it’s common for it to take six to eight months for the process to click. For those who have experience in agile, it will click faster.
True – What makes someone a good fit for GDD is less about the industry or the type of website. The most important criterion is whether they have adopted the new mindset toward their website.
False – It is impossible to implement GDD effectively with large enterprise companies. For these companies, it’s recommended to use traditional web design.
False – GDD is primarily designed for technology, software, and agile companies because they use a similar process when building their products.

Question 59: Imagine you are on a connect call with a prospect in the manufacturing industry. You discover that the leadership team has historically had a very traditional mindset toward the website and marketing. Knowing this, what will be one key outcome for you to achieve during this connect call?

Showcase your expertise in manufacturing by explaining your recent wins with other manufacturing clients and the background your team has in manufacturing.
Pitch the idea of Growth-Driven Design, and focus on the continuous improvement, experimentation, and user research.
Establish the importance of the website to the growth of the business, and start shifting their perspective toward the new mindset.
Get the prospect excited to work with you by introducing your team and your process and showing a number of case studies.

Question 60: Imagine you’re talking to a prospect during the goals and planning call. You’ve introduced the concepts and high-level GDD process. The prospect seems to be in agreement and is excited about getting started with the launch pad website. As the conversation progresses, they bring up more and more pages and ideas for the new site, making you a bit nervous. Which of the following is the best way to gain a better understanding of the scope of the launch pad they are thinking about?

First, expand the conversation to also include traditional web design. Second, if the prospect continues to give ideas, sell them a traditional build instead.
Assign the prospect homework to review each page on their current website and score each page on an impact scale of 1-10.
Pull up the prospect’s top three competitors, and walk through each site while the prospect explains what they like and don’t like.
First, send some additional launch pad education and training. Second, assign them homework to send three to five examples of what they envision the launch pad website will look like at launch.

Question 61: During your weekly retrospective, you suggest the idea of adding a step before the initial kickoff workshop: meetings with each stakeholder individually. The agency’s owner pushes back hard, explaining that it would add a great deal of time to the engagement. Which of the following would be the BEST response?

“Sure, I understand. These meetings are important and are an investment in the relationship. We can cut out the user research in the strategy stage and repurpose this time to host these meetings.”?
“You’re right. We are already having trouble selling GDD retainers; adding more time to the engagement will likely make it harder for us to grow our program.”?
“We could still have each person talk about their vision for the website; however, we can do it as a group and invite the CEO. This will ensure the CEO can include their ideas.”?
“These meetings would be an investment in the long-term success of this client. This will help us establish better relationships, tailor the process, and create more aligned ideas.”?

Question 62: True or false? It’s important to incorporate as many hacks and best practices into your website because they have already been proven to work.

False – It is better to focus your time on implementing paid advertising to drive more traffic to the website.
True – Implementing hacks helps your team save time and drive big results.
False – Although there will be some easy-to-implement items directly after launch, true growth comes from big ideas, a solid process, hard work, and time — not quick hacks.
True – We are always looking for high-impact, low-effort ways to boost results, and implementing as many hacks as possible is a great strategy to do that.

Question 63: Your team is in month 15 of continuous improvement with a manufacturing company. Your current theme is “expand,” and your team is focusing on building new digital products on their website. Your client is pushing to have your team create a new team member profile template and add all the company’s team members to the “About Us” page. Which of the following would be the BEST option to complete their request while still making progress on the initial goals?

Deny their request and explain that it is outside the scope of the current engagement.
Keep the client happy by implementing their request. To stay within capacity, you will remove a number of planned action items from the current sprint.
Teach the client basic templating and coding so they can develop the new template and launch it by the end of the month.
Sell them additional points for this month so you can fulfil their request and still implement all of the originally planned action items.

Question 64: When is the best time to start the renewal conversation?

A minimum the renewal conversations should happen three months out from the renewal date.
A minimum the renewal conversations should happen thirty days out from the renewal date.
Once the client’s existing engagement has come to an end.
When the client brings up that they are planning for the next year.

Question 65: True or false? It is critical to have a robust, exciting wish list leading up to the renewal conversation.

True — The wish list should primarily focus on ideas from the client’s CEO.
False — When it comes to the renewal, the client does not typically care about the future; rather, they will solely judge the renewal based on the deliverables already created.
True — Investing time to regularly brainstorm creative, exciting, and innovative ideas for your client’s wish list will motivate them to keep going.
False — The renewal is primarily based on whether the company has budget for the website moving forward.

Question 66: Imagine you’re in an agency leadership team meeting discussing how to better manage client cancellations, renewals, and upgrades. The challenge is that you’re never sure what the client is planning to do until the last minute. This is causing the sales team to scramble to find another sale and work to fill gaps in service team capacity, and it is making it nearly impossible to accurately forecast future cash flow. Which would be the BEST suggestion to solve this challenge?

Implement a “likelihood of renewal”? scoring system. Score each client two months prior to their renewal date, and create different service playbooks for the team to follow.
Schedule an in-person workshop 90 days prior to the renewal date to get some additional face time and strengthen the relationship.
Implement a grading system based on the progress you’ve made on their original goals. If the client scores a D or lower, assume they will be cancelling, and have the sales team work to replace them.
None of these suggestions would help with this specific challenge.

Question 67: True or false? Building incentives into service team members’ compensation packages can be a good tactic to drive upgrades and cross-selling.

True
False

Question 68: Which of the following best describes the value of using a Kanban board?

A Kanban board allows your team to show others in the company what work they need subcontractors for.
A Kanban board allows the entire team to see and optimize the flow of work during the current sprint.
A Kanban board allows clients to see exactly how much time is being spent on each task.
Kanban boards are popular with the development team; however, they are not as useful to the strategist or clients.

Question 69: A daily standup is a ___________ (or less) standing meeting with the _______ to review and update the _________.

15-minute, pod, quarterly goals
15-minute, client’s CEO, status of the engagement
15-minute, pod, Kanban board
30-minute, pod and client, wish list

Question 70: According to the training, what are the three primary ways Growth-Driven Design can have a greater impact on client results than traditional web design?

It creates happier clients, increases transparency with the CMO, and is overall less expensive.
It drives better results and revenue, increases global reach, and improves multilanguage functionality.
It provides quicker time to value, empowers marketers to optimize, and makes it easier to expand impact globally.
It provides quicker time to value, drives better results and revenue, and creates happier clients.

Question 71: You’re hosting an exploratory call with a regional trucking company that came to you because it’s interested in a website redesign. Which of the following questions would be best to help set the stage for positioning Growth-Driven Design later in the sales process?

“What do you like and not like about your competitors’ websites?”?
“How do you feel your previous website redesigns went? How did the process make you feel?”?
“What would be the biggest change you’d like to make to the website and why?”?
“How long did it take to develop the content for your website? Was it created internally or by the agency you were working with?”?

Question 72: Imagine you’re having an exploratory call with a prospect in the software-as-a-service industry. As you’re explaining the GDD process, the CMO cuts in and explains that they are confused about why there is a need for a launch pad website and continuous improvement. Which of the following would be a good way to respond?

First, reaffirm the importance of the website to business growth. After, give an analogy to compare the way the prospect’s product team builds industry-leading software to how the GDD process builds peak-performing websites.
First, reaffirm the importance of the website to business growth. After, transition to explaining each step of the continuous improvement process in more depth, diving deeper into specifics of experimentation.
First, give them a deeper explanation of the launch pad website and continuous improvement stages. After, offer the option to implement the website using traditional web design if they would prefer.
Explain that they are not a good fit for Growth-Driven Design and refer them to a traditional web design agency.

Question 73: Imagine you are a strategist at a Growth-Driven Design agency. Throughout the past few months, you have noticed new clients getting frustrated during the strategy stage because your team has continuously asked questions that clients had already reviewed with the sales team. Which of the following should your team try experimenting with to improve the client experience?

Combine the strategist and sales rep roles, and have one person own the relationship from end to end.
Have the strategist sit in on the last few calls in the sales process, and have the sales rep continue involvement for the first month after the engagement kicks off.
Have the clients lead the topics for each meeting to ensure nothing is repeated.
Only work with companies in the exact same industry to avoid the need to ask repetitive questions.

Question 74: Which of the following tactics should be integrated into conversations early and often when talking with clients about their launch pad websites?

Educating and reminding the client that your team will be removing the vast majority of the content from their website
Recommendations for regular bimonthly action item check-ins with the client’s CEO
Educating and reminding the client that the launch pad is simply the starting point and the team will continue working on anything that doesn’t make the initial launch
All of these should be incorporated into conversations early and often.

Question 75: Imagine you’re working with the CMO at a telecommunications company. The theme for the quarter is “optimize,” and your team is currently focusing on personalization. In the monthly planning workshop, your client requests that your team creates a video for the “About Us” page because the company’s CEO thinks it would improve the page. Which of the following is the best response in order to stay focused on the current theme and focus area?

“Who needs to be involved in developing this video?”?
“Help me understand how this directly impacts our goals.”?
“Can you send me some examples to better understand what you’re looking to create?”?
“Where else could we use this video to help promote the brand?”?

Question 76: Imagine your entire agency has committed to adopting Growth-Driven Design as its core web design strategy. The leadership team is pushing to implement the entire GDD methodology in the next two weeks. Which of the following statements would be the best advice to give to your leadership team?

“I’m glad we’re all excited and on board for Growth-Driven Design! I would recommend that we develop a rollout plan that has the changes broken down into phases and implemented over the next six months.”?
“Growth-Driven Design hasn’t been proven yet; it is only theory. Let’s wait awhile and see whether other agencies can successfully implement it first.”?
“You only live once! Let’s do it.”?
“We should host an overnight hackathon with our team to implement all of the Growth- Driven Design changes. This will allow us to complete all the required agency changes quickly.”?

Question 77: FIll in the blank: Based on the training, the recommended three-person pod consists of a __________.

strategist, UX designer, and content manager
strategist, developer, and copywriter
strategist, UX designer, and developer
consultant, designer, UX researcher

Question 78: Most of your website design tools can be found in a CMS. A CMS can be defined as which of the following?

Customer management system
Drag and drop editor
Custom marketing system
Content management system
Customer marketing sample

Question 79: A critical first step to choosing your website design tools is to ___________.

map your data to you your website
import all user data into your platform
map business goals to website functionality
review your budget for spending limits
ask your team what tools they like to use

Question 80: When searching for website design tools, look for tools that ___________.

are highly collaborative
understand user behaviour
turn insights into experiments
impact overall business growth
all of the above

Introduction to HubSpot Growth Driven Design Agency

HubSpot Growth Driven Design (GDD) is an approach to web design and development that focuses on continuous improvement and data-driven decisions. It’s an alternative to traditional web design, which often involves a lengthy planning phase followed by a big launch. Instead, GDD emphasizes iterative improvements and ongoing optimization.

If you’re looking for a Growth Driven Design agency that specializes in HubSpot, here are some key factors to consider:

1. Experience with HubSpot:

Ensure the agency has a strong track record with HubSpot, including certifications and experience in using HubSpot’s CMS and marketing tools.

2. GDD Methodology:

Look for agencies that follow the GDD methodology, which includes:

Strategy: Understanding your business goals, target audience, and market.
Launchpad: Developing a launch-ready website that includes core functionalities.
Continuous Improvement: Regularly analyzing performance data to make incremental updates and optimizations.

3. Case Studies and References:

Review their portfolio and case studies to see examples of their work and the results they’ve achieved for other clients. References from previous clients can provide additional insights.

4. Integration Capabilities:

Check if they can integrate HubSpot with other tools and platforms you use, such as CRM systems, email marketing tools, or analytics platforms.

5. Customization and Support:

Make sure they offer tailored solutions that meet your specific needs and provide ongoing support and maintenance.

6. Creative and Technical Expertise:

A good agency should have both creative designers and technical developers who can execute your vision while ensuring the site performs well.

7. Clear Communication and Reporting:

They should be transparent about their process and provide regular updates and reports on performance metrics and progress.

Before choosing an agency, it’s a good idea to have a detailed discussion about your needs and goals to ensure they align with your vision and can deliver the results you’re looking for.

July 26, 2024 0 comment

Certification

HubSpot Growth-Driven Design Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Growth-Driven Design Certification Exam Answers

Question 1: Fill in the blank: Growth-Driven Design is a smarter approach to web design that ____________, ____________, and ____________.

reduces frustration and risk, drives optimal results using data, improves the entire company by using the website as a tool for company-wide learning and growth.
uses the latest design trends, incorporates responsive design, optimizes the site using experimentation.
makes redesigns more fun, improves website navigations, uses overseas outsourcing to move quicker.
None of the above are correct.

Question 2: What are the three stages of Growth-Driven Design?

Strategy, Launch Pad, Continuous Improvement
Roadmap, Usability, Optimization
Planning, Development, Refinement
Strategy, Creation, Acceleration

Question 3: Which statement best describes the purpose of the strategy stage?

Develop an empathetic understanding of your audience’s world and how the website can solve problems along their journey.
Gain a deeper understanding of what others in the organization, including stakeholders, value in having on the website.
Collaborate with outside industry designers to ensure your new website incorporates the latest design trends.
Dive deep into your brand and your competitors to develop designs and positioning that’s superior to your competitors.

Question 4: True or false? A launch pad website doesn’t contain any content. It’s a functional prototype of what the website will look like when it’s done.

True
False

Question 5: Fill in the blank: The primary goal of the continuous improvement stage is to _______.

run conversion rate optimization on existing pages.
keep the website content, platform, and plug-ins up to date.
to collect data so you have information for your next redesign.
use data to identify and build high-impact actions to drive business growth.

Question 6: During the continuous improvement stage, what are the steps used in the cycle?

Research, ideate, create, experiment.
Audit, create, review.
Plan, develop, experiment, document.
Plan, build, learn, transfer.
None of the above are correct.

Question 7: Which of the following statements best describes how to think of the website in relation to other departments?

The website is a tool that can be used by all departments to scale and hit individual department goals.
Other departments can send customers to the website to increase website visitors each month.
It’s distracting to work with other departments, and the website should stay focused on the marketing team’s goals.
Contact information should be listed on the website to give visitors easy access to communicate with each department.

Question 8: Fill in the blank: When using Growth-Driven Design, you can experience ______, _______, and ______ compared to traditional web design.

quicker time-to-value, happier team members, better results
innovative designs, deeper research, an overall bigger website
manageable timelines, more creativity, smaller budget requirements
stakeholder buy-in, revenue-driven decisions, more responsive designs

Question 9: True or false? You can skip the strategy stage and move right to building the launch pad if you have a senior team member who has been working at the company for a while because they will already know what should be built on the website.

True
False

Question 10: Which of the following factors is NOT important to determine during the website goals step?

The number of high-impact pages required to build on the new website.
The target goals for each key performance indicator (KPI).
The omissions.
The key performance indicators (KPIs) that should be measured.

Question 11: Imagine your team is reviewing the required work to complete the strategy stage. Upon reviewing, your boss asks, “What is the Jobs to Be Done step?” Which of the following responses would be the best?

“Jobs to Be Done is a framework that helps us understand the progress our customers are trying to make, which they are “hiring” our product or service to help with.”
“Each page on the website has a specific job. Jobs to Be Done is a framework that helps our team while wireframing to ensure the elements on the page match the job that page is trying to accomplish.”
“Jobs to Be Done is a survey we can send to existing customers to better understand the people they interact with at work, including influencers and decision makers.”
“Jobs to Be Done is a document primarily used by software companies. Because we’re in manufacturing, we can skip this step because it doesn’t apply.”

Question 12: Which statement best describes what a buyer persona is?

A semi-fictional representation of your ideal customer.
A report that combines the items that an average buyer purchases in a year.
A simple description of demographic characteristics of people you’d like to target.
The most recent lead that converted into a paying customer.

Question 13: Which of the following statements best describes the goal of a journey map?

To gain a holistic view of your persona’s life throughout their journey of accomplishing their job to be done.
To understand the page funnels that users are moving through on the current website to identify where they’re dropping off.
To identify gaps in your content strategy by mapping out all of your current content offers and matching them to their respective lifecycle stages.
To understand the steps the user goes through while working with a competitor to find areas of weakness.

Question 14: Why is it important to wait until the end of the strategy stage to complete the website-specific strategy items?

It’s important to have a deep understanding of your users before developing the website-specific strategy items.
The website-specific strategy items are completed at the beginning of the strategy stage to help us understand how the website is used by the company and our users.
It’s best to work on the website-specific strategy at the end because you often have to wait until others in the company send out your discovery questionnaire. While waiting, you can work on other less-important activities, such as developing personas.
The website-specific strategy items are often determined at the end because of a lack of resources. If you have a big enough team, it’s preferred to start working on the website-specific items as soon as possible.

Question 15: Which of the following items could be included on your website wish list?

Specific on-page elements
Website sections and pages
CRM integration details
Browser compatibility requirements
Quoting calculator
They all could be included on the website wish list

Question 16: Why is it important to have an integrated tool stack that pulls all user data into one centralized place?

With an integrated system, your team can use the centralized data to trigger new actions to drive results faster.
Integrating your tools improves security because your team doesn’t need to manage as many login passwords.
Having all your data in one place decreases your costs by reducing the number of servers needed to store data.
It’s not important to have an integrated tool stack.

Question 17: How should you evaluate tools for your Growth-Driven Design tool stack?

Start with the goals you’re trying to reach. Then look at the functionality required to achieve those goals. Lastly, pick the tool that’s the best fit with that functionality.
Because the industry is changing quickly, the best strategy is to find the newest tools on the market because they use the latest technology.
There’s no need to change the tools you’re using, because the tools used in traditional web design are also the best tools for Growth-Driven Design.
To save your team from having to learn a new tool, use the same tools your team is already using and feels comfortable with.

Question 18: When evaluating tools to integrate into a Growth-Driven Design tool stack, which of the following is NOT an important functionality consideration?

It promotes team collaboration.
The CMS helps your team create, manage, and grow content.
It has direct data integrations into social networks to pull social data into the database.
It helps your team perform user research.
It helps your team quickly and easily turn insights into experiments.
It has deep integrations with other systems used to drive business growth.

Question 19: True or false? Your strategist’s (or team leader’s) role is to master the process of uncovering answers from your users and turning those answers into items to build to drive value and business results.

True
False

Question 20: What are the three high-level steps of the user research process?

Develop user questions, perform research, analyze and report on findings.
Quantitative analysis, qualitative verification, experimentation validation.
Perform research, develop user questions, create hypothesis.
Develop user questions, create prototype, run user testing.

Question 21: Fill in the blank: You’re training a new team member on the research and brainstorming process. Your teammate asks, “Why are the user questions the first step in the research process?” You respond with, “Starting with creating user questions helps us _______.”

focus our research efforts in the right areas and helps us determine the best research methods to use
communicate expectations between the users and the stakeholders
scope the number of action items we implement in that cycle
determine which action items we should test and which ones should simply be implemented without testing

Question 22: True or false? It’s common to answer a user question by conducting one type of research.

True
False

Question 23: Imagine you’re reviewing your website’s analytics and notice a large percentage of users exiting the site on the third step of your conversion funnel. The third step of the conversion funnel is the “product comparison page.” You want to review the behaviors and interactions each user has on that page just before they exit. Which research category would be best to use in the scenario above?

Observational
Qualitative
Quantitative
Prototyping

Question 24: When is quantitative research a good option for your team to use?

When you’re looking for trends.
When you want to see how users interact with a new prototype.
When you’re testing and validating your experiments.
A and C
All of the above

Question 25: Imagine your boss asks you, “Why is it important that we launch the launch pad website quickly?” Which of the following statements is the best response?

“Two reasons. First, the faster we launch, the less risky assumptions are made. Once it’s live, we can start collecting data to inform our decisions. And second, the faster we launch, the sooner we’ll start seeing a return on our investment. Remember, we’ll continue to build and optimize the site after it’s live.”
“The primary reason we need to launch quickly is to allow our team to shift focus from the website to other marketing activities. It’s common to spend too much time on the website and forget about everything else.”
“Since we’re an enterprise website with lots of content that can’t be cut, we’re not able to build a launch pad website. Instead, it’s better to follow traditional web design and then run optimization after.”
“Launch pad websites are not compatible with our ecommerce website. It’s impossible for us to cut down the number of products we sell. Therefore, we should do traditional web design with optimization after.”

Question 26: What is the difference between a launch pad website and a traditional website?

The end result is a fully built website for both. It’s the behind-the-scenes process involved in the launch pad site that the company and users don’t see that enables a faster launch.
A launch pad and a traditional website do look quite different. Launch pad websites are much smaller and require a great deal of content to be removed or archived.
The launch pad is only seen by a small group of users during the user testing process. The rest of the company and users don’t see the website until you launch the full traditional site.
None of the above accurately describe why it’s hard to tell the difference.

Question 27: True or false? It’s impossible to build a launch pad website for a large, enterprise website.

True — they’re often too big to make it worthwhile to run Growth-Driven Design versus traditional web design.
True — complex functions like multiple languages, ecommerce, forums, etc., make it impossible to build a launch pad website.
False — it is possible. You’ll likely have to adjust your approach, and it will likely take you longer to build your initial launch pad, but it will still be quicker than if you built the website using traditional web design.
False — in the strategy process, you’ll need to convince stakeholders to cut out the majority of the website’s content and create a small website.

Question 28: Which of the following technique(s) can be used to increase speed and quality of the new launch pad website?

Customizing your approach
Implementing sprint workshops
Effective content development
Stakeholder-driven brainstorming
Investing in internal efficiencies
C and D
A, B, C, and E
All of the above

Question 29: When customizing your launch pad acceleration approach, which of the following possible acceleration methods should you NOT use?

Launch and expand
Wise investor
80/20
Kickstart
All hands on deck

Question 30: Imagine your team launched a new website three months ago, before you were hired. The website is performing well, but there’s still opportunity to improve using Growth-Driven Design. Based on this scenario, which is the BEST approach to recommend to your boss?

Use the “refresh” method by reviewing the strategy stage, auditing the existing website, developing the list of required updates, and moving into continuous improvement starting with your list of required updates.
It’s best to start over from scratch and build a brand new launch pad website using the “80/20” method. This way, you know everything on the website aligns with your vision.
Because you already have a website, you should skip the strategy and launch pad stages and move directly to the continuous improvement stage. The first theme to use would be the establish theme.
Growth-Driven Design is not a good fit because the website is already performing well. Growth-Driven Design is only used when the website is performing poorly.

Question 31: Which of the following is NOT a good way to speed up the process of building a launch pad website?

Prioritize the 20% of the wish list items that will make 80% of the impact.
Build the site as quickly as possible, regardless of quality.
Develop a streamlined process to focus time where it will make the most impact.
Adopt the agile process to speed up your internal efficiencies.

Question 32: Your team and the stakeholders are discussing where to run sprint workshops. In which parts of the GDD process is it common to run a sprint workshop?

During the strategy kick-off, wish list brainstorming, designs, and new site launch.
During the user interviews, content creation, launch, and start of the continuous improvement stage.
During the strategy kick-off, designs, sales team presentation, and the launch media press release.
Sprint workshops are only run during the strategy kick-off.

Question 33: Why is it important to focus on effective content development?

Content is the core of your website and is key to driving user behavior.
Content creation is often the biggest cause in delays during the redesign process.
Although nice to have, effective content development should not be a primary focus. It’s more important to focus on making the website look better than your competitors’ websites.
The final copy is needed before the site can be designed or developed. This is why content development is important to start directly after the GDD engagement kicks off.
A and B
All of the above

Question 34: Which of the following is NOT a way to create remarkable content?

Get started as soon as possible.
Weekly check-ins with content contributors.
Invest in using content professionals.
Have the CEO create the content from scratch to ensure it’s in their voice and makes a personal connection with website users.
Jump from hand-sketched wireframes to building prototypes directly in your CMS while simultaneously collaborating on content in the CMS.

Question 35: True or false? It’s important to code a marketer-friendly website.

True — this removes bottlenecks, allows your team to move faster, and keeps developers building interesting projects versus spending their time making small updates.
True — marketers love to jump into the CSS and API code to adjust and improve the code the developers created.
False — the website has always been managed by IT and they always push website improvements to the top of their work list. There’s no reason to get marketers involved.
False — a CMS does not need to make it easy for marketers to work on the website, and most developers hate learning new systems.

Question 36: Fill in the blank: The continuous improvement stage is a repeatable, _____ process for the team to continuously collect ______, build _______, and generate more momentum as they go.

agile, real user data, high-impact items
agile, stakeholder feedback, brand new pages
waterfall, and analyze, new items
fast-moving, data, new action items

Question 37: Imagine while planning your yearly budget, your CEO asks you, “We have many people asking for funding. Why should we invest in continuous improvement? Can’t we just stop at the launch pad website?” What is the best response?

“The continuous improvement of our website is an investment in driving even more value to our users and better results for the company. In a 2017 web design agency survey, it was found that running GDD resulted in 16.9% more leads and 11.2% more revenue six months after launch!”
“Investing in continuous improvement ensures that the website will always look beautiful and position us well against competitors when leads are doing research.”
“The continuous improvement of our website is important because the company is always launching new products and soon the website will be out of date. If we have budget to keep the existing content up to date, both customers and sales reps will be happy.”
“Continuous improvement is important to keep the website up to date and avoid our site being hacked. However, our team doesn’t have to manage it. We could hire an intern to manage the website and instead invest in other marketing activities.”

Question 38: Who should choose the team’s theme to focus on, and when will it be announced to the team?

Strategist, the quarterly summit
Strategist, the plan step of the sprint cycle
Stakeholder, the quarterly summit
Stakeholder, the plan step of the sprint cycle

Question 39: What is the goal of the “plan” step in the sprint cycle?

To determine the most impactful action items to implement to get closer to the current focus metric goal.
To get face time with the team and the stakeholders.
To reflect on the previous cycle.
To design and develop new features for the website.

Question 40: While going through the sprint cycles, where should your team focus all their time and energy?

Improving the focus area selected by the strategist at the beginning of the cycle.
Developing high-quality photos and videos.
Filling out the fundamental assumptions chart.
Talking to stakeholders about what to build next.

Question 41: How many action items should you aim to complete in each sprint cycle?

Start at the top of the prioritized wish list and select as many action items as you can complete based on the effort required by each item and the team’s capacity.
First complete any items your CEO mandates. Then use the remaining time to complete any action items, updates, or maintenance items.
The general rule is to complete a minimum of five action items per sprint to continue the momentum.
The number of action items you complete will depend on how busy you are with other work. The slower you are, the more action items you can complete.

Question 42: True or false? It’s important to leave a certain percentage of flex time in each sprint cycle for implementing updates, maintenance, or CEO-mandated items.

True
False

Question 43: Which statement best describes why it’s important to run experiments to test the action items your team is building?

Running experiments is important for having a structured way to learn about your users and how the business can interact with them.
Running experiments is important to be able to report every single action your team implemented to management.
Running experiments is important to keep your team busy on documentation and critical thinking.
Running experiments is only important once you set the “optimize” theme and your team is trying to improve your existing content.

Question 44: True or false? A/B or split testing is the only way to validate your hypothesis.

True
False

Question 45: What is the goal of the “learn” step in the sprint cycle?

To reflect on your experiments to gain a deeper understanding of your users so you can make smarter decisions and drive more value in the next sprint cycle.
To interview five users to answer questions about their challenges.
To make recommendations to other teams on how to best solve the user’s challenges.
To teach users about your products and services so they can learn the benefits of them.

Question 46: What is the goal of the “transfer” step in the sprint cycle?

To help teams improve their efforts by informing them of your user learnings, and vice versa.
To transfer inactive users to the archive as they are no longer engaged with your marketing.
To find complementary businesses and transfer links between websites to improve referral traffic and SEO authority.
To transfer onto a new software platform that’s a better fit for your needs.

Question 47: How many sprint cycles should you run on each focus area?

You should run as many sprint cycles as it takes to reach the predetermined focus metric goal of that focus area.
The individual sprint cycles are not connected to the performance roadmap in any way.
Run a minimum of three sprint cycles during each one of the focus areas.
Run a maximum of ten sprint cycles during each one of the focus areas.

Question 48: What is the website performance roadmap?

A framework used by the strategist when they’re planning during the continuous improvement stage.
A step-by-step guide for auditing and identifying improvements on your website.
A milestone-based approach for determining when to build new pages or sections onto the website.
A framework used by the stakeholders to determine when they should redesign a new website versus continue to optimize an existing website.

Question 49: Imagine your launch pad website is now live, and you’re moving into the continuous improvement stage. Which of the following frameworks provides focus to the team, sets clear expectations, and helps track and measure progress?

The website performance roadmap
The stakeholder mapping document
The journey map
Fundamental assumptions

Question 50: The website performance roadmap is a framework structured into a decision tree with three levels. In what order are the three tree levels?

Theme, focus area, tactics
Theme, tactics, focus area
Theme, focus area, experiments
Focus area, tactics, focus metric

Question 51: Imagine you’re trying to educate your team on the website performance roadmap. How would you best describe what a “theme” is?

A directional mindset the team should use to think through building and optimizing the website. It’s used to help direct and focus the team.
The branding and styling of the new website, which is often compared to competitors’ websites.
A process used to audit the existing website and find different search engine optimization opportunities.
A process that dictates the capacity and speed the team uses to execute action items during sprint cycles.

Question 52: What is the recommended minimum number of months to stay on a particular theme?

One
Two
Three
Six
None of these are correct

Question 53: Select the definition that best describes the “establish” theme.

The core foundational activities you need to do once you’ve built something new.
The process of internal marketing within your company to showcase the new website and the impact it’s having.
The completion of the core strategy documents, such as the fundamental assumptions and the journey map.
The organization of the initial Growth-Driven Design team, the setup of your initial tool set, and the creation of your first quarterly gameplan.

Question 54: Which focus area is often worked on directly after your new launch pad website goes live?

Harvest. You build high-impact items that are easy and quick to accomplish.
Conversion rate optimization (CRO). You eliminate the friction points and reduce the number of steps in your conversion funnel.
Usability. You ensure the website is intuitive, inviting, and easy to use to help users solve problems.
Personalization. You provide a hyper-relevant experience for each user to ensure they get the perfect experience for their needs.

Question 55: True or false? The two primary focus areas of the “optimize” theme are conversion rate optimization and personalization.

True
False

Question 56: What primary challenge(s) exist with the traditional web design process?

The website launch often falls behind schedule and runs over budget.
Most decisions about the website are based on assumptions and are from the company’s point of view.
Poor results happen because there are minimal improvements made after the launch.
A and B
A and C
A, B, and C

Question 57: Imagine your CEO says, “Why do we need to use Growth-Driven Design on our website? Don’t we just need it to look better than our competitors?” Which of the following is the best response to your CEO?

“We need to shift our thinking to view the website as an asset we invest in to drive company growth. Agencies on a 2017 survey reported seeing 14.1% more visitors, 16.9% more leads, and 11.2% more revenue six months after launching their website using Growth-Driven Design.”
“Our website is very important. GDD helps us organize and store all our content for our customers to access at any time. Giving them access to this content is very helpful and will likely help generate more leads.”
“You’re right. However, we need to keep the look and feel to be up to date with the latest design trends. The more pleasing the design is, the more likely visitors will like us more than a competitor. GDD is a great playbook to stay on top of design trends.”
“You’re right, the website isn’t really key to our company. It’s probably best to just launch the website and then refocus on other activities like direct mail advertising.”

Question 58: Fill in the blank: ________ are the core elements of the business and website. They act like the beams of a house, the underlying support upon which all other activities should be built.

The “fundamental assumptions”
The executive team’s goals
Profit and loss statements
Marketing vision

Question 59: Your team is evaluating different content management systems (CMS). Which of the following questions should your team members ask themselves?

Does this CMS remove bottlenecks and empower our non-technical team members to take action?
Is this CMS fast, secure from hackers, and reliable?
Which CMS allows us to take action on data and best supports our GDD efforts?
Is this the best CMS to help us achieve our goals and drive business growth?
All of the above

Question 60: Which statement best describes when user research is used during Growth-Driven Design?

User research is used throughout the entire GDD methodology, but it’s especially common during the strategy stage and the plan step of the continuous improvement stage.
User research is primarily done when first kicking off a new GDD engagement to better understand your audience.
User research is primarily done during the launch pad stage when you’re testing various prototypes with actual customers.
User research is primarily done after running an experiment that doesn’t perform like you predicted.

Question 61: Which of the following statements is NOT an example of a time you need to use qualitative research?

When you need to find out “why” users are behaving a certain way.
When you’re first starting out and/or lacking quantitative data.
When you need to dig deeper into a specific topic.
When you need to save time on research to hit a deadline.

Question 62: Which statement best defines a launch pad website?

A website that looks and performs better than the one you have today but is built quickly and is not a final product. Rather, your launch pad is the foundation you’ll build and optimize from using data.
A website that is built quickly by removing the majority of pages and functionality. The result is a pared-down version of your old website.
A fully built website that includes all of the ideas your team and stakeholders developed in the strategy stage.
An interactive prototype built in PowerPoint that can be used to gather user feedback and iterate on. Once the feedback is collected, the launch pad is turned into a full website.

Question 63: True or false? The only way to speed up the creation of a launch pad website is to cut out the majority of the content.

True — most of the content on a website is not critical to the success of the site, so it is better to simplify and delete it.
True — the only way to ensure a quick launch is to remove all of the content except the most important pages.
False — the second way to speed up the launch pad website is to limit the stakeholders to only one revision on all content and designs.
False — cutting down the amount of content on the site is only one of many options for speeding up a launch pad website and may not be the right choice for your specific website.

Question 64: Fill in the blanks: A sprint workshop is a _________ where _______ step(s) out of the day-to-day to collaborate and develop a set of _________ that will be ________.

focused period of time, the team, specific deliverables, tested on website users
week-long event, your users, website ideas, pitched to management.
quarterly meeting, stakeholders, guiding principles, implemented on the website that quarter.
sporting event, your team, athletic events, used for team-building.

Question 65: Fill in the blank: Running a sprint workshop is time consuming for the team, but it’s worth the time investment because: ___________.

pulling everyone, including stakeholders, together for a focused time period ends up saving time by avoiding slow communication, distractions, and approval delays
you can pull on the collective knowledge of a diverse group, which results in better ideas
having everyone together, including stakeholders, creates better buy-in and alignment across the company
All of the above

Question 66: Each focus area has a specific focus metric associated with it. Which of the following best describes what a focus metric is?

A single metric that provides focus for ideation and prioritization while also serving as a direct measure of the progress you make toward the current goal.
Another name for business revenue.
The metric your team should not focus on because it’s distracting and pulls away from more important metrics.
A single metric that’s used to show progress throughout the entire engagement, from the start of the strategy to the end of the continuous improvement phase.
None of the above.

Question 67: Why is the “value” focus area important to complete early on after launching a new launch pad or website initiative?

If you don’t first validate that the solution you built does, in-fact, solve users’ pain points and provide value, your team might waste time optimizing something users don’t care about in the first place.
The value focus area should be implemented immediately after launching the new website to ensure the business is capturing as many leads as possible, thus maximizing the value of the website to the business.
The value focus area should be implemented immediately after launching a new website product to ensure your stakeholders see value in your GDD efforts and continue to fund your team.
It’s a misconception that the value step must be completed early on. It’s actually better to implement the value focus area as late as possible in the process.

Question 68: What is the difference between Growth-Driven Design and conversion rate optimization (CRO)?

Conversion rate optimization efforts are just one piece of a bigger puzzle. The bigger puzzle is the Growth-Driven Design methodology.
Growth-Driven Design primarily focus on uncovering what to build, whereas conversion rate optimization is primarily focused on testing the effectiveness of what you build.
Growth-Driven Design is a way of thinking, and conversion rate optimization is the step- by-step process of putting that thinking into action.
Conversion rate optimization is only about optimizing your existing website pages, whereas Growth-Driven Design is only about building new pages onto the website.

Question 69: Why is the “expand” theme important to consider when thinking of the website as a tool for company-wide growth?

It’s easy to think of the website as a tool for the marketing team to acquire new leads, but the website is a tool that the entire company can use to achieve their goals and provide value across the user’s journey.
Once you’ve launched the initial website, expanding your efforts to also include paid marketing is key to continuing growth.
The “expand” theme does not refer to company-wide growth; rather, it refers to expanding the focus of the website to include new personas that were not discovered in the strategy stage.
To boost organic SEO traffic, your team must expand the number of pages to include a page focused at every single industry topic and keyword. You can then funnel the new traffic to different departments to help them gain exposure to the website visitors.

Question 70: How do you prioritize which wish list items to work on?

A combination of highest impact score, lowest effort required to build, and urgency to implement.
By selecting the action items based on which team members have the capacity to complete them.
By selecting action items that are the quickest for your team to implement.
By putting any stakeholder or CEO requests at the top and pushing everything else until you have more time.

Question 71: A critical first step to choosing your website design tools is to ___________.

map your data to you your website
import all user data into your platform
map business goals to website functionality
review your budget for spending limits
ask your team what tools they like to use

Question 72: Most of your website design tools can be found in a CMS. A CMS can be defined as which of the following?

Customer management system
Drag and drop editor
Custom marketing system
Content management system
Customer marketing sample

Introduction to HubSpot Growth-Driven Design

HubSpot’s Growth-Driven Design (GDD) is a methodology for creating and optimizing websites that focuses on continuous improvement rather than traditional, static design processes. Here’s a breakdown of the key elements and benefits:

Key Elements

Strategy: Start by setting clear goals and understanding your target audience. This involves researching and gathering insights about what your users need and what will help your business grow.
Launchpad: Develop a solid, functional website with essential features that provide a strong foundation. The launchpad is not the final product but a starting point to build upon.
Continuous Improvement: Use data and feedback to make ongoing enhancements to the website. This involves monitoring user behavior, analyzing performance metrics, and iterating based on real-world results.
User-Centric Design: Focus on creating a website that is intuitive and meets the needs of your visitors. Regularly update the design and content based on user feedback and behavior analytics.
Collaboration: Foster collaboration between marketing, design, and development teams to ensure that all aspects of the website are aligned with business goals and user needs.

Benefits

Flexibility: Instead of committing to a complete redesign, you can make incremental changes that adapt to user needs and technological advancements.
Data-Driven: Decisions are based on real user data and feedback, leading to more effective design changes and improvements.
Faster Time-to-Market: Launch with a functional site quickly and improve upon it over time, rather than waiting for a perfect site before launching.
Continuous Optimization: The website evolves with your business and user needs, helping to maintain relevance and effectiveness.

Implementation

To implement Growth-Driven Design, you’ll typically start with a strategy session to define your goals and user personas. From there, you’ll create a launchpad website that meets your immediate needs. As you gather data and feedback, you continuously make iterative improvements to enhance the user experience and achieve your growth objectives.

Overall, GDD aligns well with modern digital marketing practices, emphasizing agility, responsiveness, and a focus on user experience.

July 26, 2024 0 comment

Certification

HubSpot Revenue Operations Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Revenue Operations Certification Exam Answers

Question 1: What is scale?

A measure of how fast a company is growing
The size of a company’s marketing reach
The amount of time it will take to fully implement an operations strategy
When business growth is faster than investment growth

Question 2: What has caused RevOps to become such a popular topic in recent years?

New governmental regulations
Increases in technology, data, and customer expectations
A lack of operational rigor in modern startups
The absence of university degree programs in operations

Question 3: True or false? RevOps improvements generally require a large investment of money.

True
False

Question 4: True or false? You need an advanced degree in order to be a qualified RevOps professional.

True
False

Question 5: Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 6: Situation: Granny’s Handmade Electronics produces high-end computers and TVs using only yarn and apple pie filling. Many consumers are skeptical that the products would work as advertised, so Granny has introduced a seven-day free trial and a one-year money-back guarantee. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 7: Situation: Chuck’s Nuclear-Powered Chainsaws are not only the most powerful power tools in the world but also the most dangerous. To prevent overeager apartment landscapers from accidentally cutting down high-rise buildings while trimming the hedges, Chuck requires his customers to complete a four-part training program before purchasing a saw. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 8: Situation: Ruthie’s Office Furniture sells office furniture to offices that need furniture. Ruthie believes passionately that all contracts should be signed by hand, so she requires her clients to send them to her using a fax machine. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 9: Situation: C’est Wot is a Quebecois-British fusion restaurant specializing in jellied eel poutine. To encourage customers to bring their friends, C’est Wot gives first-time visitors buy-one-get-one meal vouchers for their next visit. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 10: Situation: Goat Splat is the latest up-and-coming punk band in Perth, Australia. Previously, their live shows were poorly attended because their international fanbase had trouble getting to Perth (it’s a bit out of the way regardless of where you’re coming from). To remedy this, Goat Splat is experimenting with live streaming their shows so fans can attend without having to travel. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 11: Situation: The Tehachapi Zeppelin Company sells enormous airships to transportation and logistics companies. Each airship costs millions of dollars, and the sales cycle is multiple months long. One sales manager has noticed that bigger deals take longer to close, so he’s encouraging his sales reps to add extra meetings to the sales process in hopes of increasing average deal size. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 12: Evaluate this SLA: By the end of this month, Marketing will increase website traffic by 50%, and sales will attempt contact up to three times for each website lead.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 13: Evaluate this SLA: Each month, marketing will qualify enough leads for sales to close $50,000 in new business, and sales will contact every marketing qualified lead.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 14: Evaluate this SLA: Each month, marketing will produce 100 qualified leads, and sales will contact each lead within 12 hours.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 15: Evaluate this SLA: Marketing will send four marketing emails each month, and sales will follow up with 50% of the recipients.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 16: Evaluate this SLA: Each month, Marketing will generate 500 qualified leads, and sales will contact each lead as quickly as possible.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 17: Evaluate this SLA: Marketing will generate $50,000 in lead value every month.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 18: Evaluate this SLA: Marketing will produce $100,000 of lead value each quarter, and sales will contact every marketing qualified lead within 24 hours of receiving it.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 19: True or false? Every step of a sales process must have exit criteria.

True
False

Question 20: What four elements should your sales playbook include?

Required behavior, factual outcomes, inspectable actions, and buyer-centric focus
What your sales reps need to know, what they need to do, what they need to say, and what they need to show
An ideal buyer profile to help your reps identify good leads, an outreach strategy to help them connect with good leads, a qualification framework to help them explore their leads’ needs, and a presentation template to help them advise their leads on the best path forward
Territories, quotas, compensation, and tactics

Question 21: Evaluate this step of a sales process: Buyer submitted “Contact Sales” form.

This step isn’t required.
This step isn’t factual.
This step isn’t inspectable.
This step isn’t buyer-centric.

Question 22: Evaluate this step of a sales process: Budget holder approved expense.

This step isn’t required.

This step isn’t factual.
This step isn’t inspectable.
This step isn’t buyer-centric.

Question 23: Situation: Trustworthy Financial Services recently hired a RevOps professional named Markeisha. Markeisha is spending her first few months trying to understand where leads come from, how they get passed to sales, and what happens to new customers after the deal is closed. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 24: Situation: Real Good Manufacturing recently hired a RevOps professional named Vladislav. Vladislav has discovered that the company has no restrictions on who can access and change customer data, and he is working to put regulations in place that control access and permissions. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 25: Situation: Oslo’s biggest knitting supplies wholesaler recently launched an ecommerce store and hired a RevOps professional named Einar. He has mapped out the buyer’s journey for the company’s customers, and he is in the process of documenting everywhere responsibility for a customer is passed from one team to another. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 26: Situation: Beep Boop Beep is a quickly growing telecommunications company that recently hired a RevOps professional named Alexis. She is developing a data dictionary to document all the information stored in the company’s many systems and how they are connected to each other. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 27: Situation: Quackers Insurance recently hired a RevOps professional named Suvi. The company has been tracking leads and customers using paper ledgers, and Suvi is working to get a CRM platform implemented. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 28: What accounting tool gives a snapshot of your business’s financial standing at a single point in time?

A3 Template
Income statement
Cashflow statement
Balance sheet

Question 29: What accounting tool reports on revenue and expenses over a period of time?

A3 Template
Income statement
Cashflow statement
Balance sheet

Question 30: What accounting tool shows the net amount of money moving in and out of your business?

A3 Template
Income statement
Cashflow statement
Balance sheet

Question 31: Situation: Flavio’s Organic Construction Company built a commercial building of entirely plant-based materials. Unfortunately, the final inspection found serious problems with the building’s plumbing, and extensive non-plant-based renovations were required before the building could be sold to a customer. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 32: Situation: Bartholomew’s Luxury Furniture produces handcrafted home goods with lifetime warranties. Bartholomew invests heavily in educating and training his team to help them avoid mistakes that could lead to defective products. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 33: In Monroe’s Motivated Sequence, the purpose of the Attention section of a persuasive speech is to ______.

call attention to the problem you want to solve.
call attention to the solution you’re proposing.
get the audience to pay attention to you.
help you pay attention to the silent cues your audience is giving you.

Question 34: In Monroe’s Motivated Sequence, the purpose of the Satisfaction section of a persuasive speech is to _____.

convince the audience that you are the best person to solve the problem you’ve identified.
state your proposed solution as succinctly and clearly as possible.
answer questions posed by the audience.
allow yourself to feel good about the presentation you’ve given.

Question 35: In Monroe’s Motivated Sequence, the purpose of the Action section of a persuasive speech is to _____.

identify the actions that have already been completed.
describe the actions you personally intend to take.
ask your audience to take action on your proposal.
explain the most exciting or interesting part of your solution.

Question 36: Situation: Dmitry McNamara is the RevOps leader at Just Me, a single sign-on tool for consumers who want to manage all their social media accounts and email addresses from a unified dashboard. Just Me manages huge quantities of data, and Dmitry wants to hire someone who can analyze the data more deeply to help the company make more informed decisions. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anybody

Question 37: Situation: Janet Hopkins is the sole operations professional at Equal Lingual, which provides translation services to companies that want their content to be available in critically endangered languages. Equal Lingual is growing rapidly, and Janet is finding herself spread too thin. She wants to hire someone who can take on an odd assortment of responsibilities to give her more time for strategic planning. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anybody

Question 38: Situation: The International Alliance of Superheroes is a rapidly growing professional organization. One of their salespeople, Hyperman, recently left the sales team to lead operations. The organization’s highly customized CRM system requires so much administrative work that Hyperman is spending most of his time on system admin responsibilities. He would like to hire someone to administer the CRM so Hyperman can focus on other activities. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anyone

Question 39: Situation: Foolproof Medical Supplies has been selling their products to hospitals for many years, and they now want to start selling directly to consumers. Norma Jones, the head of their RevOps team, has never worked at a company that sells directly to consumers, and she would like to hire someone from a consumer industry who can help her build that strategy. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anybody

Question 40: Situation: The Sneaky Sneaks Shoe Company has been in business for 15 years, and during all that time, operations have been led by the company’s CEO, Larry. However, Larry has recently decided that he would like to hire someone to handle operations full-time. With 15 years in the business, Larry is confident he can train a person on what’s involved in the job, but he wants his operations leader to have good technical and strategic skills. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anybody

Question 41: What is the second core element of a RevOps strategy?

Identifying good-fit prospects for your sales team to work with
Hiring a RevOps team
Communicating available opportunities to company leaders and committing to a plan that addresses them
Establishing a framework for communicating goals between departments using a shared vocabulary and unified metrics

Question 42: What is the third core element of a RevOps strategy?

Profit
Aligning the relevant teams around shared metrics and goals that support a plan
Repeating the first two steps
Reporting the achieved results to the appropriate leaders and setting a plan for the next iteration

Question 43: Which is more important for scaling an organization, alignment or strategy?

Alignment and strategy are about equally important
Strategy is more important than alignment
Alignment is more important than strategy
Neither alignment or strategy is all that vital

Question 44: Situation: Neon Broccoli is a public relations firm that seeks to make boring companies feel relevant to kids and teens. Their marketing team’s top goal is to provide sales with a specific number of qualified leads each month, and the sales team’s top goal is to contact those leads within a specific amount of time. The customer service team’s top goal is retention. How well are their customer-facing departments’ goals supporting their efforts to scale?

There isn’t enough data to determine whether these are good goals or not. Add a RevOps department to your organization, and reorganize your other departments around it. Then let the RevOps team set goals for your departments, and you’ll be much more likely to achieve scale.
These goals look great! You should achieve scale shortly if you execute well on these goals.
These are very clear goals, but the optimal approach is for there to be just one goal that all departments are jointly focused on. If all of your departments are trying to make your customers happy, they don’t need individual department goals and metrics.
It’s hard to know if these goals are good without knowing what you’re company’s top priorities and strategies are. When you evaluate individual departments’ goals, the most important thing is that they support your company’s overall mission.

Question 45: What is the difference between a customer-in strategy and a function-out strategy?

A customer-in strategy focuses on providing an excellent experience to customers, while a function-out strategy focuses on enabling internal teams within their current confines.
A customer-in strategy focuses on bringing customers into your flywheel, while a function-out strategy focuses on more mathematical approaches to increasing revenue.
A customer-in strategy prioritized the needs of your customer-facing teams, while a function-out strategy emphasizes the importance of operations and other back office teams.
Customer-in and function-out are two different names for the same RevOps approach to creating a functional customer strategy.

Question 46: In addition to defining your winning aspiration, what three questions will you need to answer as you create and communicate a customer-in strategy?

Where you want to play, how you will win, and what measures you’ll use to see that you’re successful
Who your target customer is, what products you’ll sell, and what competitors you need to beat
Who will design the strategy, who will execute it, and who is likely to fight against it
What is your name, what is your quest, and what is your favorite color

Question 47: True or false? Aligning your sales team’s incentives with your customers’ long-term success will create delight for your customers.

True
False

Question 48: True or false? Friction can be used to describe challenges that hold back your internal teams as well as challenges that hold back your customers.

True
False

Question 49: True or false? Scale should be a top priority for all companies, even early-stage companies who are still defining product-market fit.

True
False

Question 50: Fill in the blank: Buildings, equipment, and long-term investments are all examples of _____.

current assets
current liabilities
fixed assets
COGS

Question 51: True or false? The amount of assets on your balance sheet should be equal to the amount of liabilities on your balance sheet.

True
False

Question 52: Fill in the blank: Accounts payable and income taxes are examples of _____.

current assets
current liabilities
fixed assets
COGS

Question 53: True or false? Share capital is the amount of money a company pays to its shareholders in the form of dividends and increased share value.

True
False

Question 54: Fill in the blank: Income statements report on revenue and expenses _____.

over a period of time
at a specific point in time
projected for a future period of time
specifically in cryptocurrency

Question 55: True or false? According to the cost of poor quality, if your products were perfect, you could save 100% of the cost of appraising them.

True
False

Question 56: True or false? When sales is contacting marketing qualified leads, faster is always better.

True
False

Question 57: Fill in the blank: Every step of your sales process should be required, factual, inspectable, and _____.

buyer-centric
revenue-driven
repeatable
unique

Question 58: True or false? Every step in your sales process needs clearly defined exit criteria.

True
False

Question 59: Fill in the blank: Your sales playbook should cover what your sales reps need to know, do, say, and _____.

show
sell
hide
not do

Question 60: True or false? No sales process is perfect.

True
False

Question 61: How does RevOps help companies scale?

By creating a shared vocabulary for company executives to use when explaining the company’s financial performance to outside investors
By increasing the use of technology within a company
By improving the accounting practices of each company department
By harmonizing the processes, systems, and data used by customer-facing teams

Question 62: Which of the following best demonstrates an operations mindset?

“I don’t know how to solve this problem. Let’s just try some things and see what works.”
“The solution to this problem is obvious to me because of my technical expertise. I’ll solve it right now.”
“This problem is much more complicated than it seems. I’ll need a couple months to dig into the necessary data to identify a possible solution. Please be patient while I create a foolproof plan of action.”
“I investigated the problem you reported to me, and I discovered several root causes in the processes our teams are using. I’ve designed an experiment to test a possible solution.”

Question 63: Situation: Binge TV is a streaming service that specializes in irresistible shows. Their shows are so good, in fact, that their customers’ health has been suffering from watching so much TV. Some doctors are encouraging their patients to cancel their Binge TV subscriptions. Therefore, Binge TV is putting a new system in place: Any time an individual user streams content for 16 continuous hours, they get locked out of their account for 8 hours to force them to take a break. This is an example of:

Adding force
Removing friction
Adding good friction
Adding bad friction

Question 64: Evaluate this step of a sales process: Buyer discussed our product with their team.

This step isnât required.
This step isnât factual.
This step isnât inspectable.
This step isnât buyer-centric.

Question 65: Situation: The Lucky Nickel Construction Company recently hired a RevOps professional named Abeeku. He has discovered that the sales department and the customer support department have two different systems for tracking customer information and that the two aren’t connected in any way. He would like to get both departments onto the same system, but in the meantime he is focusing on integrating the two systems so they can share data. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 66: Situation: Bedside Manor is a healthcare company that recently hired a RevOps professional named Dyani. Dyani has determined that there is more work to do than she can accomplish by herself, and she’s using an A3 template to persuade the executive team to hire a second operations professional. This is an example of:

Process definition
Data governance
Tech stack management
None of the above

Question 67: Fill in the blank: Your _____ is the foundation of everything your sales team does.

company revenue goal
sales process
online presence
sales methodology

Question 68: Situation: Charlie’s Pressurized Cottage Cheese Company sells soft cheese products in aerosol cans, making it easy for their customers to put copious amounts of cheese onto fruit, granola, or directly into their mouths. Yum! Unfortunately, the cans occasionally explode in the warehouse before they can be sold to customers. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 69: Situation: Tamara’s Monogrammed Baked Goods sells muffins, cakes, and pastries that have their customers’ initials sewed onto them with celery strings. But, the delivery team sometimes gets orders mixed up and delivers monogrammed baked goods to the wrong customers. For health reasons, food items cannot be returned, so Tamara has to monogram a new set of baked goods and have them delivered to the affected customers. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 70: Situation: Maria’s Seltzer Broth produces a wide array of ready-made carbonated soups. Be sure to look for the hand-labeled cans at your local grocer! But, labeling cans by hand frequently causes errors, and customers who purchase a can labeled Bubbly Beef sometimes find that the can actually contains Chipper Chicken. The disappointed customers call Maria’s hotline, and the support team has to correct the mistake. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 71: In Monroe’s Motivated Sequence, the purpose of the Visualization section of a persuasive speech is to _____.

imagine yourself giving the speech you’ve prepared.
help your audience visualize the problem you’ve identified.
present as many possible solutions as you can.
describe the positive outcomes your solution will bring.

Question 72: True or false? The A3 template should be filled only with text, not images or graphs.

True
False

Question 73: Situation: Denice Powell is the head of operations at Magic Feather Airlines, which provides flights for people who enjoy traveling with their pets. Magic Feather is popular at small airports but wants to expand. Denice comes from a customer support background and is passionate about building processes that serve their passengers well, but she wants to hire someone who can help build a process for securing space in major airports. Which type of candidate would be best for this role?

An experienced operations leader
A transitioning generalist
A credentialed specialist
Now is not the right time to hire anybody

Question 74: What is the first core element of a RevOps strategy?

Implementing systems that will collect the data you need to identify your company’s opportunities for growth
Buying a fancy CRM
Hiring a large operations team
Discussing company goals with company leaders to understand the things that are most important from an executive perspective

Question 75: What is a winning aspiration?

Your sales team’s desired win rate.
What success looks like for your organization three to five years in the future.
The grand vision company founders share with potential investors.
The measure of how well your RevOps strategy is achieving its goals.

Question 76: Fill in the blank: The secret to success when deploying friction intentionally is to make sure the amount of friction matches ______.

the amount of force
the potential revenue
the level of value
the amount of effort

Question 77: Fill in the blank: The flywheel is a model adapted by HubSpot to explain the momentum you gain when you align your entire organization around _____.

generating revenue
delivering a remarkable customer experience
creating online content
closing more sales

Question 78: True or false? Preserving the integrity of your company’s data model is exclusively the job of operations professionals.

True
False

Question 79: Fill in the blank: Assets = Liabilities + _____

Revenue
COGS
Cashflow
Equity

Question 80: True or false? Changes in working capital are subtracted from net income on the cash flow statement.

True
False

Question 81: Fill in the blank: As marketing gets better at delivering the right number of leads each month, they’ll also need to get better at ______.

reporting on those leads
communicating with those leads
closing sales with those leads
delivering those leads at a sensible cadence

Question 82: Which of the following is an indication that a company needs to invest in RevOps?

Your executive team is struggling to predict your company’s revenue.
Your company lacks the data to measure performance effectively.
Your customer-facing teams’ processes are misaligned or contradictory.
All of the above

Question 83: Which of the following is the best way to learn RevOps?

Taking courses, reading books, and watching videos
Getting a degree in operations from an accredited university
Connecting with other operations professionals, taking on projects so you can learn while doing, and being willing to learn from your mistakes
Working alone and making it up as you go

Question 84: Evaluate this SLA: Sales will contact all marketing qualified leads within five minutes.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 85: Evaluate this step of a sales process: Buyer stopped responding to outreach.

This step isnât required.
This step isnât factual.
This step isnât inspectable.
This step isnât buyer-centric.

Question 86: Evaluate this step of a sales process: Product demonstrated.

This step isnât required.
This step isnât factual.
This step isnât inspectable.
This step isnât buyer-centric.

Question 87: Fill in the blank: Tools typically ______ whatever processes you have in place.

accelerate
complicate
simplify
redefine

Question 88 : In Monroe’s Motivated Sequence, the purpose of the Need section of a persuasive speech is to _____.

explain the requirements of the solution you’re proposing.
ask the audience to take action on the solution you’ve proposed.
get the audience to connect emotionally and psychologically with the problem you’ve identified.
help you understand the needs of the audience.

Question 89: True or false? To ensure that your SLA is working properly, it’s important to create a judicial branch made up of your top sales leadership.

True
False

Question 90: Evaluate this step of a sales process: Contract sent.

This step isnât required.
This step isnât factual.
This step isnât inspectable.
This step isnât buyer-centric.

Question 91: Fill in the blank: If your company has more assets than liabilities, the remaining balance is your _____.

Revenue
COGS
Cashflow
Equity

Question 92: Situation: Chiffon Outdoors manufactures rugged outdoor equipment using delicate fabrics. To ensure the safety of their rock-climbing customers, they have to carefully examine every climbing rope before selling it to ensure there are no flaws in the fibers their customers will be dangling from. This involves an extensive examination that requires a lot of time and specialized equipment. According to The Cost of Poor Quality, what category does this cost belong to?

Internal failure
External failure
Appraisal
Prevention

Question 93: True or false? Whenever possible, it’s best to hire experienced operations leaders to fill your open operations roles.

True
False

Introduction to HubSpot Revenue Operations

HubSpot Revenue Operations (RevOps) is a strategic approach aimed at optimizing revenue generation processes within an organization. It involves aligning and integrating various departments, such as sales, marketing, and customer service, to ensure a seamless and efficient revenue cycle. Here’s a breakdown of key aspects of HubSpot’s RevOps and how it can benefit businesses:

Key Components of HubSpot RevOps:

Data Integration and Management:
- Centralized Data: HubSpot RevOps leverages its CRM platform to consolidate data from different departments, providing a single source of truth. This integration ensures that all teams have access to accurate and up-to-date information.
- Reporting and Analytics: Advanced reporting tools help track performance metrics, identify trends, and make data-driven decisions. Customizable dashboards and reports allow for real-time insights into revenue performance.
Process Optimization:
- Workflow Automation: HubSpot’s automation tools streamline repetitive tasks, such as lead nurturing and follow-ups. This improves efficiency and allows teams to focus on high-value activities.
- Sales Pipeline Management: The platform helps manage and optimize the sales pipeline, from lead generation to closing deals. This includes forecasting, tracking deals, and analyzing conversion rates.
Alignment of Teams:
- Cross-Department Collaboration: RevOps promotes alignment between sales, marketing, and customer service teams. HubSpot’s shared platform facilitates communication and collaboration, ensuring that everyone is working towards common revenue goals.
- Goal Setting and Tracking: HubSpot allows teams to set and track performance goals, ensuring that all departments are aligned with the overall revenue strategy.
Customer Experience Enhancement:
- Personalization: The platform enables personalized marketing and sales efforts based on customer data and behavior. This enhances the customer experience and increases the likelihood of conversions.
- Customer Feedback: HubSpot provides tools to gather and analyze customer feedback, helping to improve products and services and address customer needs more effectively.
Revenue Forecasting and Planning:
- Predictive Analytics: HubSpot’s analytics tools can help forecast future revenue based on historical data and current trends. This assists in planning and budgeting for growth.
- Scenario Analysis: The platform allows for scenario planning, helping businesses understand the potential impact of different strategies and make informed decisions.

Benefits of HubSpot RevOps:

Increased Efficiency: By automating repetitive tasks and integrating data, businesses can operate more efficiently and reduce manual errors.
Improved Revenue Growth: Optimized processes and better alignment between teams can lead to more effective revenue generation and growth.
Enhanced Customer Satisfaction: A seamless experience across sales, marketing, and customer service leads to improved customer satisfaction and loyalty.
Better Decision-Making: Access to comprehensive data and analytics enables more informed strategic decisions.

Overall, HubSpot RevOps aims to create a more cohesive and streamlined approach to revenue generation, leveraging the capabilities of the HubSpot platform to drive business success.

July 26, 2024 0 comment

Certification

HubSpot Sales Management Training Strategies for Developing a Successful Modern Team Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Sales Management Training Strategies for Developing a Successful Modern Team Certification Exam Answers

Question 1: Which of the following is a benefit of using Jobs to Be Done?

It helps you identify the products you’re indirectly competing with.
It helps you identify strategic alliances with products in other industries.
It helps you understand why your customers buy from you.
All of the above.

Question 2: Which of the following is the BEST way to uncover the job that people hire your product to do?

By interviewing individual customers.
By sending out a survey to some of your customers.
By researching similar products online.
By bringing your marketing and sales teams together to brainstorm possible jobs.

Question 3: Which of the following is an example of a formal job story?

It was my anniversary, and I wanted to go someplace nice, so I made reservations at a local bed and breakfast. They offered a packaged deal with a local theater and a restaurant, and it was a good price, so I bought it.
As a founder, when my company has grown beyond my ability to control it, I want to learn the strategies and design the playbooks that will help me guide the growth of my company, so that I can double the size of my company in the next three to five years.
I wanted to understand my customers’ job to be done, so I interviewed several of them, mapped out the timeline of everything that led them to buy my product, and looked for patterns.
I have a long, boring drive to work, and I need something to help me stay engaged and prevent me from getting hungry before 10:00.

Question 4: What are the stages of the buyer’s journey?

Identify, connect, explore, advise
Awareness, consideration, decision
Enable, align, transform
Attract, engage, delight

Question 5: During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?

Your product or service
A problem they have
The principles of an inbound strategy
Changes in the market

Question 6: During the consideration stage of the buyer’s journey, what is the buyer considering?

Different categories of solutions
Different solution vendors
Whether they want to make a change
How much of a priority their current problem should be

Question 7: When in the buyer’s journey should you try to connect with a buyer?

During the decision stage, when they are deciding on a specific product or service
Before they even begin their buyer’s journey so that you can lead them through it
Before the decision stage, when they are still defining their path forward
After the buyer’s journey is over and they have decided to buy from you

Question 8: True or false? Having reliable sales data is required to create an effective coaching program.

True
False

Question 9: During the Goal step of GROW coaching, what is your role as coach?

Set a goal for your salesperson to achieve.
Ensure the salesperson’s personal goals are aligned with team goals.
Ask the salesperson what goal they would like to set.
Work with the salesperson to set a goal for your coaching sessions.

Question 10: During the Reality step of GROW coaching, what is your role as coach?

Help the salesperson judge how realistic the goal is.
Explain to the salesperson the reality of what they need to achieve.
Help the salesperson create a realistic plan for achieving the goal.
Help the salesperson evaluate the reality of where they are right now.

Question 11: During the Options step of GROW coaching, what is your role as coach?

Provide the salesperson with a list of options for achieving their goal.
Help the salesperson explore their options for getting from where they currently are to where they want to be.
Explore what options the salesperson has if they fail to achieve their goal.
Help the salesperson consider whether the goal is optional.

Question 12: During the Way Forward step of GROW coaching, what is your role as coach?

Help the rep decide how they will achieve their goal and how you can support them.
Determine for the rep the best way for them to achieve the goal.
Explain to the rep what they’ll need to do after accomplishing the goal.
Ask the rep how you can improve your coaching efforts in the future.

Question 13: True or false? When you coach a salesperson, you should spend more time listening than talking.

True
False

Question 14: Which of the following is a benefit of GROW coaching?

It places the responsibility for improvement on the person being coached.
It can be implemented without any direct involvement from sales management.
It gives the management team more control over individual salespeople.
It simplifies the way salespeople report their progress.

Question 15: How can pipeline meetings be a coaching opportunity?

As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing.
As your salespeople review each other’s pipeline, they can hold one another accountable and share best practices.
As your salespeople each review their own pipeline, they can look for places where they need coaching.
As your executive team reviews the sales organization’s pipeline, they can identify the salespeople who are struggling and assign leaders to coach them.

Question 16: Which of the following is the most important responsibility of a sales leader?

Researching market trends and making sure the team adapts to them
Setting team goals and ensuring every team member contributes toward hitting them
Hiring new salespeople and integrating them into the existing team
Making sure the sales team is following an effective sales process

Question 17: True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.

True
False

Question 18: What are exit criteria?

The things a salesperson needs to achieve before being promoted to manager
The actions that have to be taken before a sales can move out of a particular stage of your sales process
The circumstances that justify removing a salesperson from the sales team, either by firing them or by moving them to another department
The qualifications for a prospect to become a customer

Question 19: What is the “source of truth” for every sale’s status?

Your pipeline meetings
Your business intelligence dashboard
Your CRM
The assigned salesperson

Question 20: Fill in the blanks: Each step of your sales process is a combination of _____ and _____.

A buyer action, a monetary outcome
Internal actions, external actions
External actions, internal documentation
A rep-focused action, a buyer-focused outcome

Question 21: True or false? You can forecast as accurately with an informal sales process as you can with a formal sales process.

True
False

Question 22: A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?

“If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”
“Shorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.”
“Don’t forget to include steps for places where a sale runs into trouble. Have you considered adding steps for following up, rescheduling meetings, and finding a new point of contact?”
“Four steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.”

Question 23: Which of the following groups is the easiest to sell to?

Unhappy customers
New prospects
Past prospects
Happy customers

Question 24: Which of the following has the biggest impact on potential leads?

Your existing customers’ word-of-mouth
Your company’s marketing collateral
Your sales team’s ability to answer questions and respond to objections
The quality of your sales hires

Question 25: True or false? Making the steps of your sales process buyer-centric can be as simple as changing their names a little bit.

True
False

Question 26: When choosing a sales methodology, what’s the most important thing to keep in mind?

How well the methodology matches the personalities of your salespeople
How long the methodology will take to implement
How likely your sales team will be to fully adopt the methodology in all of their sales conversations
How well the methodology will work with your process and your target persona

Question 27: True or false? Combining multiple methodologies causes confusion and low performance.

True
False

Question 28: What is the best way to provide content to your sales team?

Provide them with a framework that helps them match specific pieces of content to the specific needs of their prospects.
Provide them with as much content as possible to ensure that they have a relevant piece of content for every conversation they might have.
Empower them to create custom content for each prospect they work with.
Provide them with content templates so they can easily create personalized content in the moment they need it.

Question 29: What format should your sales playbook be in?

A physically printed format
An interactive digital format
Video
In-person training

Question 30: What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?

Designing and delivering the training to the sales team
Ensuring all team members are present and actively engaged while the training is taking place
Ensuring the selected topics are presented in a way that will drive improvements to the way the sales team executes the sales process
Leading by example in attending and participating in the training

Question 31: What’s the sales manager’s role in the second phase of a sales training, when the training is reinforced?

Ensuring the salespeople who attended the training understood what was taught
Establishing consequences for salespeople who didn’t attend the training
Communicating the key outcomes of the training to the executive team and other departments inside the company
Setting team goals based on what was covered in the training

Question 32: What’s the sales manager’s role in the fourth phase of a sales training, when the team applies their new skills in the real world?

Ensuring what was covered in training is kept top of mind for the members of the sales team
Assessing team members on how well they can apply what they’ve learned
Coaching individual team members to help them reach mastery
Holding team members accountable to integrating the training into their actual workflow

Question 33: What’s the sales manager’s role in the final phase of a sales training, where each team member continues to improve on the skill until they’ve fully mastered it?

Increasing team members’ quotas to encourage them to apply their new skills
Communicating the key outcomes of the training to the executive team and other departments inside the company
Coaching individual team members to help them reach mastery
Removing any team members who don’t apply the skills

Question 34: True or false? During a training, having participants role play with each other is an effective way to build skills, even if there isn’t an experienced person evaluating the role play.

True
False

Question 35: What’s the difference between training and coaching?

Training teaches salespeople what they need to do, and coaching helps them improve how they do it.
Training happens in group settings, and coaching happens in one-on-one conversations.
Salespeople can train each other, but only a sales leader can coach.
Training is better for salespeople who are at the beginning of their career, and coaching is better for more experienced salespeople.

Question 36: Which of the following is an example of an ineffective coaching technique that should be avoided?

The sales team has a film review to listen to a sales call a team member ran, and the manager assigns another team member to give critical feedback.
During a pipeline review, the sales manager allows the salespeople to ask each other inspection questions instead of the sales manager asking the questions.
A salesperson is struggling to write a follow-up email, so the sales manager steps in and writes it for them.
During a one-on-one meeting, the sales manager asks the salesperson to choose what skill they want to work on.

Question 37: True or false? During coaching sessions, the salesperson needs to identify their own path forward.

True
False

Question 38: What’s the best way to avoid making bad sales hires?

Limit the number of places you publish job postings.
Focus on hiring people referred by team members.
Hire experienced salespeople.
Develop a robust hiring process.

Question 39: When hiring salespeople, what is the most important thing to look for?

Innate sales skills
Selling experience
Proven rapport with your target persona or industry
The ability to execute your sales process

Question 40: When building a recruiting strategy, which of the following is a good long-term tactic?

Building relationships with top sales talent at other companies
Building relationships with high-performing business development reps at other companies
Attending networking events
Looking for employees in other departments of your company who can be moved to the sales team

Question 41: Fill in the blanks: When building a recruiting strategy, building relationships with top sales talent at other companies is _____, while building relationships with high-performing business development reps at other companies is _____.

a short-term strategy, a long-term strategy
a long-term strategy, a short-term strategy
an ideal strategy, usually a mistake
a good primary tactic, a good secondary tactic

Question 42: Which of the following is a best practice for onboarding newly hired salespeople?

Cover everything they might ever need to know and then provide review sessions later on to reinforce what they learned.
Have them start selling immediately and then coach them on the mistakes they make.
Cover the things they need to get started and train them on the rest later on when they need it.
Get input from every department at your company to ensure your onboarding program is truly comprehensive.

Question 43: True or false? At the end of a good onboarding program, the newly hired salesperson will know everything they’ll need to know in their new role.

True
False

Question 44: Which salesperson would most benefit from a coaching program?

An underperforming salesperson who is dedicated to improving
A top performer who wants to get even better
A top performer who doesn’t like following the sales process
An underperforming salesperson who doesn’t engage in group trainings

Question 45: If a highly dedicated salesperson is unable to improve their low sales performance despite coaching efforts, what is your best course of action?

Fire them.
Help them find a different role within your company.
Continue coaching them.
Leave them on the team but focus your coaching efforts elsewhere.

Question 46: Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.

motivations
role
job description
point of view

Question 47: True or false? You need to define your target persona before you define your sales process.

True
False

Question 48: Which of the following is a problem with thinking of your business as a funnel?

There is a larger volume of liquid in the top of the funnel than in the bottom of the funnel.
After something exits the bottom of a funnel, it no longer has any impact on the things entering the top of the funnel.
The funnel is an outdated piece of technology that has been replaced in modern times by more elegant solutions.
A funnel can’t balance upright without external support.

Question 49: In a flywheel business, which of the following is the most important source of new prospects?

Marketing
Sales
Advertisements
Word-of-mouth

Question 50: Why is it common for companies to think of themselves in terms of a funnel?

Because flywheels were only recently invented, but funnels have been around for much longer.
Because funnels are powered by gravity, just as businesses are anchored by revenue.
Because companies that don’t use the inbound methodology are inherently funnel-shaped.
Because many business charts show conversion rates, and those charts are often shaped like a funnel.

Question 51: What are the steps of the GROW coaching technique?

Goal, Reality, Options, Way forward
Growth, Resilience, Optimism, Wealth
Gradual improvement, Realistic goals, Ongoing support, Willing compliance
Grade, Redirect, Optimize, Watch

Question 52: Which of the following should be included in your sales process?

The actions taken by your marketing team before your salespeople get involved
Steps to ensure closed customers received the value your team promised them
Contingency plans for what your team should do when a prospect doesn’t progress as quickly as expected
Word-for-word scripts for your salespeople to follow in every meeting

Question 53: True or false? You need to continually evaluate how well your sales process is working.

True
False

Question 54: What’s the sales manager’s role in the third phase of a sales training, when the sales team converts knowledge into behavior?

Applying the training to their own role as sales manager
Planning the next sales training session as a follow-up to what was learned
Providing salespeople with a safe place to practice their new skills
Increasing team members’ quotas to encourage them to apply their new skills

Question 55: When creating interview questions for sales hires, which of the following approaches is a best practice?

Use the same questions for all candidates for all sales roles.
Create a different set of questions for each sales role, but use the same questions for all candidates for a particular role.
Create a different set of questions for each candidate, tailoring the questions to their experience and the role they’re applying for.
It doesn’t matter what questions you ask in a given interview as long as you use the same grading rubric for each candidate.

Question 56: Which of the following should be the primary focus of your sales onboarding program?

Your company’s goals and initiative
The products or services you sell
Your team’s culture and values
Your sales process and playbook

Question 57: Which of the following is true of most sales organizations?

They would be better off not implementing a coaching program than implementing an ineffective program.
Their salespeople’s performance is unlikely to be improved by coaching.
They spend too much time coaching their salespeople.
They don’t coach their salespeople as much as they should.

Question 58: Fill in the blank: Every step of your sales process needs to be _____.

Specific, measurable, attainable, relevant, and timely
Required, factual, inspectable, and buyer-centric
Urgent, important, qualified, and profitable
Clear, concise, complete, and correct

Question 59: True or false? Job interviews are highly predictive of how successful a person will be after they’re hired.

True
False

Question 60: True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.

True
False

Question 61: True or false? The sales team needs to be using the same hiring process used by other departments.

True
False

Question 62: How can a film review be used as part of a coaching strategy?

As your team comes together to discuss their favorite movies and other topics not related to work, they will build trust with one another and be more open to coaching.
As you review recordings of how individual salespeople spend their working hours, you’ll be able to give them specific recommendations on how they can improve.
As your team reviews a specific call or meeting one of your salespeople ran, other team members can give advice on how that salesperson can improve in the future.
As your salespeople meet with their leads, they can click the filmstrip icon inside HubSpot CRM to indicate the meetings they need help with. Their manager can see a list of these meetings and coach the salesperson through each one.

Introduction to HubSpot Sales Management Training Strategies for Developing a Successful Modern Team

Training a modern sales team with HubSpot Sales tools involves a combination of mastering the platform’s features, understanding contemporary sales strategies, and fostering a collaborative team culture. Here’s a strategic approach to developing a successful modern sales team using HubSpot:

1. Foundation: Understanding HubSpot Sales Tools

Product Training: Start with in-depth training on HubSpot’s sales tools, including CRM features, email tracking, sales automation, and reporting. Ensure your team understands how to use these tools effectively to streamline their workflow.
Onboarding Materials: Provide comprehensive onboarding materials, such as user guides, video tutorials, and FAQs, tailored to your team’s specific needs.
Certification Programs: Encourage team members to complete HubSpot’s certification programs, such as the HubSpot Sales Software Certification, to validate their proficiency and stay updated on new features.

2. Sales Process Optimization

Define Sales Processes: Use HubSpot’s sales pipeline and deal stages to clearly define your sales processes. Make sure the team knows how to update and manage deals, track progress, and handle objections within the platform.
Automation Best Practices: Train the team on how to set up and use workflows for automating repetitive tasks, follow-up emails, and lead nurturing. Automation can help them focus more on high-value activities.
Reporting and Analytics: Ensure your team knows how to utilize HubSpot’s reporting tools to track performance metrics, analyze sales data, and make data-driven decisions. Regularly review these reports to identify areas for improvement.

3. Skill Development

Sales Techniques: Beyond HubSpot tools, focus on developing core sales skills such as consultative selling, active listening, and negotiation. HubSpot’s CRM can help track interactions and progress but mastering the art of sales is equally important.
Continuous Learning: Foster a culture of continuous learning with regular training sessions, workshops, and guest speakers. Encourage team members to stay updated on sales trends and techniques.

4. Integration with Other Tools

Seamless Integration: Ensure that HubSpot integrates well with other tools your team uses, such as email platforms, customer support software, and marketing automation systems. This integration can help create a unified workflow and avoid data silos.
Customization: Customize HubSpot to fit your team’s specific needs, including setting up custom properties, creating personalized dashboards, and configuring notifications.

5. Team Collaboration and Communication

Shared Goals: Align your team with shared sales goals and KPIs. Use HubSpot’s dashboards and reporting features to keep everyone informed about team progress and individual performance.
Collaboration Tools: Leverage HubSpot’s team collaboration features, like shared notes, internal chat, and task assignments, to foster a collaborative environment.
Feedback and Coaching: Regularly provide constructive feedback and coaching. Use HubSpot’s data to identify strengths and areas for improvement and offer personalized coaching to help team members grow.

6. Customer-Centric Approach

Understanding Customer Needs: Train your team to use HubSpot’s customer insights and segmentation features to better understand and address customer needs.
Personalized Interactions: Encourage personalized communication with prospects and customers, leveraging HubSpot’s email templates and sequences to tailor messages.

7. Change Management

Adapt to Changes: Sales technologies and strategies are continually evolving. Prepare your team to adapt to changes by fostering a flexible mindset and providing ongoing training.
Feedback Loop: Create a feedback loop where team members can share their experiences with HubSpot and suggest improvements. This can help in refining processes and tools.

8. Performance Metrics and Incentives

Track Metrics: Regularly monitor key performance metrics such as conversion rates, sales cycle length, and win rates using HubSpot’s analytics tools.
Incentives and Recognition: Establish performance-based incentives and recognize top performers to motivate your team and encourage a high level of engagement.

By combining these strategies, you can develop a modern sales team that is proficient in using HubSpot’s tools and equipped with the skills and knowledge to excel in today’s competitive sales environment.

July 26, 2024 0 comment

Certification

HubSpot Sales Enablement Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

HubSpot Sales Enablement Certification Exam Answers

Question 1: True or false? Inbound means creating marketing and sales that people love by providing helpful content and resources that attract people to you.

True
False

Question 2: Which of the following is a reason sales and marketing need to be aligned?

To make sure messaging is consistent across both teams.
To make sure the two teams’ goals are complementary.
To combine the strengths of both teams.
All of the above.

Question 3: What is sales enablement?

The processes, content, and technology that help sales teams sell efficiently at a higher velocity.
Any strategy that helps sales teams close more deals.
The process of replacing your existing marketing functions with sales positions.
All of the above.

Question 4: Which of the following is NOT part of a sales enablement strategy?

A marketing automation platform
A clear goal
A target buyer
A content strategy

Question 5: What’s the difference between a vision and a goal?

A vision is a state of affairs you want to bring into being. A goal is a metric outcome you can check off a list.
A goal is a vision with metrics attached to it.
Goals are rigidly defined, while a vision is a vague aspiration.
A vision is a long-term plan for an entire organization. A goal is a short-term outcome that an individual tries to accomplish.

Question 6: True or false? You need a vision or goals but not both.

True
False

Question 7: It is important to translate your vision into a revenue goal for all of the following reasons EXCEPT:

Revenue is a metric that’s easily understood by executive leaders.
Revenue is a metric that marketing and sales can both contribute to.
Translating the vision into a revenue goal makes the vision more concrete.
Translating the vision into a revenue goal makes the vision easier to achieve.

Question 8: What is an ideal customer profile?

A checklist of the most basic attributes someone needs to have in order to be successful as your customer.
A story that explains how people go from being a prospect to being your customer.
A description of a particular customer you want all of your prospects to be similar to.
A way of organizing the information you collect about prospects during the sales process.

Question 9: What is a hand raiser?

Someone who explicitly asks to talk to sales.
A lead that marketing has qualified for sales outreach.
A customer who volunteers to participate in persona research.
An employee who volunteers to lead a smarketing meeting.

Question 10: What should your sales team do with marketing qualified leads?

Reach out to help and answer questions.
Try to close them before the “window of opportunity” closes.
Back off and let marketing handle the communication.
Wait for them to raise their hands.

Question 11: If you find yourself with a lot of poor-fit leads, all of the following are good ways to solve this problem EXCEPT:

Send the leads to sales for further qualification.
Look for bad-lead sources and turn them off.
Revisit your ideal buyer profile and make your definition of “fit” less stringent.
Find ways to improve the messaging in your marketing content.

Question 12: What should you do with the leads in box 1?

Have marketing nurture them.
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

Question 13: What should you do with the leads in box 2?

Have marketing nurture them.
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

Question 14: What should you do with the leads in box 3?

Have marketing nurture them.
Have sales contact them.
Have both marketing and sales work with them.
Ignore them.

Question 15: Which of the following BEST describes a sales and marketing service-level agreement (SLA)?

An agreement between sales and marketing that requires certain actions from each team.
A document that outlines the service marketing will provide to sales.
A document that outlines the service sales will provide to marketing.
A plan for marketing and sales to work together on content creation.

Question 16: What does a sales and marketing service-level agreement (SLA) require sales to do? (change option)

Provide sales with a certain number of qualified leads.
Produce a certain amount of content.
Attract a certain number of visitors.
Nothing — the SLA outlines the service sales will provide to marketing.

Question 17: Evaluate this SLA: Marketing will generate 50 leads each month.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 18: If your service-level agreement requires your marketing team to generate 40 qualified leads each month, how should they deliver those leads?

At a steady rate, about 10 leads each week.
They should deliver as many leads as possible in the first half of the month so sales has the whole month to work with them.
The should deliver as many leads as possible in the last half of the month to help sales hit their quota.
It doesn’t matter, as long as 40 qualified leads are delivered each month.

Question 19: If your service-level agreement requires your marketing team to produce more leads than they normally do, what is the FIRST thing you should do?

Evaluate your marketing resources to see if they can be reallocated into higher-performing assets.
Recalculate the SLA to make it more reasonable.
Hire more marketers.
Implement a marketing automation platform to accelerate your marketing processes.

Question 20: If your service-level agreement provides your sales team with more leads than they can handle, what’s the FIRST thing you should do?

Evaluate each rep’s sales velocity and look for areas that can be improved.
Recalculate the SLA to make it more reasonable.
Hire more salespeople.
Have your marketing team nurture the leads sales can’t get to until sales is able to contact them.

Question 21: What is a judicial branch?

A small group of leaders who review every lead sales rejects.
A small group of salespeople who determine whether the leads marketing is creating are qualified properly.
A small group of marketers who monitor sales activity to make sure qualified leads are getting contacted promptly.
The core group of attendees at smarketing meetings.

Question 22: True or false? The judicial branch must be more than one person.

True
False

Question 23: After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll have the sales leadership team make that part of their monthly meeting.” How do you respond?

“In the interest of being unbiased, I think it would be better to have the judicial branch made up of people who are outside of the sales and marketing organization.”
“Perfect! We want to make sure the sales team is as involved as possible, and having sales leadership reviewing dropped leads is a great way to start.”
“I think that’s the right group of leaders, but monthly meetings won’t be frequent enough to do the job. Can we have them meet every two weeks instead?”
“The sales leadership shouldn’t be involved. It would be better to have the marketing leadership do this job.”

Question 24: If the leads your marketing team produces are consistently low quality, which of the following is the BEST way to improve your lead quality?

Optimize your messaging to stop attracting the wrong people.
Lower your lead qualification standards.
Nurture the leads until they’re a better fit.
Generate a higher number of leads so that more good-fit leads will be brought in.

Question 25: Why are smarketing meetings an important part of a sales enablement strategy?

They maintain alignment between marketing and sales.
They provide a place to recognize high achievers.
The provide a place for reporting to upper management.
All of the above.

Question 26: What is the difference between work groups and teams?

Work groups are accountable as a group, while teams hold individual members accountable.
Work groups have a flat structure, while teams have an internal hierarchy.
Members of a work group are independent from each other, while members of a team rely on each other to get work done.
All of the above.

Question 27: True or false? Executive leaders should attend smarketing meetings.

True
False

Question 28: Which of the following is the BEST way to ensure your smarketing meetings have a high level of psychological safety?

Make sure all of the attendees speak in roughly equal amounts.
Have the executive leaders who attend the meetings lead the discussion.
Don’t bring up problems if the people who caused the problem are in the room.
Avoid calling on individual people to answer questions. Instead, wait for people to volunteer.

Question 29: Why should defining your target buyer be part of your sales enablement strategy?

It will increase your sales efficiency by helping your sales team spend more time with people who are more likely to buy.
It makes it easier to track the progress you’re making toward your goals.
It’s impossible to implement a sales enablement strategy without first defining a target buyer.
It’s a good way to identify gaps in your current sales process.

Question 30: What is the difference between an ideal customer profile and a buyer persona?

An ideal customer profile broadly describes your target market, and personas describe the types of people in that market.
Ideal customer profiles are used primarily by marketing, and personas are used primarily by sales.
An ideal customer profile should include jobs to be done, and a buyer persona includes only demographic information.
All of the above.

Question 31: True or false? Personas can change over time.

True
False

Question 32: When you ask your customers about their goals and challenges, what are you trying to figure out?

How long they expect to be in their current position.
How you can help them overcome their challenges and achieve their goals.
What they hope your product will do.
A good way to convince them to buy your product.

Question 33: What does it mean to ask a customer about their “watering holes”?

Ask them where they learn new things related to their job.
Ask them what distracts them from achieving their goals.
Ask them what their hobbies are.
Ask them what refreshes them when they feel frustrated.

Question 34: When asking a customer about their shopping preferences, you want to learn all of the following EXCEPT:

What features they look for in a product like yours.
What their buying process looks like.
Who else is involved in their buying process.
Whether or not they want to work with a salesperson.

Question 35: Karen just got home late from work and her kids are hungry. Which of the following BEST describes her job to be done?

“I need to feed my kids a healthy meal that won’t take long to make.”
“I just got home late from work and my kids are hungry.”
“It’s dinnertime and I don’t know what to make.”
“I don’t want to cook right now, but I have to.”

Question 36: Which of the following BEST describes the difference between persona interviews and Jobs to Be Done interviews?

Persona interviews seek to uncover facts about a person, while Jobs to Be Done interviews try to piece together a narrative.
Persona interviews can be done in a group, but Jobs to Be Done interviews need to be individual.
Persona interviews are conversational, but Jobs to Be Done interviews are usually scripted.
Persona interviews need to be repeated regularly, but Jobs to Be Done interviews only need to be done once.

Question 37: Which of the following is NOT an element of a hero statement?

A sales goal
A persona
A job to be done
Your company’s name

Question 38: After creating your hero statement, you identify a type of person who is interested in your product that you can’t be a hero to. What should you do for these people?

Make it clear early on that your product isn’t a good fit for them.
Accept their business and serve them as well as you can.
Modify your product to do both jobs.
Ignore them and focus on your target buyers.

Question 39: True or false? You should create a separate hero statement for each of your personas.

True
False

Question 40: Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at mid-size property management firms who need to outsource their landscaping so they can focus their attention on taking care of their tenants.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

Question 41: Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to eat healthy but don’t have the time to cook and eat vegetables.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

Question 42: If your website doesn’t have much content to attract visitors, which of the following would be the best content to create first?

Articles that answer sales-related questions, such as how much your product costs.
An “About Us” page that describes the history of your company.
General interest pieces that have broad appeal to your persona, even if the topics aren’t closely related to your product.
All of the above.

Question 43: All of the following are benefits of involving content in your sales process EXCEPT:

Content enables your sales team to charge more for your product.
Content makes it easier for your sales team to address common concerns.
Content increases the amount of value your sales team provides to their prospect.
Content reduces the amount of time it takes sales to answer questions.

Question 44: How quickly should a member of your sales team be able to find a relevant piece of content to share with one of their leads?

Within a minute.
Within two minutes.
Within five minutes.
Within ten minutes.

Question 45: True or false? If your marketing team is producing a lot of content, a large percentage of it is naturally going to be valuable to the sales team.

True
False

Question 46: Fill in the blank: _____ is the glue that holds sales and marketing teams together.

Content
Management
Technology
The judicial branch

Question 47: In most companies, which department produces the most content?

Sales
Marketing
Legal
None of the above

Question 48: All of the following are ways to involve your sales team in the content creation process EXCEPT:

Have individual sales reps take turns acting as content manager.
Have the sales team send the marketing team the content they’ve already created.
Have the sales team BCC the marketing team when they answer questions asked by prospects.
Have your content manager interview members of the sales team.

Question 49: Which departments should be involved in creating content?

All departments
Just marketing
Just marketing and sales
All customer-facing departments

Question 50: Which of the following places would be a good place to experiment with video?

FAQ pages
Blog posts
Sales emails
All of the above

Question 51: What is an insights committee?

A group of employees who help with content creation.
The marketers in charge of creating insightful content.
A small group of leaders who review every lead sales rejects.
The leaders who lead a sales enablement initiative.

Question 52: True or false? Content should be a part of every step in your sales process.

True
False

Question 53: All of the following are reasons to extend your sales enablement efforts beyond the sale EXCEPT:

Existing customers are more likely to buy than new prospects are.
Successful customers are more likely to recommend your product to a friend.
Helping your customers succeed prevents negative reviews online.
It increases your sales team’s likelihood of hitting their quotas.

Question 54: Which of the following is the BEST explanation of what it means to help your customers “fire” their old solution?

Helping them stop using whatever their previous solution was, even if they were “making do” without a product.
Helping them cancel any contracts with other service providers.
Helping them understand why they should never go back to using their old solution.
Helping them encourage their friends not to use the solution they were using previously.

Question 55: True or false? Some potential customers won’t buy because they don’t know how to fire their old solution.

True
False

Question 56: A member of your marketing team wants to send a sales offer to your existing customers. How do you respond?

“That’s fine, as long as it helps them do the job they hired our product to do.”
“That’s a good idea because we can put more pressure on people who have previously bought from us than we can put on prospects.”
“We shouldn’t do that. Asking customers to buy from us again is a betrayal of their trust.”
“That’s a bad idea. Those people have already bought from us. We should focus on finding new prospects instead.”

Question 57: Which of the following is NOT part of customer enablement?

Helping your customers use your product most effectively.
Helping your customers do the job they hired your product to do.
Helping your customers buy from you again.
Helping your customers see your competitors’ failings.

Question 58: Which of the following is an example of a core system?

CRM
Email templates
SLA
Jobs to Be Done

Question 59: Which of the following is an example of an edge system?

CRM
Email templates
SLA
Jobs to Be Done

Question 60: Which of the following is an example of a formal job story?

It was my anniversary, and I wanted to go someplace nice, so I made reservations at a local bed and breakfast. They offered a packaged deal with a local theater and a restaurant, and it was a good price, so I bought it.
As a founder, when my company has grown beyond my ability to control it, I want to learn the strategies and design the playbooks that will help me guide the growth of my company, so that I can double the size of my company in the next three to five years.
I wanted to understand my customers’ job to be done, so I interviewed several of them, mapped out the timeline of everything that led them to buy my product, and looked for patterns.
I have a long, boring drive to work, and I need something to help me stay engaged and prevent me from getting hungry before 10:00.

Question 61: The internet has changed the power dynamics between buyers and sellers. How does sales enablement help businesses use this change to their advantage?

By helping sales teams focus on the prospects who are most interested in buying.
By making the company’s outreach efforts harder to ignore.
By making the business’s website more “mobile friendly.”?
By increasing the volume of sales emails the company sends out.

Question 62: Why is inbound an important part of a good sales enablement strategy?

Modern buyers do the majority of their buying research before talking with sales, so marketing and sales need to work together to make sure online information matches the information used by the sales team.
Inbound helps with targeting larger companies, while normal sales enablement tactics work better when targeting smaller accounts.
Sales enablement can only be implemented if your company is using inbound techniques.
Sales enablement is a required part of inbound practices.

Question 63: A vision should be all of the following EXCEPT:

Achievable within one year.
Bold.
Easy to explain.
Challenging to accomplish.

Question 64: True or false? Marketing and sales should have separate revenue goals.

True
False

Question 65: Which of the following is NOT a benefit of implementing a sales and marketing service-level agreement (SLA)?

Social media helps you expand your other marketing efforts.
Social media helps you attract buyers.
Social media helps you send better emails.
Social media is a key driver for word-of-mouth marketing.

Question 66: What does a sales and marketing service-level agreement (SLA) require marketing to do?

Provide sales with a certain number of qualified leads.
Produce a certain amount of content.
Attract a certain number of visitors.
Nothing — the SLA outlines the service sales will provide to marketing.

Question 67: Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and sales will contact each lead as soon as possible.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 68: Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 69: True or false? Contacting new leads within five minutes is better than contacting them within 24 hours.

True
False

Question 70: What is the purpose of smarketing meetings?

To have marketing and sales come together to identify and solve problems.
To have marketing and sales come together to report on progress toward meeting the requirements of their SLA.
To have marketing and sales come together to recognize high achievers and reward good work.
To have marketing brainstorm ideas for better serving the sales team.

Question 71: How many customers do you need to interview in order to develop a high quality buyer persona?

About 15
One or two
All of them
Approximately 20% of your customer database

Question 72: Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.

motivations
role
job description
point of view

Question 73: Which of the following is a benefit of using Jobs to Be Done?

It helps you identify the products you’re indirectly competing with.
It helps you identify strategic alliances with products in other industries.
It helps you understand why your customers buy from you.
All of the above.

Question 74: Which of the following is the BEST way to uncover the job that people hire your product to do?

Defining a culture that encourages employees to focus on fulfilling the company’s purpose
Holding regular training sessions to remind employees what the company’s purpose is and teach them what they need to do to fulfill it
Having a randomly selected employee recite the company’s purpose verbatim at the beginning of every meeting
Adding the company purpose to every employee’s email signature

Question 75: Which of the following best describes the relationship between the interview process for identifying Jobs To Be Done and the interview process for understanding personas?

Persona interviews focus on understanding the sort of person you’re interviewing, while Jobs To Be Done interviews focuses on the reason they bought your product.
The two processes are basically the same.
The questions in the two interviews are basically the same, but persona interviews are conducted with customers, while Jobs To Be Done interviews are conducted with prospects.
Jobs To Be Done interviews focus on a person’s employment, while persona interviews focus on the person’s personality.

Question 76: Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time homeowners who are in the market for a security system.

The persona isn’t specific enough.
The job to be done isn’t specific enough.
Both A and B.
No change needed.

Question 77: What should the content your sales team uses during the sales process do?

Answer common questions.
Provide value to the prospect.
Resolve common concerns.
All of the above.

Question 78: What’s the sales team’s role in content creation?

Sales should be involved in content creation on an ongoing basis.
Sales should be involved in identifying the content that needs to be created but not in creating it.
Sales may be involved in the early stages of your content creation efforts, but once your sales enablement strategy is fully implemented, marketing should be able to create content without help from sales.
Sales should manage marketing’s content creation operations.

Question 79: You tell your executive team that your company should have a content manager, and they ask, “Can’t someone take that on as a side project?” How should you respond?

“That’s a good way to start, but we should put a plan in place for expanding the role into a full-time duty.”
“Yes, that would be best. Content management isn’t a full-time job.”
“No, if we can’t have a full-time content manager, we may as well not have a content manager at all.”
“Yes, but only if it’s a member of the executive team that does it.”

Question 80: True or false? If your product can be used to do more than one job, content that talks about all of those jobs will be relevant to your customers.

True
False

Question 81: All of the following are reasons to implement technology as part of your sales enablement strategy EXCEPT:

To replace your processes.
To provide visibility across teams.
To measure the outcomes of your strategy.
To automate parts of your strategy.

Question 82: True or false? Marketing and sales should share a single database of customer information.

True
False

Question 83: Fill in the blanks: You need to figure out your _____ before you can implement a _____.

process, technology
technology, process
edges, core
single source of truth, sales enablement technology

Question 84: How do goals and a vision work together?

A vision inspires long-term action, and goals track individual steps toward achieving that vision.
Goals state what a company wants to accomplish, and a vision is a description of how those goals will be accomplished.
Goals are used to measure performance internally, and a vision is the messaging used to communicate those goals externally.
A vision is a document that contains descriptions of multiple goals.

Question 85: True or false? If you don’t have enough hand raisers and good-fit, sales-ready leads to keep your sales team busy, your sales reps should find helpful ways to reach out to good-fit leads that aren’t sales ready.

True
False

Question 86: Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales will convert 50 of those leads into customers.

This SLA’s requirements focus on the wrong activities.
This SLA’s requirements aren’t specific enough.
This SLA is missing a requirement.
No change needed.

Question 87: You explain the concept of smarketing meetings to your leadership team, and one person asks, “How often do we need to have these meetings?” How do you respond?

“We’ll have to figure out what works best for us, but every two weeks is a good place to start.”
“No more than once a month. More frequently than that takes too much time away from people’s individual projects.”
“At least once a quarter. Any less than that, and we’ll have trouble getting into a rhythm.”
“Once a week, at a minimum. This is important enough that we need to be meeting weekly to stay on top of our goals.”

Question 88: What is the relationship between personas and Jobs to Be Done?

Personas identify the type of person you should sell to, and jobs describes what you can help them do.
Personas and jobs are two different methods of arriving at the same information.
Personas identify the people you should sell to, and jobs identifies the people you should hire.
Personas are for marketing, and jobs is for sales.

Question 89: True or false? You should only create video content if you have a high-quality camera and lights.

True
False

Question 90: True or false? You should invest in keeping your technological core in place long-term, but you can experiment with your edge technologies and change them easily.

Have individual sales reps take turns acting as content manager.
Have the sales team send the marketing team the content they’ve already created.
Have the sales team BCC the marketing team when they answer questions asked by prospects.
Have your content manager interview members of the sales team.

Question 91: What is a buyer persona?

A semi-fictional representation of your ideal customer based on data.
The demographic information of a particular sales prospect.
A categorization of leads that indicates how “sales ready”? they are.
A story that describes your sales process from the buyer’s point of view.

Introduction to HubSpot Sales Enablement

HubSpot Sales Enablement is a suite of tools and features within HubSpot’s platform designed to help sales teams be more effective and efficient. It aims to streamline the sales process, enhance productivity, and ultimately drive revenue growth. Here are some key components and features of HubSpot Sales Enablement:

Sales Content Management: Centralizes and organizes sales materials, such as templates, documents, and presentations, making it easy for sales teams to access and use them during their outreach.
Email Tracking and Notifications: Allows sales reps to track email opens, clicks, and responses in real-time. Notifications help salespeople follow up promptly and engage leads at the right time.
Sales Sequences: Automates follow-up emails and tasks based on predefined workflows. This helps maintain consistent communication with leads and ensures timely follow-ups.
Templates and Snippets: Provides pre-written email templates and snippets for quick responses. This helps sales teams maintain consistency and save time on repetitive tasks.
Meeting Scheduling: Integrates with calendar systems to allow prospects to book meetings directly with sales reps. This feature eliminates back-and-forth scheduling and reduces friction in setting up appointments.
CRM Integration: Seamlessly integrates with HubSpot CRM to provide a complete view of leads and prospects. This integration ensures that sales reps have access to relevant information and can manage their pipeline effectively.
Reporting and Analytics: Offers insights into sales activities, performance metrics, and team productivity. Sales managers can use these reports to identify trends, optimize strategies, and track progress.
Sales Playbooks: Provides guided sales processes and best practices to help sales reps handle different scenarios effectively. Playbooks can be customized based on specific sales strategies and team needs.
Live Chat and Chatbots: Facilitates real-time communication with prospects through live chat and automated chatbots. This feature helps capture leads, answer questions, and qualify prospects.
Document Management: Enables sales teams to store, share, and track documents, such as proposals and contracts. This ensures that important documents are easily accessible and helps track document interactions.

By leveraging these features, sales teams can enhance their productivity, improve communication with prospects, and ultimately drive better sales outcomes.

July 26, 2024 0 comment

Certification

Hubspot Frictionless Sales Certification Exam Answers

by IndiaSuccessStories July 26, 2024

written by IndiaSuccessStories

Hubspot Frictionless Sales Certification Exam Answers

Question 1: Which of the following is true?

Funnels and flywheels are two different ways of saying the same thing.
The funnel is a better business model than the flywheel because it enables you to compare the performance of one salesperson to another.
A flywheel is the best model for customer service teams, while a funnel is the best model for sales teams.
The flywheel is a better business model than the funnel because it takes into account the impact current customers have on future customers.

Question 2: Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?

Salespeople and their prospective buyers
Salespeople and their leaders
Executive teams and middle management
Customers and prospects

Question 3: True or false? Generally speaking, business-to-business sales teams are better at providing a convenient experience for their customers than sales teams who sell directly to consumers.

True
False

Question 4: If you already have a sales framework in place, and you decide to implement the frictionless selling framework, what will the relationship of those two frameworks be?

In most cases, frictionless selling will replace your current framework.
In most cases, frictionless selling will complement your current framework.
In most cases, frictionless selling will be used by different employees than your current framework.
In most cases, frictionless selling will require you to make slight adjustments to your current framework.

Question 5: When you think about your sales organization as a flywheel, which of the following is the best goal to have?

Find ways to reduce force and increase friction.
Find ways to increase force and friction.
Find ways to decrease force and friction.
Find ways to increase force and reduce friction.

Question 6: Which of the following is an example of force?

Happy customers
Automatic data entry
Manual data entry
Pipeline meetings

Question 7: Which of the following is an example of friction?

Manual data entry
Automatic data entry
Happy customers
Pipeline meetings

Question 8: True or false? Most sales organizations are doing everything they can to apply force to their flywheel.

True
False

Question 9: True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.

True
False

Question 10: What are the phases of the frictionless selling framework?

Enable, Align, Transform
Attract, Engage, Delight
Identify, Connect, Explore, Advise
Engage, Guide, Grow

Question 11: What is the relationship between the three phases of the frictionless selling framework?

They complement each other in such a way that they should all be implemented at the same time.
They are interchangeable so that they can be implemented in any order.
They form a progression, with each successive phase building on the previous one.
Each stage includes the techniques of the previous stages so that you don’t have to think about the previous stages once you leave them.

Question 12: Fill in the blank: The purpose of the enable phase is to enable your team to ______.

identify their buyers’ needs
spend more time selling
negotiate more assertively
accomplish more in the time they have

Question 13: What metrics are most important during the enable phase?

ROI, profitability, and year-over-year growth
Customer retention, rep productivity, and employee happiness
Close rates, time to close, and customer satisfaction
Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment

Question 14: Fill in the blank: The purpose of the align phase is to align your team with ______.

your target buyer
your company goals
market trends
industry best practices

Question 15: What metrics are most important during the align phase?

Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
Close rates, time to close, and customer satisfaction
Customer retention, rep productivity, and employee happiness
ROI, profitability, and year-over-year growth

Question 16: Fill in the blank: The purpose of the transform phase is to transform ______.

your team through a culture of learning
your sales process to match your customers’ buying process
your funnel into a flywheel
your team through a large-scale reorganization

Question 17: Which of the following is the most important responsibility of sales managers?

Forecasting sales performance for the coming month or quarter
Hiring new team members
Ensuring sales performance is communicated clearly to upper management
Ensuring their sales people are coached on a regular basis

Question 18: What metrics are most important during the transform phase?

Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
Close rates, time to close, and customer satisfaction
Customer retention, rep productivity, and employee happiness
ROI, profitability, and year-over-year growth

Question 19: On average, how much of a salesperson’s day is spent selling?

About a third
About half
About three quarters
Nearly all

Question 20: True or false? Your sales team should only be doing things that provide value to your leads.

True
False

Question 21: What two activities should you focus on during the enable phase of the frictionless selling framework?

Improving interdepartmental communication and reporting you team’s performance to upper management
Training the team on best practices and coaching individuals to help them overcome their specific weaknesses
Adjusting your team’s incentive structure and ensuring their legal compliance
Removing non-sales activities from your team’s responsibilities and streamlining their other responsibilities

Question 22: True or false? Some tasks that can be automated should still be done manually to ensure your salespeople have full control and ownership over them.

True
False

Question 23: Which of the following is an attribute of a sales team that is well aligned with their buyer?

In-person meetings
Transparent pricing and discounts
Short sales cycles
Free consultations

Question 24: Which of the following is an attribute of a sales team that has a culture of learning?

Real-time performance data
Off-site training
Rigorous hiring standards
Weekly performance reviews

Question 25: Which phase of the frictionless selling framework does automatic email logging help with?

Enable
Align
Transform

Question 26: True or false? The majority of buyers consider salespeople trustworthy.

True
False

Question 27: What are the stages of the buyer’s journey?

Identify, connect, explore, advise
Awareness, consideration, decision
Enable, align, transform
Attract, engage, delight

Question 28: During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?

Your product or service
A problem they have
The principles of an inbound strategy
Changes in the market

Question 29: During the consideration stage of the buyer’s journey, what is the buyer considering?

Different categories of solutions
Different solution vendors
Whether they want to make a change
How much of a priority their current problem should be

Question 30: When in the buyer’s journey should you try to connect with a buyer?

During the decision stage, when they are deciding on a specific product or service
Before they even begin their buyer’s journey so that you can lead them through it
Before the decision stage, when they are still defining their path forward
After the buyer’s journey is over and they have decided to buy from you

Question 31: Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?

Identify
Connect
Explore
Advise

Question 32: In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?

Identify
Connect
Explore
Advise

Question 33: In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs?

Identify
Connect
Explore
Advise

Question 34: Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?

Identify
Connect
Explore
Advise

Question 35: Which of the following is the best agenda for a sales meeting?

Start with an overview of your company and provide a list of noteworthy customers you’ve served. Next, recap the conversations you’ve had with your prospect so far and propose your plan for helping them.
Start by recapping the previous conversations you’ve had, then talk the prospect through the available options. End by recommending one of those options and explaining how you are uniquely positioned to help with that option.
Start by asking the prospect what they would like to talk about. Use the topics they suggest as the basis of your agenda.
Start with a description of your most advanced offering and then ask if they have any concerns moving forward with it. If they do, seek to resolve those concerns. If you can’t, position your less advanced offerings as an alternative.

Question 36: True or false? Every sales presentation should be personalized for the people you’re presenting it to.

True
False

Question 37: Which of the following is true of most sales organizations?

They would be better off not implementing a coaching program than implementing an ineffective program.
Their salespeople’s performance is unlikely to be improved by coaching.
They spend too much time coaching their salespeople.
They don’t coach their salespeople as much as they should.

Question 38: True or false? Having reliable sales data is required to create an effective coaching program.

True
False

Question 39: What are the steps of the GROW coaching technique?

Goal, Reality, Options, Way forward
Growth, Resilience, Optimism, Wealth
Gradual improvement, Realistic goals, Ongoing support, Willing compliance
Grade, Redirect, Optimize, Watch

Question 40: During the Goal step of GROW coaching, what is your role as coach?

Set a goal for your salesperson to achieve.
Ensure the salesperson’s personal goals are aligned with team goals.
Ask the salesperson what goal they would like to set.
Work with the salesperson to set a goal for your coaching sessions.

Question 41: During the Reality step of GROW coaching, what is your role as coach?

Help the salesperson judge how realistic the goal is.
Explain to the salesperson the reality of what they need to achieve.
Help the salesperson create a realistic plan for achieving the goal.
Help the salesperson evaluate the reality of where they are right now.

Question 42: During the Options step of GROW coaching, what is your role as coach?

Provide the salesperson with a list of options for achieving their goal.
Help the salesperson explore their options for getting from where they currently are to where they want to be.
Explore what options the salesperson has if they fail to achieve their goal.
Help the salesperson consider whether the goal is optional.

Question 43: During the Way Forward step of GROW coaching, what is your role as coach?

Help the rep decide how they will achieve their goal and how you can support them.
Determine for the rep the best way for them to achieve the goal.
Explain to the rep what they’ll need to do after accomplishing the goal.
Ask the rep how you can improve your coaching efforts in the future.

Question 44: True or false? When you coach a salesperson, you should spend more time listening than talking.

True
False

Question 45: Which of the following is a benefit of GROW coaching?

It places the responsibility for improvement on the person being coached.
It can be implemented without any direct involvement from sales management.
It gives the management team more control over individual salespeople.
It simplifies the way salespeople report their progress.

Question 46: True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.

True
False

Question 47: How can a film review be used as part of a coaching strategy?

As your team comes together to discuss their favorite movies and other topics not related to work, they will build trust with one another and be more open to coaching.
As you review recordings of how individual salespeople spend their working hours, you’ll be able to give them specific recommendations on how they can improve.
As your team reviews a specific call or meeting one of your salespeople ran, other team members can give advice on how that salesperson can improve in the future.
As your salespeople meet with their leads, they can click the filmstrip icon inside HubSpot CRM to indicate the meetings they need help with. Their manager can see a list of these meetings and coach the salesperson through each one.

Question 48: How can pipeline meetings be a coaching opportunity?

As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing.
As your salespeople review each other’s pipeline, they can hold one another accountable and share best practices.
As your salespeople each review their own pipeline, they can look for places where they need coaching.
As your executive team reviews the sales organization’s pipeline, they can identify the salespeople who are struggling and assign leaders to coach them.

Question 49: What is a salesperson’s role in executing an inbound strategy?

They serve as a bridge between marketing and sales and seek to provide a seamless transition between being a prospect and being a customer.
They are the primary engine that drives the company’s growth.
They play a background role and should only become involved with a customer if the customer explicitly asks to talk to sales.
They have the opportunity to set the tone for a person’s entire relationship with a company because they are often the first person a prospective customer meets.

Question 50: If a sales team is struggling to prioritize their leads, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 51: If a sales team is having trouble keeping all their systems synchronized, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 52: If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 53: If a sales team asks their prospects to make large commitments early on in the sales process, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 54: If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 55: If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 56: If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 57: Which of the following is the most important responsibility of a sales leader?

Researching market trends and making sure the team adapts to them
Setting team goals and ensuring every team member contributes toward hitting them
Hiring new salespeople and integrating them into the existing team
Making sure the sales team is following an effective sales process

Question 58: If a sales team tends to have hostile negotiations with their prospects, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 59: If a sales team is relying too much on blind outreach, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Question 60: If a sales team is suffering from low lead quality, which phase of the frictionless selling framework will be most helpful to them?

Enable
Align
Transform

Introduction to Hubspot Frictionless Sales

Frictionless sales refer to creating a sales process that’s smooth, seamless, and minimizes obstacles for potential customers. In the context of HubSpot, this concept is often supported through various features and tools designed to enhance the sales experience. Here’s how HubSpot can help achieve frictionless sales:

1. CRM Integration

Unified Customer Data: HubSpot’s CRM collects and organizes all customer interactions in one place, ensuring your sales team has all the information they need to engage with prospects effectively.
Real-Time Updates: Sales reps have access to real-time data, which helps them respond quickly to customer needs and reduce delays in communication.

2. Automation

Email Sequences: Automated email workflows can nurture leads with personalized content and follow-ups, freeing up time for your sales team to focus on high-value activities.
Task Automation: HubSpot automates repetitive tasks such as data entry and follow-ups, reducing manual workload and minimizing errors.

3. Lead Scoring and Segmentation

Prioritization: HubSpot’s lead scoring system helps prioritize leads based on their engagement and fit, allowing sales reps to focus on the most promising prospects.
Segmentation: Targeted marketing and sales efforts can be made easier by segmenting leads and customers based on various criteria.

4. Sales Enablement Tools

Templates and Snippets: Sales teams can use pre-built email templates and snippets to speed up communication while maintaining a personalized touch.
Document Tracking: HubSpot tracks when and how prospects interact with your documents, helping sales reps gauge interest and tailor follow-up actions accordingly.

5. Real-Time Analytics

Performance Tracking: Sales performance can be monitored with real-time analytics and reporting, enabling quick adjustments to strategies based on what’s working or not.
Customer Insights: Insights into customer behavior and preferences help in tailoring sales approaches that resonate better with individual prospects.

6. Integration with Other Tools

Seamless Connections: HubSpot integrates with various other tools and platforms (like marketing automation, customer support, and e-commerce systems), ensuring a smooth flow of information and reducing the need for manual data transfers.

7. User-Friendly Interface

Ease of Use: HubSpot’s intuitive interface makes it easy for sales teams to adopt and use the platform effectively, reducing the learning curve and making the sales process more efficient.

8. Client Portal

Self-Service Options: Clients can access a client portal for self-service options, which can streamline processes like onboarding, support requests, and information retrieval.

By leveraging these features, HubSpot helps reduce friction in the sales process, allowing for smoother interactions between sales teams and prospects, leading to higher efficiency and potentially better conversion rates.

July 26, 2024 0 comment

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