Hubspot Frictionless Sales Certification Exam Answers

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.