1. All Of The Following Tools Can Be Used To Capture Inbound
Leads, EXCEPT For:
- Email templates
- Messages
- Prospects
- Lead flows
- Email templates
- Messages
- Prospects
- Lead flows
- Lead flows collect more detailed information than forms.
- Lead flows appear on top of the page while forms are embedded in the page.
- Forms usually have more fields than lead flows.
- Submissions from lead flows and forms both appear on the contact timeline.
- Logging emails in the CRM
- Manually creating a contact record
- Adding a contact to the company record
- Importing contacts from a spreadsheet
- Forms typically collect more information than lead flows.
- Lead flows typically collect more information than forms.
- Lead flows can only be added to blog posts, but forms can be added to any page.
- Lead flows allow people to chat with you in real time.
- Make sure the message pane appears on every page of your website.
- Customize your welcome message to be relevant to the page it appears on.
- Start by making the messages pane visible to all website visitors and then restrict it later if you receive more chat requests than you can respond to.
- Set your availability for the times of day when you’d prefer to chat.
- Say, “Hi, my name is [name], and I’m calling from [company]. We’ve received a number of inquiries on our website from someone at your company, but they didn’t leave a name. We provide [product]. Do you know who at your organization would be looking into that right now?”
- Say, “Hi, I sell [product]. Can you please direct me to the person who can help me with that?”
- Try again later. Receptionists rarely have purchasing authority, and it’s important to focus on speaking to qualified people.
- Describe the benefits of your offering and try to get the receptionist’s buy-in. Then ask to be referred to the appropriate buyer.
- True. An email address is enough information for the CRM to create a contact record where you’ll be able to see a full history of the pages that the visitor has viewed on your website. The CRM may also be able to find company information about the person and create a company record based on their email domain.
- True. If a person provides an email address, you’ll be able to send them an email to ask for more information. This is also a good opportunity to find out what products they’re interested in and attempt to make a sale.
- False. An email address without a name is meaningless. At a minimum, your lead flows should collect name and email.
- False. Lead flows should collect as much information as possible about a visitor. You should have a goal of having 5 to 10 fields in each lead flow.
- A contact record can be associated with multiple companies.
- A contact record becomes a company record when you associate it with multiple people.
- A company record can be associated with multiple contacts.
- Contacts must be associated with companies, but companies don’t have to be associated with contacts.
- Add a note to XYZ Inc.’s company record describing the call, but don’t add any contacts until you know for sure who was viewing your pricing page.
- Add Johnny as a contact because he’s who you talked to, and associate him with XYZ Inc.’s company record. Mention Mariah in a note, but don’t add her as a contact because you haven’t contacted her yet.
- Add Mariah as a contact because she’s the decision maker, and associate her with XYZ Inc.’s company record. Mention Johnny in a note on the company record, but don’t add him as a contact because he isn’t a decision maker.
- Add Johnny and Mariah as contacts, and associate them both with XYZ Inc.
- Sellers now have more technology to help them find buyers.
- Social media has made it easier for buyers and sellers to connect with each other.
- The internet has shifted the power in the buying process from the seller to the buyer.
- Buyers have so many distractions that they need more frequent contact to help them through the buying process.
- On the contact’s timeline
- In contact properties
- Under the “Interactions” tab
- On the profile of the rep who contacted them
- Buyers cannot move through the buyer’s journey without the help of a seller.
- In the past, buyers had more power than sellers, but now sellers have more power than buyers.
- In the past, sellers had more power than buyers, but now buyers have more power than sellers.
- The internet has made buyers and sellers equal to each other.
- Inbound selling focuses on using internet-based tools to connect with buyers.
- Inbound selling focuses on getting buyers to act on the seller’s timetable.
- Inbound selling focuses on waiting for buyers to take action.
- Inbound selling focuses on attracting buyers and meeting them on their own terms.
- Only the interactions you’ve manually added to it.
- All of the interactions you’ve had with any contact at the company.
- The history of the company, as pulled from public records.
- Company records don’t have timelines.
- Add a filter for that property and set it to “Is Unknown.”
- Add a filter for that property and leave it blank.
- Don’t add a filter for that property.
- Add a filter for that property and enter “NULL” (in all capitals).
- All saved filters are automatically shared with all team members.
- When saving your filters, you have the option of sharing the filters with everyone or with just your team.
- By adding a filter for HubSpot Owner and adding the team members you want to share the view with.
- By checking the “Invite team members” box next to the saved filter’s name.
- True. Changing this section affects how contacts are displayed for all users.
- True. Changing this section affects how all contacts are displayed for you.
- False. This section needs to be changed on each individual record.
- False. The change only carries through if you select the “Apply to All” option.
- You can filter your contacts based on how active they are in the buying process.
- You can filter your contacts based on how recently you’ve contacted them.
- It ensures that the Deal Forecast will be as accurate as possible.
- You can set reminders for yourself to follow up.
- efficiency, personalization
- sales, time
- response rate, efficiency
- deal value, close rate
- The content should focus more on the buyer’s needs than the seller’s needs.
- Many messages get marked as spam based solely on their subject line.
- Personalization is important to success when writing to prospects.
- Typically, buyers prefer a phone call to receiving an email.
- Name
- Recipient
- Subject
- Body
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- Details about previous interactions
- Check your sent folder for emails you’ve sent in the past that have successfully helped people reschedule meetings they missed.
- Search Google for email templates that have worked well for other sales professionals.
- Look for marketing content on your website that gives information about a product the contact might be interested in.
- Scroll through the timeline on the contact record for the person who missed the meeting and look for specific details about them to include in the template.
- A reference to a blog post your recipient recently published
- The recipient’s first name
- Your standard elevator pitch
- All of the above
- Use your elevator pitch as the subject line.
- Add as much detail as possible so the recipient knows what’s in the email.
- Keep it short in case the contact views it on a mobile device.
- Include the solution to a problem the recipient is facing.
- The template’s name is the same as its subject line, so it needs to be short, clear, and focused on the recipient’s needs.
- The name is only visible internally, so it should be whatever makes the most sense to you and your team.
- The name is automatically generated and cannot be changed.
- The name should be less than 30 characters in length.
- “Email templates need to be relevant to as many people as possible, so keep the topic as broad as possible.”
- “Every email you send should ask your contacts to commit to something, so always include some kind of request in the message.”
- “Every email you send should encourage your contacts to buy, so focus on pitching our offering that’s most aligned with their needs.”
- “Every email you send should help your contacts in some way, so focus the email on what you’re trying to help them do.”
- A playlist of activities you can work through, one at a time.
- A filtered list of contacts that shows you the most important people to focus on.
- A written list of goals you want to achieve in a given day or week.
- The feature in HubSpot CRM that helps you create multiple tasks at once.
- A reminder email is sent to the person the task is assigned to.
- The task automatically gets marked as “Complete.”
- The task gets deleted.
- The user the task is assigned to is required to take the action described in the task.
- 31. Which Of The Following Is NOT A Type Of Task In HubSpot CRM?
- Follow up
- Call
- To-do
- Check the boxes next to each person and bulk-create a task for all of them. As you create the task, be sure to select the appropriate queue.
- “Task queue” and “saved filters” are different names for the same thing.
- Open each contact record and create tasks one at a time. It’s important to create the tasks individually to make sure they’re personalized.
- Drag and drop people from the saved filters into the task queue.
- Add your portal’s BCC address to the BCC line of your emails.
- Copy the body of the email and paste it into a note in the CRM.
- Use the CRM’s “import” feature to import the messages into the CRM.
- You cannot record emails in the CRM without using the email extension.
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- Personalization tokens
- Fill-in-the-blank areas
- Static text
- None of the above
- 40. Where Can You See The Progress Of A Deal?
- On the deal record
- On the timeline of any contact or company associated with the deal
- On the Deals page
- All of the above
- True. Updates are added to the contact timeline every time a deal they’re associated with moves to a new deal stage.
- True. Deals are simply properties on the contact record, so any changes to the deal naturally flow through to the contact timeline.
- False. Contacts and deals are two separate objects in HubSpot CRM, so information does not flow between the two.
- False. Deal information has to be added to the contact timeline manually.
- By creating a saved filter of contacts who haven’t been followed up with recently.
- By creating a saved filter of contacts who have multiple deals associated with them.
- By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they’re worth.
- By using the Deal Board to see how many deals are near the end of your sales process.
- Deal Name, because you have to know this in order to find the deal in the CRM.
- Contact, because if you forget to add the contact, the deal will be meaningless.
- Close date, because if you forget to select a close date, your commission will be calculated incorrectly.
- Amount, because the value of the deal will help you prioritize at the end of the month.
- “Deal forecast” and “deal board” are two different names for the same thing.
- They are essentially the same, but they’re located in different areas of the CRM.
- The deal board helps with deal maintenance, while the deal forecast helps with prioritization.
- The deal forecast is for managers, and the deals board is for individual reps.
- True. The most important thing is to make sure your contacts feel like they’re your only contact.
- True. Quota and commission are not as important as developing good relationships with your contacts.
- False. You should only spend time on people who are eager to buy your product.
- False. While it’s important to give all of your contacts the same level of respect, there will be times when you need to prioritize based on revenue potential.
- Deals help you see which contacts are closest to buying.
- Deals help you see a contact’s revenue potential.
- You can create a saved filter of contacts based on how many deals they’re involved in.
- All of the above.
- Any time you successfully make contact with a person.
- Any time a contact completes the action described by the first deal stage.
- Any time a contact buys from you.
- Any time you identify a contact or company as a “good fit” for your offering.
- The important milestones a person has to pass in order to become your customer.
- The steps you need to take in order to close a deal.
- The process you need to go through in order to add a deal to HubSpot CRM.
- One-word descriptions of a contact or company’s qualification as a lead.
- True. In order to help contacts move forward, you need to know exactly what to say and do in each stage of the sales process.
- True. While it’s important to know what the buyer should be doing at each stage of the sales process, it’s ultimately your actions as a sales rep that will move a sale forward.
- False. While it’s important to know the actions you must take at each stage of the sales process, it’s ultimately the buyer’s actions that move a sale forward.
- False. A good sales process is flexible enough to be different for every contact.
- community.hubspot.com
- academy.hubspot.com
- support.hubspot.com
- hubspot.com/help
- Email templates
- Messages
- Prospects
- Lead flows
- Put messages on any page talking about your company’s products or pricing, and put lead flows on all the other pages.
- Put lead flows and messages together on all pages.
- To determine where each should be used, randomly divide the pages of your website into two even groups. Then put messages on all of the pages in one group, and lead flows on all of the pages in the other group.
- It doesn’t matter which pages each tool is used on, as long as the tool is customized to match the pages it’s added to.
- True. Personalization tokens are just placeholders that need to be manually replaced.
- True. The template is a starting point, but every email you send should be customized for the contact you’re sending it to.
- False. The point of email templates is to save you the trouble of customizing individual emails.
- False. Some emails might need additional customization, but a good template can be sent “as is” in most cases.
- Personalization tokens make it unnecessary for sales reps to craft individual emails for their contacts.
- Personalization tokens make it easy to send a single email to multiple people.
- Personalization tokens help save time and avoid mistakes but aren’t enough on their own to make an email feel personalized.
- Personalization tokens are simple reminders of information that has to be added manually before you can send the email.
- Saved filters
- Task queues
- Forms
- Lead flows
- Check the “Log in CRM” checkbox when you’re composing an email.
- Select the emails you want recorded and then click the “Save in CRM” button.
- All of your emails will automatically be recorded as long as the “Record My Emails” setting is turned on.
- Add your portal’s BCC address to the BCC line of your emails.
- deal stage
- deal record
- deal pipeline
- deal forecast
- community.hubspot.com
- academy.hubspot.com
- support.hubspot.com
- hubspot.com/help
