HubSpot Agency Partner Certification Exam Answers

HubSpot Agency Partner Certification Exam Answers

This certification will provide a comprehensive introduction on how to market, sell, deliver, and grow your agency with inbound and HubSpot. This course is open to HubSpot Agency Partners only.

The benefits of being Agency Partner certified by HubSpot Academy:

Classes Include:

  1. Defining Your Agency’s Positioning
    Defining your agency’s positioning is one of the most important components of a successful inbound strategy. In this class, you’ll learn a six-step process to define your own agency’s positioning strategy and how to bring this strategy to life through your marketing.
  2. Packaging & Pricing Inbound Retainers
    An inbound retainer is a holistic creation. Properly staged and executed, a retainer becomes foundational to a HubSpot Agency Partner’s inbound services delivery to clients. HubSpot provides several resources for constructing the retainer, including guides, templates, as well as your Channel Consultant and Channel Account Manager. This class will teach the basis for stabilizing your business with a retainer model, how to build and price a retainer for rewarding ROI, and what a finished retainer looks like.
  3. Marketing Your Agency with HubSpot
    How much time do you spend on your own agency’s marketing? Not that much? You’re not alone. Agencies are great at marketing their clients products and services, but often neglect taking their own advice to market themselves. But if you want more leads and a sustainable way to attract new clients, it’s time to apply your expert marketing skills to your own agency. In this class, you’ll learn how to leverage your partner marketing resources to help you market your own agency.
  4. Introduction to Agency Selling
    Do you want to sell more business, sell better business, or increase your average retainer size? If the answer to any of these questions is yes….you’re in the right place. In this class, you’ll learn a framework for selling agency retainers, guiding principles for agency selling success, and how to get sales help when you need it.
  5. Identifying Quality Leads for your Agency
    Even the best agencies need a lot of leads to close a single deal. And it’s not just about the quantity of the leads, it’s also about the quality. Who wants to spend all their time with low-quality prospects? This class will focus on increasing both quality and quantity of your leads. First, you’ll learn how to identify and prioritize the right kind of leads. Then, you’ll learn lead generation strategies so you can generate more of them.
  6. Connecting to Open the Inbound Conversation
    In this class, you will learn how to connect with your high quality leads and schedule the first appointment. Why is this important? Well, do you typically feel that once you get into a conversation with a prospect, you’re pretty good? But you just need to get into more conversations? You’re not alone. Getting into more quality conversations is the classic salesperson’s challenge. This class will teach you how to overcome this by mastering the Connect Call.
  7. Exploring to Excite and Assess fit
    The Explore stage is one of the most, if not the most, important parts of the sales process. At the heart of this process is the Exploratory Call. This is the first scheduled meeting with your prospect and really the first chance to do in-depth discovery. By the end of this class, you’ll have a step-by-step guide to running an effective Exploratory Call. You’ll also learn how to excite your prospects about your services and have a comprehensive framework to assess fit.
  8. Advising to Close the Sale
    At this stage of the sales process, you’re in a great position to advise and close the sale. That’s what this class is all about. First, you’ll learn how to run the Goal Setting and Planning Call to set inbound targets with your prospect and develop a plan to hit them. Next, you’ll learn how to effectively demo the HubSpot software. And finally, you’ll learn how to deliver a final presentation and ultimately close the deal.
  9. Reselling with HubSpot
    At this stage of the sales process, you’re in a great position to advise and close the sale. That’s what this class is all about. First, you’ll learn how to run the Goal Setting and Planning Call to set inbound targets with your prospect and develop a plan to hit them. Next, you’ll learn how to effectively demo the HubSpot software. And finally, you’ll learn how to deliver a final presentation and ultimately close the deal.
  10. Fundamentals of Delivering Client Success
    Of course delivering client success is vital. Harnessing the initial momentum and excitement inherent to inbound’s planning and strategy, never allowing the wave to crest: that is the true challenge. This class details client success’ importance from your relationship’s very beginning, how to deliver clear client success with transparent metrics, and how to get your team ready to continue these efforts after the onboarding phase.
  11. Onboarding New Clients
    Making certain you are providing a strong onboarding experience is tricky. There are kickoff calls to plan and run, stakeholders to involve, and expectations to meet. Onboarding is perpetual. This class covers why a consistent client onboarding process is healthy for your agency, how to execute all the actions during client onboarding’s first 90 days, and what precisely a strong onboarding process looks like.
  12. Managing Client-Agency Relationships
    Consistency and transparency are paramount to fostering healthy client-agency relationships. In an optimal environment, challenging topics surrounding contracts and expanding services become simpler. This class advises best practices for building healthy client relationships, how to position your agency’s successes when approaching contract renewal and upsell conversations, and how to end a retainer.
  13. Reporting ROI to Clients
    Clients expect clarity from your agency’s deliverables. In particular, they want to know how much value they are earning, based on your work. Your inbound retainer earns them insight into progress on traffic generation, lead generation, and customer generation. Onboarding is perpetual. In this class, you will learn ROI reporting’s importance, best practices for communicating those results, and what metrics to report to the client.
  14. Growing Your Team
    Team growth is a necessity for an emerging inbound agency. Formalizing your growth tactics can make your business more sustainable. It’s a matter of learning how to recognize your true needs and positioning the new employee at your agency for efficient talent application. This class teaches why consistent hiring practices are important, how to determine the proper hiring candidate at the proper time, and what successful team hiring and growth tactics look like.
  15. Growing with the HubSpot Agency Partner Program
    This HubSpot Partner Tiers program is designed to acknowledge top Agency Partners who have not only brought the inbound message to the most clients, but also executed inbound marketing services to the highest standards. But it doesn’t just serve as recognition, the tiers program also rewards this remarkable inbound work with greater growth opportunities and higher levels of support. In this class, you’ll learn all about how the tiers program works and hear one partner’s journey to success.

HubSpot Agency Partner Certification Exam

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1.) All of the following are true statements about defining your agency’s positioning strategy, EXCEPT:

2.) You’ve decided to focus your agency by specializing in video strategy and creation services for the eCommerce industry. All of the following are ways to implement this strategy into your marketing, EXCEPT:

3.) You come up with the following positioning statement for your agency: “We are an inbound marketing agency specializing in providing marketing and sales alignment solutions for B2B manufacturing companies.” What is this positioning statement missing?

4.) You’re a newer agency and struggling to generate a consistent stream of new clients. You’ve recently decided that you want to focus on providing website design services to clients in the travel and leisure industry. Your sales rep brings you a new prospect who is interested in signing a website redesign project with your agency tomorrow. This prospect is a local B2B software company. Should you take this client?

5.) Which of the following business practices does your positioning strategy impact?

6.) Which would be the best positioning statement for Emma’s agency?

7.) True or false? Your client’s inbound retainers influence your agency’s hiring.

8.) When should you notify your Channel Consultant of your new retainer?

9.) What are indicators your agency should recommend a middle-tiered “Grow” retainer to a client?

10.) Your client asks for buyer persona development under the annual retainer’s ongoing monthly services. How do you respond?

11.) To improve your agency’s packaging and pricing, you’ve tasked your team with brainstorming your agency’s new retainer strategy. Your team comes back to you with four potential retainers your company could offer. Which of these proposals is an example of an effective retainer service?

12.) True or false? The retainer proposal document presented to your prospective client is best kept to one page of text.

13.) You’re creating a form in HubSpot for your co-brandable ebook. You want to make sure you’re able to register your leads in the HubSpot sales database. Is your form setup correctly for lead registration?

14.) Which is the BEST way to integrate the Partner Marketing resources with your agency’s inbound marketing strategy?

15.) All of these things are ways Emma could improve this co-brandable ebook campaign, EXCEPT:

16.) How should Emma customize the title of this offer to better attract the types of clients she enjoys working with?

17.) The Inbound Sales Methodology includes the following stages:

18.) True or false? You can have your Channel Account Manager join sales calls with you and your prospects.

19.) True or false? When pitching to a prospect, focus on tactics like social media, email, and blogging.

20.) True or false? You’re talking with another HubSpot Agency Partner and you start talking about your ideal buyer profiles. Since you are both HubSpot Agency Partners, you should have the same ideal buyer profile.

21.) Your friend sends you a link to a company who they think would be a good fit for a retainer with your agency. Your friend has worked with this company before and told you that they’re already excited about working with you. You start looking at the company’s website and you notice that they meet a lot of the secondary criteria of the Prospect Fit Matrix, but they don’t sell something that involves a considered purchase process. Based on the Prospect Fit Matrix, are they a good fit for an inbound retainer?

22.) Fill in the blanks: Your _________ describes the type of person you are targeting, whereas your _________ describes the type of company.

23.) After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get started selling retainers?

24.) True or false? In order to use the Prospect Fit Matrix, you must have a conversation with the prospect first.

25.) Fifth Season is a good fit for an inbound retainer.

26.) You open the connect call with a target account with the following sound bite: “Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your company one of the top in your industry. Your strategy and growth is impressive. I work with companies that are already doing well online, like you, but are still struggling with converting that traffic into more leads and sales. Does that sound familiar to you? Is lead generation something your team is focused on?” What should you do to improve it for next time?

27.) True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.

28.) Fill in the blank: The _______ technique is an effective way to address resistance.

29.) After opening a connect call, your prospect is resistant to having a discussion. Which of the following techniques should you use to address resistance?

30.) You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

31.) Fill in the blanks: Fifth Season is a(n) ____________, so you should focus on ____________ when opening the connect call.

32.) True or false? During the exploratory call, it’s best to discuss budget in the beginning. It’s something that is already on your prospect’s mind and if you’re in different budget ranges, it’s best to know at the beginning of the call.

33.) You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

34.) True or false? In the exploratory call, the Give and Get technique helps address resistance from the prospect.

35.) You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of? “Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will help your posts get properly indexed and help you show up in more search engine results. I’m wondering, is it important for your business to drive more website traffic? What impact would increased traffic have on your business?”

36.) Which of the following is NOT an objective of the exploratory call?

37.) You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with: “I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.” Does this prospect have a qualified need?

38.) During the exploratory call, you say to your prospect Fifth Season: “We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website becomes their most effective salesperson. We are different because we work specifically with businesses in the travel and leisure industry. We’re experts in your audience’s needs, values, and motivations, and this allows us to create an inbound marketing strategy that speaks directly to them.” What is this an example of?

39.) You are preparing to close a new sale. Which of the following is NOT requirement to ensure you’re ready to ask for the business?

40.) To help confirm timing and encourage your prospect to not delay getting started with inbound marketing, what should you show during your final presentation?

41.) True or false? At some point in the sales process, you must demo the HubSpot software.

42.) You are at the end of the goal setting and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

43.) How many HubSpot tools should you typically show when doing a HubSpot demo?

44.) You’re preparing to give a demo to Fifth Season. Based on the information provided in the case study, which set of tools would be best to show this prospect?

45.) You’re setting the agenda for a goal planning and setting call with Justine from Fifth Season. Which of the following sound bites accurately represents what you’ll cover during this call?

47.) If your client decides to cancel their retainer, who’s responsibility is it to facilitate the appropriate transitions and next steps?

48.) True or false? Your agency is responsible for notifying your channel deals 45 days before the start of their contract’s second year of any upcoming changes to their contract, such as expiration of initial discount or billing cycle modifications.

49.) What kind of client does a HubSpot Professional portal fit best?

50.) Fill in the blank: Because of their retainer with Acme Agency, Pluto Pool Co. is not required to purchase __________ .

51.) Does Pluto Pool Co. qualify for a complimentary first-time template setup?

52.) True or false? By definition, Pluto Pool Co. is a channel deal to Acme Agency.

53.) Fill in the blank: In preparation for regular engagement with your first client, every person at your agency needs to _________ to provide foundational knowledge for delivering on your agency’s methodology, no exceptions.

54.) Why is it recommended to refer back to the initial sales call notes during the early strategy planning sessions with the client?

55.) What additional modification(s) should Acme make to Pluto Pool Co.’s goals?

56.) What other questions should Acme ask about Pluto Pool Co.’s goals?

57.) How do you address the client’s sales practices on the kickoff call?

58.) Last month, the client’s website generated 30 leads, which is only 20% of your agreed upon goal. Which metric is acceptable to report back to the client as a recommended area you can work together to improve?

59.) True or false? Acme took an appropriate approach to their communication with Pluto Pool Co. with their planned weekly calls.

60.) True or false? Executed successfully, Acme Agency’s “momentum” phase of onboarding earns them better positioning for a renewal with Pluto Pool Co.

61.) How can Acme Agency best explain to Pluto Pool Co. their usage of Trello?

62.) A client has cancelled their HubSpot portal. You want to end your relationship professionally. How?

63.) If you’re planning to further a positive relationship with the client, it’s a good idea to include as many stakeholders from the client’s company as possible on the renewal call.

64.) True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

65.) When on a call with the client, if the conversation shifts to a negotiation, and the client drops an “anchor,” what is now your main responsibility?

66.) True or false? Your debrief after terminating an agency client should only recap positive interactions with your former client.

67.) In month 9 of a 12-month client retainer, what should your agency do to prepare for a high quality renewal call when the day comes?

68.) True or false? If the metrics you originally planned prove to be misaligned with what you inevitably must be reporting, it’s healthy for your agency to review your retainer with your client every 3, 6, and 9 months.

69.) Does every salesperson at the client’s company needs to recognize how an inbound lead was generated?

70.) In preparation for an ROI reporting call, why is it vital to express that your agency can track how a lead arrived in a salesperson’s list?

71.) True or false? If you lead your regular monthly review calls with data, the results will be clear, keeping the call focused and fostering trust with your client.

72.) Can the final phase of the funnel’s overall success be determined by how well the sales qualified leads are converting into customers?

73.) Fill in the blank: To maintain expectations while your client’s inbound efforts begin, it’s advisable to _____, a point reiterated through consistent ROI reporting in later calls.

74.) How and when did Kuno Creative become an example of a horizontal organization structure?

75.) How can you ensure training best practices remain consistent when making future hires in the same marketing role?

76.) Is keeping a combination of full-time and part-time employees sustainable for agency growth?

77.) An agency is having difficulty delivering the scope of their client’s retainer. They have more than enough budget to hire a new employee in any role to address this difficulty. What role do they immediately hire for?

78.) True or false? An agency can grow vertically beyond 10 full-time employees when hiring only hybrid consultants in client-service roles.

79.) True or false? Your agency must have a valid HubSpot Agency Partner Certification and a median apps usage of 3 in order to qualify for the tiers program.

80.) True or false? Based on the example above, your agency has passed the next threshold and is going to ascend to the Platinum tier.

81.) For all Partners who have purchased a HubSpot portal for their own agency, how do you get to this screen in HubSpot?

82.) Fill in the blank: When defining your agency’s positioning strategy, the _____ covers the philosophies, values, and beliefs your agency follows.

83.) How does an inbound retainer affect your agency’s sales process?

84.) True or false? You’re allowed to customize and cobrand any of the ebooks listed in HubSpot’s Marketing Library.

85.) You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation. Which of the following guiding principles does this highlight?

86.) During the Explore stage of the Inbound Sales Methodology, which of the following do you explore?

87.) Which of the following is the BEST use for the Prospect Fit Matrix?

88.) The connect call is an opportunity to do all of the following EXCEPT:

89.) Fill in the blank: A prospect’s ______ can be especially difficult to understand, so to help, use goals, planning, and challenges framework.

90.) True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s close rates. Getting new customers is ultimately what your client will care about, so this will resonate best.

91.) In month 9 of their 12-month contract, your channel deal calls you to close their HubSpot portal. Assuming the contract for the portal is in their name, how do you respond?

92.) Fill in the blank: It’s recommended the Acme Agency confirm __________ on Pluto Pool Co.’s site to complete their content audit.

93.) Fill in the blank: Onboarding initiates a retainer’s first 90 days of a client engagement. Its purpose is to __________.

94.) Fill in the blanks: Acme made the right decision including Pluto Pool Co.’s sales team in their onboarding “alignment” phase, encouraging both teams to define _________ and positioning them to _________ shortly after.

95.) You anticipate a client breakup and receive a 45-day notice for cancellation. What is your next step?

96.) Fill in the blank: You have a client that is launching a new product. They are expanding their business and overachieving on their goals. You contact your Channel Consultant for help with discovery questions to determine if ___________ .

97.) Fill in the blank: The best ROI calls include straightforward reporting that references the original retainer while _________, all inside of just 30-40 minutes.

98.) How can planning lifecycle stages with HubSpot Sales encourage stronger ROI reporting to your client?

99.) Achieving peak employee utilization of 75% client-facing work and 25% internal administrative work will inform you when making decisions on what?

100.) Fill in the blanks: When your agency reaches _________ tier, your agency can _________ .