HubSpot Inbound Marketing Certification Exam Answers

HubSpot Inbound Marketing Certification Exam Answers

The set of lessons in this certification course will take you on a tour of inbound marketing, so you can begin building your inbound marketing strategy. You’ll learn different inbound marketing techniques that range from creating content, using social promotion, converting and nurturing leads, and all the way to marketing to your customers.

The Inbound Certification is a comprehensive marketing course that covers the core elements of the Inbound Methodology. The self-paced curriculum introduces the fundamentals of how to attract visitors, convert leads, close customers and delight customers into promoters.

The Inbound Certification course is a free marketing training course that covers the fundamentals of the inbound methodology.

You’ll learn how SEO, blogging, landing pages, lead nurturing, conversion analysis and reporting come together to form a modern inbound marketing strategy.

Inbound Marketing Fundamentals

  1. Why inbound marketing?
  2. What are the fundamentals of inbound marketing?
  3. What does inbound marketing look like?

Planning a Long-Term Content Strategy

  1. What is content marketing?
  2. Why is long-term content planning important?
  3. How do you build a long-term content plan?
  4. What should a long-term content plan look like?

Creating a Blog Post

  1. Why does blogging help grow your business?
  2. How do you create a successful blog post?

Creating Topic Clusters and Pillar Pages

  1. Why are topic clusters important?
  2. How do you create an effective topic cluster and pillar page?
  3. What’s an example of a successful pillar page?

Understanding Social Media Promotion

  1. Why you need a social media strategy
  2. The social media channels explained
  3. The power of social listening
  4. Social media content: The basics
  5. The social media audit: How to understand your success with social media
  6. Taking your inbound strategy to the next level with digital marketing

Developing a Conversational Growth Strategy

  1. Why is conversational growth important to inbound marketing?
  2. What are the elements of a strong conversational growth strategy?
  3. What are the steps to implementing a conversational growth strategy?
  4. What to consider when comparing messaging channels
  5. Why is it important to select the right conversational marketing channel?

Understanding Conversions

  1. Defining a conversion
  2. Why are conversions important to inbound marketing?
  3. How to build an effective conversion path
  4. How to calculate your conversion rate

Creating a Conversion Optimization Strategy

  1. Why is conversion optimization important to your inbound strategy?
  2. How to implement conversion optimization
  3. What roles do reporting and analytics play in conversion optimization?

Understanding Lead Nurturing

  1. Why is lead nurturing important?
  2. What are the fundamentals of a lead nurturing strategy?
  3. What does an effective lead nurturing campaign look like?

Aligning Your Marketing With Sales

  1. What is sales enablement?
  2. How marketing can align with sales

Applying a Customer Marketing Approach

  1. Why is customer marketing important?
  2. How do you create lasting relationships with your customers?
  3. How to solve for customer success

Who should get certified?

Classes include:
1. Inbound Fundamentals (26:44)
2. Optimizing Your Website for Search Engines (27:55)
3. Creating Content with a Purpose (29:56)
4. The Fundamentals of Blogging (25:50)
5. Amplifying Your Content with Social Media (24:42)
6. Enticing Clicks with Calls-to-Action (12:00)
7. Anatomy of a Landing Page (10:20)
8. Guiding the Next Step with Thank You Pages (8:54)
9. Sending the Right Email to the Right Person (28:31)
10. The Power of Smarketing (25:34)
11. Taking Your Sales Process Inbound (22:16)
12. The Pillars of Delight (30:16)

HubSpot Inbound Marketing Certification Exam

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299.) All of the following are examples of a SMART goal EXCEPT:

298.) Which of the following is NOT a category you should organize your content audit by?
Content title

297.) True or false? A customer’s buying journey is ever-evolving. You should make updates as you learn more about your buyer persona.

296.) Fill in the Blank: __________ allows you to understand what users want, care about, and interact with on your site by visually representing their clicks, taps, and scrolling behavior.

295.) True or false? Sprinkling in relevant content offers on your 10x content pillar page can help your buyer personas continue educating themselves through the buyer’s journey.

294.) All of the following are helpful ways to promote your pillar pages on your website EXCEPT:

293.) Fill in the blank: _________ is Google’s machine-learning artificial intelligence system that interprets people’s searches to find pages that might not have the exact words they searched for.

292.) True or false? It’s recommended that you offer the content on a 10x content pillar page as a packaged downloadable resource.

291.) True or false? A resource pillar page should only be made up of internal website links.

290.) True or false? Social media is a key driver for word-of-mouth marketing.

289.) There are many benefits to having a social media strategy. Which answer is NOT one of them?

288.) True or false? A buyer persona is as important as business objectives when developing a social media strategy.

287.) True or false? One of the best uses of Twitter is networking in private groups.

286.) Which network has the longest life for a piece of content?

285.) On which social network should you share content most frequently?

284.) What is Snapchat’s largest demographic?

283.) What is social listening?

282.) What is social monitoring?

281.) What is social engagement?

280.) True or false? Social listening can help you find leads.

279.) True or false? Content is only used during the attract and delight stages of the inbound methodology.

278.) If you plan to do real-time marketing, you’ll need to use what?

277.) Fill in the blank: Instagram stories are a great way to _____________.

276.) True or false? It’s necessary to conduct a social media audit every 2-3 years.

275.) All of the following are metrics you need to track in your social media audit EXCEPT:

274.) What is a social media audit?

273.) True or false? Prospects who follow a company’s social channels are more likely to convert into customers.

272.) What is the definition of lead nurturing?

271.) By using lead nurturing, you can deliver helpful content with the right context. What is the three-pronged approach to help you do this?

270.) Lead nurturing is focused on providing value to your leads by offering the information they need at the right time. Which stage of the inbound methodology does lead nurturing primarily occur?

269.) If a contact downloads a piece of your content, such as a newsletter titled, “The Best Ways to Create Subject Lines for Email,” what would be the best reaction you could take to continue the conversation with this contact?

268.) When creating a lead nurturing strategy for your business, you need a goal to create the big picture strategy for your lead nurturing campaigns. What are three key elements that any strategy will need?

267.) Contact management is an important piece of lead nurturing because it helps you understand the contacts you’re reaching out to. What is the definition of contact management?

266.) When creating a lead nurturing campaign, there are five steps to providing value to your prospects. The first two steps are setting goals and selecting personas. What are the last three steps for creating an effective lead nurturing campaign?

265.) True or false? You can nurture both your leads and your customers.

264.) You set out to have 15 of your unengaged leads click a link to a resource article by the end of your month-long workflow. What is this an example of?

263.) What is a conversation?

262.) Where do conversations fit into your inbound marketing strategy?

261.) What is a conversational growth strategy?

260.) What are the steps to implementing a conversational growth strategy?

259.) Which three elements are important to consider when determining if you should start to automate a conversation on your website?

258.) What is shared knowledge?

257.) True or false? In relation to reporting, “data in” is the data you collect, either by asking for it explicitly or gathering it through analytics implicitly.

256.) True or False? In relation to reporting, “data out” is data you collect, either by asking for it explicitly or gathering it through analytics implicitly?

.) True or false? An effective conversion path must include a landing page.

255.) How do you calculate a conversion rate?

254.) Each of these examples is a great way to prevent too much distraction in your conversion path EXCEPT:

253.) What is the difference between reporting and analytics?

252.) What are SMART goals?

251.) Define a conversion path.

250.) What are the steps for creating a conversion path?

249.) Situational example: You’re trying to calculate the conversion rate on one of your forms. 600 people visited your landing page, but only 50 visitors submitted the form. What is the conversion rate of your form?

248.) True or false? Conversion optimization is NOT an iterative process.

247.) True or false? Conversion optimization can positively impact your return on investment.

246.) What is conversion optimization?

245.) What are the steps of conversion optimization?

244.) How long should you let your conversion optimization experiments run (on average)?

243.) Situational example: You’re tasked with improving the conversion rate on your product and services page over time. You think that changing the page’s copy will positively impact the overall conversion rate. What’s an example of a good hypothesis for this optimization experiment?

242.) What is SCOPE?

241.) What is the definition of a buyer persona?

240.) True or false? A call-to-action must be a button.

239.) What is another commonly used term for conversion optimization?

238.) Marketing automation is a key piece of lead nurturing because it’s how you deliver information. How is marketing automation defined?

237.) Situational example: You are tasked with generating twice the amount of qualified leads your company generated last quarter. With your company’s bottom line and return on investment in mind, what’s the most strategic avenue to choose?

236.) What role does optimization play in your conversational growth strategy?

235.) When creating segments for your lead nurturing campaigns, you need to understand who your personas are and where they are in the buyer’s journey allows you to decide what types of content they need. What are the three stages of the buyer’s journey?

234.) Which of the following would be the most appropriate call-to-action to place at the bottom of an Awareness stage blog post?

233.) You’re writing a new blog post. Your boss tells you that she wants to get found for the keyword “free project collaboration software”. Which is the best response to her request?

232.) A website visitor is reading the blog post you published last month. They’re intrigued by the call-to-action that you have at the bottom of your post, so they decide to click it and are redirected to a form which they fill out and submit. Which Inbound Methodology stage is being described in this scenario?

231.) Does this example follow best practices for thank you pages? “Thank you. We will send an email to you soon!”

230.) If you were an inbound sales representative, how can you gain “trusted advisor status” with the people you connect with?

229.) True or False? Marketing is responsible for defining a Marketing Qualified Lead (MQL) and sales is responsible for defining a Sales Qualified Lead (SQL).

228.) What are inbound links?

227.) According to HubSpot the R in SMART goal setting stands for ______.

226.) Fill in the blank: The R in SMART goal setting stands for ______.

225.) It’s recommended you create some sort of interaction that takes place after someone purchases your product or service. What’s the most efficient and scalable tool you can use to do this?

224.) True or false? As an inbound sales representative, acting as an information gatekeeper and holding power over the entire sales process helps you win more sales.

223.) Smarketing is only helpful for increasing revenue for large organizations with 100+ employees.

222.) A customer who recently purchased your product realizes that it’s not the right solution for the problem they were trying to solve. He would like to return the product. Which stage of the buyer’s journey is your customer in?

221.) True or false? You have spent a lot of time planning and creating a great content offer. You are now done with the content process and should move on to create your next piece of content.

220.) 60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

219.) Your company has decided to take an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales practices?

218.) You’ve started a new business and along with that a new Facebook page for your brand. You’re sharing your new blog posts to Facebook about 2-3 times per month. You find that your account doesn’t have much audience engagement and you’re not seeing the results you were expecting. Rather than spend time on Facebook, you decide to spend your time on another social channel, like Twitter. Is this the right approach?

217.) You’re writing a new blog post. Your boss tells you that she wants to get found for the keyword “project collaboration software”. Which is the best response to her request?

216.) A form on your landing page should only ask the questions that your sales team needs to have answered

215.) You’re responsible for managing your company’s social media accounts. Your colleague tells you about how a lot of businesses are using Pinterest to promote content. Your company doesn’t have a Pinterest account yet, so he encourages you to create one. How would you respond?

214.) Fill in the blank: ______ is used to measure the size of your potential audience.

213.) Which of the following is an example of a SMART social media goal?

212.) Which of the following should NOT be included in a social media message?

211.) True or false? You should vary the time that you share content on your social media channels. That way you can discover the times your audience is most active and continue to share content during those times.

210.) Your boss wants you to blog primarily about your company news, its services, and various corporate events. What is your response?

209.) When creating a blog title, why do the number of characters in the title matter?

208.) Fill in the blank: When creating a content offer, use _________ to determine the best content offer format.

207.) You work for a company that manufactures prescription eyeglasses and want to create a piece of content for your buyer persona. Your buyer persona is someone that already has glasses, but it’s important for them to make sure their prescription is up-to-date while also being stylish. Which would be an effective Awareness stage offer for getting this persona’s attention?

206.) If your content is focused on the different solutions to your buyer persona’s problem, where would that content fit into the Buyer’s Journey?

205.) If there are any images within a blog post or website page, why should you add alt-text to the image?

204.) True or false? To ensure that search engines understand your website page, it’s necessary to repeat your primary keyword throughout the page content using the same wording and phrasing.

203.) Fill in the blank: Inbound marketing represents a fundamental shift in the way that organizations operate because it is ______-centric.

202.) When it comes to social media, which of the following is something you should optimize for?

201.) It’s recommended you create some sort of interaction that takes place after someone purchases your product or service. What’s the most efficient and scalable tool you can use to do this?

200.) If you were an inbound sales representatives, how can you gain “trusted advisor status” with the people you connect with?

199.) You’ve joined a startup company. Before building out your content strategy, you’ll need to develop your company’s primary buyer persona. What’s the appropriate order for developing the buyer persona for your startup?

198.) A website visitor is reading the blog post you published last month. They’re intrigued by the call-to-action that you have at the bottom of your post, so they decide to click it and are redirected to a form which they fill out and submit. Which Inbound Methodology stage is being described in this scenario?

197.) True or False? Buyer personas are effective for all organization types.

196.) You’ve been tasked with helping to research your organization’s buyer persona. Your boss asks you to reach out to a few good and bad customers. Is this the right approach?

195.) For a blog post, include your primary keyword in all of the following page elements EXCEPT:

194.) How can sales reps gain trusted advisor status in the eyes of the people they connect with?

193.) What are the three pillars of delight?

192.) It is recommended that you create some sort of interaction that takes place after someone purchases your product / service what is most efficient and scalable tool?

191.) Your boss is questioning why it’s important to train every team member on the pillars of delight. Your answer is:

190.) What are the four guidelines to keep in mind when connecting with your leads over the phone?

189.) True or False: Marketing is responsible for defining a Marketing Qualified Lead (MQL) and sales is responsible for defining a Sales Qualified Lead (SQL)

188.) Fill in the blank: The subject line of your email should ____.

187.) A thank you page allows you to complete all of the following EXCEPT:

186.) You would like to increase the number of clicks on your current CTA. What is the suggested approach to making changes to a CTA?

185.) You were just hired as the social media marketer and want to learn more about your Twitter audience. What can help you do this?

184.) All of the following elements will help readers easily digest the content of a blog post EXCEPT:

183.) As you launch a new website, your boss tells you she wants to get found for the keyword “teamwork”. Which is the best response to her request?

182.) When picking a keyword to focus on for a new piece of content, which metric should you prioritize?

181.) Inbound marketing represents a fundamental shift in the way that organizations operate because it is marketer-centric

180.) All of the following are reasons that you should link to external sources in your blog posts EXCEPT:

179.) Your boss wants a report on the success of your blog. What information should you NOT analyze?

178.) Mary is the social media manager. Over the last month, she has used various social media networks to promote a new ebook that her company just published. Her boss wants to know how social media has helped them increase the number of views of the ebook. What should Mary do to prove that her efforts have helped this goal?

177.) A CTA should always contain:

176.) Does this sample follow best practices for thank you pages? “Thank you. We will send an email to you soon.”

175.) Fill in the blank: When using A/B testing for email, it’s important to _______.

174.) Which of the following is NOT a benefit that can be gained from closed-loop reporting?

173.) Smarketing is only helpful for increasing revenue for organizations with 100+ employees

172.) What is the Buyer’s Journey?

171.) As you launch a new website, your boss tells you that she wants to get found for the keyword “teamwork”. Which is the best response to her request?

170.) What is SEO?

169.) Blogging increases the volume of traffic to your website in all of the following ways, EXCEPT:

168.) Analyzing the number of views for a blog post can tell you all of the following EXCEPT:

167.) All of the following are terms that you could monitor to find your prospective customers on social media EXCEPT:

166.) An optimized profile for every social media network should contain all of the following EXCEPT:

165.) At the start of the year, your company has 5,000 leads. Over the course of the year, you generate another 1,000 leads. True or false: you now have 6,000 leads in your database that you can email.

164.) What is the most important reason for why marketing and sales should share the same goal(s)?

163.) As an inbound sales rep, acting as an information gatekeeper and holding power over the entire sales process helps you win more sales.

162.) Who is responsible for delighting customers?

161.) What’s an effective way to empower your team while not micro-managing them?

160.) Which interactions will build or destroy trust?

159.) When should you focus on delighting people?

158.) You want to improve your customer experience processes and your products to ensure you’re focused on delight. Which should you do to get the largest, most representative sample?

157.) 60% of a buyer’s purchase decision has already been made before even talking to a sales rep. What does that mean for inbound sales?

156.) You are a sales rep who has decided to try out an inbound approach to sales. One morning when you turn on your computer you see you already have a new inbound lead in your inbox. What is the FIRST thing you should do?

155.) Marketing’s Service Level Agreement (SLto sales should always include:

154.) Fill in the blank: Dashboards are key to integrating smarketing into an organization because they provide _______, _______, and _______ updates as to how marketing and sales are performing.

153.) Fill in the blank: Marketing and sales should be aligned around the same goal. Typically this is a shared _____ goal.

152.) According to the marketing and sales funnel, prospects are defined as:

151.) Why is the Sales Qualified Lead (SQL) stage important for both your sales and marketing teams?

150.) Fill in the blank: A ______ is an email that has been returned to the sender because the email address is invalid.

149.) Your boss asks you to do some reporting on your email performance from last quarter. Which email metric can you ignore?

148.) Fill in the blank: Personalization tokens and list segmentation are both examples of using _____ in email.

147.) Which of these is NOT a best practice when optimizing your emails for mobile?

146.) What does the open rate of your email indicate?

145.) What is lead nurturing?

144.) A thank you page optimized for lead engagement contains:

143.) You should use an inline thank you message if you want to give more information to your new lead.

142.) All of the following are reasons to place a call-to-action on a thank you page EXCEPT:

141.) A form on your landing page should only ask the questions that your sales team needs to have answered.

140.) True or False: A landing page navigation menu should be different from the rest of the site.

139.) Fill in the blank: Landing pages are designed to _________.

138.) A landing page should connect to a thank you page.

137.) Landing pages should contain all of the following EXCEPT:

136.) Fill in the blank: A call-to-action (CTis a button that promotes an offer and links to a(n) ______.

135.) The rate of visitors converting on a landing page is affected by the CTA.

134.) What elements should be tested on your CTA?

133.) How should industry benchmarks be used when developing a social media strategy?

132.) Which is NOT a best practice for publishing on social media networks?

131.) True or False: Social media can be used at every stage of the inbound methodology.

130.) Fill in the blank: __________ helps marketers establish a consistent tone on their social media networks.

129.) A company published an ebook about the effects of off-site team building. What social media marketing action should they take to help generate leads for the offer?

128.) 60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

127.) You just wrote a blog post and published a tweet promoting it. Should you share the post on Twitter again in the future?

126.) Analyzing the number of views for a blog post can tell you all of the following EXCEPT:

125.) You work for a travel agency and need to write your next blog post. What topic should you write about to attract families that have never heard of you and are looking to take a vacation?

124.) Which of the following would be the most appropriate call-to-action to place at the bottom of an Awareness Stage blog post?

123.) In order to not get cut off in a Google search result, what is the maximum number of characters that your title should be?

122.) Which of the following is NOT a metric to consider when analyzing a content offer?

121.) You have spent a lot of time planning and creating a great content offer. You are now done with the content process and should move on to create your next piece of content.

120.) If your content is focused on different solutions to your buyer persona’s problem, where would that content fit into the Buyer’s Journey?

119.) Content is defined by 3 things. What are they?

118.) An adventure travel company wants to create a piece of content for their buyer persona. This persona is interested in building team trust, since they work in an industry with high employee turnover. Which would most likely be an effective Awareness Stage offer for getting this persona’s attention?

117.) Fill in the blank: The outlined Content Process steps are plan, create, _______, analyze, repeat.

116.) True or False? Every page should have a unique meta description.

115.) What are inbound links?

114.) Which is a main component for how search engines rank search results?

113.) Include your primary keyword in all of the following page elements EXCEPT:

112.) To ensure that search engines understand the content on your page, you should:

111.) When creating a buyer persona, you should ONLY interview your ideal customers.

110.) True or false? Each prospect who comes to your website for the first time is always in the Awareness stage of the buyer’s journey.

109.) Which Buyer’s Journey stage does someone fall into if they are experiencing and expressing a problem?

108.) At a high level, what three things should you keep in mind when creating buyer personas?

107.) Why is “analyze” NOT a stage in the Inbound Methodology?

106.) Buyer persona stories should contain information about:

105.) You’ve been doing inbound marketing for a while, but you decide to try out an inbound approach to sales for a week or two. When you turn on your computer the next morning, you see you already have a new inbound lead in your inbox. Woohoo! What is the FIRST thing you should do?

104.) Which of the following is/are good metric(s) for your Marketing team to track in order to measure progress towards their goal?

103.) You’ve written two versions of a marketing email that differ based on their first paragraphs. Both get across your message, but you’re not sure which email version to use. Which of the following is the BEST way to determine which email is most effective?

102.) Buyer persona stores should contain information about:

101.) You have to explain to your boss why she should care about optimizing your company’s website. What do you say?

100.) Customizing the meta description for your blog posts will ALWAYS help improve that post’s search engine ranking.

99.) How can you use social media for promoting your blog posts?

98.) You want to post a picture of your office Halloween party to your company’s Facebook page, but your boss tells you it’s unprofessional and will cast your business in a negative light. Is your boss correct?

97.) Which of the following is the MOST important reason a landing page should always lead to a thank you page?

96.) Sending the right email to the right person is about creating the right content with the right context. Which of the following is MOST useful in determining an email’s context?

95.) Your company is growing and you want to scale the alignment between your Marketing and Sales teams. Which of the following is the BEST strategy to help achieve that alignment?

94.) In order to be successful with inbound sales, you need to determine the goal of your sales calls before picking up the phone. How could you BEST do that?

93.) Why is delight only a post-sale activity?

92.) You should treat every component of an email as a call-to-action.

91.) What is the “content golden rule?”

90.) You read through a blog post your colleague created and you realized it’s on more than one topic. Is this a good or bad thing?

89.) On-page SEO is the most important element of optimizing your website.

88.) According to the delight class, which of the following is most essential to customer delight?

87.) You’re interviewing a potential new hire. They’re highly qualified for the job itself, but you want to make sure they’re also qualified to serve and delight your customers. Which quality is the most important to identify in order to ensure the employee would be equipped to delight your customers?

86.) Which of the following is the BEST definition of a Service Level Agreement (SLA)?

85.) Your VP of Sales thinks SLAs are unnecessary and does not support you taking the time to create one for your Marketing and Sales teams. How can you explain the benefit of an SLA in order to convince your VP of Sales it’s worth creating one?

84.) Which of the following are good metrics for your Marketing team to track in order to measure progress towards their goal?

83.) Which of the following is the best example of why the sales process has changed?

82.) In order for sales reps to be looked to as trusted advisors, what is the MOST important thing they must first do?

81.) You’ve just completed all your research on your new lead. Now it’s time to pick up the phone! What are the 4 guidelines to keep in mind when connecting with your leads over the phone?

80.) Which of the following types of content would not be appropriate to email to someone in the decision stage of the Buyer’s Journey?

79.) What are the three elements you must get right in order to be successful with your email marketing?

78.) Your boss is interested in getting results fast and asks you to purchase a list of email addresses to send your marketing messages. What should you tell your boss?

77.) When a visitor comes to your website and clicks on a call-to-action for a “complimentary guide,” what page should they be taken to next?

76.) Which of the following descriptions would make the BEST thank you page for an awareness stage offer?

75.) A landing page and its associated offer must be in harmony with what your buyer persona(s) are looking for based on where they are:

74.) What is the content process comprised of?

73.) You work for a marketing services agency named Inbound Corporation that helps people do better inbound marketing. One of your buyer persona’s primary interests is getting more traffic to their site. Which would most likely be an effective awareness stage offer getting your persona’s attention?

72.) Imagine you work at a B2C company. You’re trying to get a jump start on your company’s social media marketing: should you start a LinkedIn Page?

71.) One of your industry peers’ blogs has an article that you think would strongly resonate with your own company’s buyer personas. You want to share it via social media. Do you share the article?

70.) Which of the following is/are NOT an effective way to optimize your social media profiles:

69.) What is/are the best type(s) content to post to Twitter?

68.) In order to have the greatest chance of being fully visible on a Google search results page, how many characters should your blog post title be?

67.) Where do MOST blog posts fit into the Buyer’s Journey?

66.) You let your team know that you need to start blogging on a consistent and frequent basis to start seeing the results that you’re looking for. They ask you what that means in a more numeric sense. How would you respond?

65.) Your boss asks you to explain what the purpose of Google’s ranking and indexing algorithms are. How do you best explain this?

64.) Google believes that when people complete a search using a search engine, they’re looking to do the three following things at their highest level:

63.) We optimize our website for search engines.

62.) Which of the following is NOT a primary way to research buyer personas?

61.) Why is “analyze” not depicted in the Inbound Methodology diagram?

60.) Choose the BEST answer to fill in the blank: _________ is/are your marketing assets like your blog, email campaigns, and social media messages; _________ is how you know what those things should be about.

59.) Your computer is on its last legs and you’re hoping to purchase a new one that suits your needs before your existing desktop model finally bites the dust. Since it’s been a while since you’ve purchased a computer, you’re not quite sure what your options are. Which stage of the buyer’s journey are you most likely in?

58.) A customer called in with a product issue: they were upset because your product wasn’t working as designed. One of your employees worked with the customer to solve their problem, then provide some additional recommendations to help the customer get even more value out of your product. The customer hung up the phone happy and very satisfied. What did the employee most likely use to delight?

57.) You just interviewed a potential new hire. You examined their culture fit, experience, skill sets, and beliefs. You decided to hire them! What are the next two steps you must take in order to set them up to delight your customers?

56.) What are the pillars of customer delight?

55.) Your executive, finance and sales teams should be solving for and serving the customer.

54.) It’s not what you ____, but how you make them ____ that creates a lasting relationship.

53.) You’ve set out to determine how a “sales-ready lead” is defined within your organization. Which factors are most important to identify in order to determine if a lead is “sales-ready” or not?

52.) Which of the following is not a direct benefit of using sales and marketing dashboards?

51.) You find that some of your leads are not getting any follow up, while others are getting too many emails from both their sales rep AND your marketing team. Which of the following is most likely to be the cause?

50.) Which of the following is a sign that you do NOT have closed-loop reporting set up?

49.) Which of the following is NOT a good topic to cover in a weekly smarketing meeting?

48.) Traditionally, salespeople have interrupted prospects, pitched their product, and closed hard. As an inbound sales rep, how do you best put yourself in the position to be a sales educator?

47.) When dealing with prospects over the phone, each prospect should always walk away having learned something from you – no matter the outcome of the call.

46.) Your sales manager wants you to focus on explaining the value of your product or service in a way that helps your prospect identify with the pain you solve for. Which of the following is the MOST effective way to accomplish this?

45.) Your company has decided to use an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales practices?

44.) Your company makes high-end LED light fixtures. You have two target audiences: architects who design commercial buildings and contractors who work on building renovations. You need to send a different email to each audience. Which of the following would be the most effective way to segment your list?

43.) Buyers have so much information available to them that they typically have already made 30% of their purchase decision before even talking to a sales rep.

42.) Which of the following is a way you could segment your contacts database?

41.) Which of the following is the BEST example of how email can be used to generate new leads?

40.) Which of the following copy focuses on benefits, not features?

39.) Calls-to-action are primarily used for offers targeted to prospects who are in the awareness stage of the Buyer’s Journey.

38.) What do a CTA, landing page, and thank you page create when working together?

37.) You’ve created a thank you page that you want to use to not only deliver the offer, but also move people farther through the buyer’s journey. What can you add to your thank you page to help guide a potential customer to the decision stage of the Buyer’s Journey?

36.) The goal of a call-to-action is to:

35.) What defines a clear conversion path?

34.) A landing page is specifically designed:

33.) When an individual is looking to purchase a solution to solve a problem or fulfill a need/want, what is the typical order of their buyer’s journey?

32.) All visitors who download a whitepaper or eBook over 10 pages in length are qualified leads.

31.) A properly optimized landing page should contain which of the following components?

30.) According to Gleanster Research, 50% of your leads are qualified but not yet ready to buy. Which two stages of the Buyer’s Journey are responsible for generating the majority of these leads?

29.) Successful landing pages require you to: 1.) identify your buyer personas, 2.) identify the Buyer’s Journey stage, 3.) create a relevant offer, 4.) execute the conversion process and 5.) execute the landing page best practices.

28.) Fill in the blank: Remarkable content is _________, not __________-based.

27.) What are the two keys to creating remarkable content?

26.) Which of the following is the BEST definition of content?

25.) When converting visitors into leads, you should only utilize consideration stage content.

24.) After watching the Inbound Certification classes, you’re inspired to create a piece of content about how inbound can be used in your industry. What’s the BEST way to deliver/distribute this piece of content?

23.) Your boss tells you that you need to double the number of NEW visitors to your site next month. In order to accomplish this feat, you decide to create a new piece of content. Which of the following content formats would be MOST likely to help you achieve your goal?

22.) How do personas factor into your social media strategy?

21.) Which of the following is/are NOT an effective way to optimize your social media profiles:

20.) Beyond attracting visitors to your site and allowing for real-time customer service to delight customers, social media interaction is also valuable for:

19.) A lead tweets out that your latest offer is “completely lame.” What do you do?

18.) When it comes to social media, what is the “cocktail party” rule?

17.) Which of the following is/are blog formatting best practices?

16.) A blog post from April 2012 has been helping drive a lot of organic traffic to your website in the last few years, but recently the views have decreased. What’s the BEST way to increase traffic again?

15.) When writing blog posts, what or who should you first prioritize focusing on addressing with your content?

14.) Which is the MOST important reason why blog post title length matters?

13.) Which of the following could be effective strategies for generating leads with your blog?

12.) It’s the end of the year and you’re reporting on your most successful blog posts. What information do you use to determine which ones were the most successful?

11.) What are the most important on-page SEO elements?

10.) Understanding what a searcher’s intent is can help you to:

9.) Which of the following should you not focus on to make a page easy to understand and crawl?

8.) You’re building a company website from the ground up. What is the first thing that you should do?

7.) Which of the following is NOT a component of good website formatting as discussed in the “Optimizing Your Website” class?

6.) Webpage formatting best practices discussed in the “Optimizing Your Website” class apply to the following pages except:

5.) What are the three stages of the Buyer’s Journey?

4.) Which of the following is NOT an inbound best practice?

3.) You’ve just spent the past week creating a 25-page eBook. You want to be sure all your hard work pays off and the eBook works as an effective lead generation tool. Which of the following is MOST essential to leveraging that eBook to achieve your business goals?

2.) Buyer personas represent the ideal customers your organization is trying to attract, convert, close, and delight. Personas are most effective in:

1.) Which of the following is the BEST definition of a buyer persona?