HubSpot Inbound Sales Certification Exam Answers

100% PASSING SCORE – 60 of 60 CORRECT ANSWERS HubSpot Inbound Sales Certification Exam Answers

HubSpot Inbound Sales Certification Exam Answers

HubSpot’s free Inbound Sales Certification features five classes that introduce you to the Inbound Sales Methodology. From identifying potential buyers, to developing outreach strategies, to building personalized presentations, this free sales training course covers the basics of what inbound sales is all about.

Whether you’re leading a sales team, just getting started or you’re a seasoned professional, the Inbound Sales Certification will prepare you to better identify, connect, explore, and advise today’s empowered buyer.

Who should get certified?

Classes include:
1. Introduction to Inbound Sales (35:04)
2. Prioritizing Active Buyers over Passive Buyers (31:27)
3. Earning the Attention of Today’s Empowered Buyer (54:01)
4. Understanding Buyer Context (44:09)
5. Delivering Personalized Presentations (37:54)

HubSpot Inbound Marketing Certification Exam


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1.) You and a team member are working together to sell to a potential buyer. You’re both trying to take an inbound selling approach, and your team member has been assigned to advise and deliver the presentation. She plans to conduct a product demonstration and runs it by you. The flow of the demo emphasizes your product’s best features. What feedback would you have for this team member?


2.) What framework is used to understand how your customers buy your product/service?


3.) True or false? Inbound salespeople prioritize passive buyers ahead of active buyers.


4.) How would you describe an inbound sales professional?


5.) You’ve joined a sales department at a new company. During training, your manager walks you through when you’ll need to transition into presentation mode. She says you should transition into presentation mode the moment the prospect expresses interest. Your manager then provides you with the presentation template that all of the sales representatives use. Is your new sales team practicing a legacy sales approach or an inbound sales approach?


6.) Based on this course, what is the framework for the buyer’s journey?


7.) Which of the following is a question that you should be asking yourself to fully understand the awareness stage for your buyer?


8.) What are the four stages of the Inbound Sales Methodology?


9.) Which of the following is NOT an example of a trigger event?


10.) True or false? To identify passive buyers, you can identify companies that match your ideal buyer profile by leveraging LinkedIn or other company databases.


11.) True or false? Inbound salespeople differentiate from legacy salespeople by prioritizing active buyers over passive buyers.


12.) Enrichment data about your leads will help you understand their context and personalize the sales experience accordingly. What are the two enrichment data categories?


13.) True or false? You recently got an inbound lead from a company that fits your ideal buyer profile. However, the lead is a lower level employee with no buying power. This is still a good inbound lead.


14.) Which of the following is not a type of lead source defined in the Identify class?


15.) What is an ideal buyer profile?


16.) True or false? Ideal buyer profiles and buyer personas are the same thing, but ideal buyer profiles are for sales and buyer personas are for marketing.


17.) Fill in the blank: Your best leads are strangers that match your ___________ and are active in ____________.


18.) You recently started using a software that identifies the company from which an anonymous visitor originates. You find that someone from Sprocket Corporation has been visiting your website and their company fits your ideal buyer profile. What should you do?


19.) When developing the content for each attempt in your sales sequence, the most important thing you can do is:


20.) What is the correct order of the three steps to set up your Connect strategy?


21.) As a new inbound salesperson, you are most excited when you are able to leverage your large network because it relates to the common connect strategy. Which of the following is a common connection that you can leverage?


22.) Which of the following should you keep in mind when defining content for each sequence?


23.) Regardless of the source of your lead (e.g. inbound buyer, triggered event, etc.), it is critical that you gain buy-in for a longer exploratory conversation by doing the following two things:


24.) Regardless of the source of your lead (e.g. inbound buyer, triggered event, etc.), it is critical that you gain buy-in for a longer exploratory conversation by doing the following two things:


25.) If your company does not have much content, how can you provide information to your potential buyer?


26.) True or false? When defining personas, you should first segment your target market by the types of companies, and then the different types of people you target within those companies.


27.) True or false? Advanced technology is required to execute a high quality connect process.


28.) True or false? When inbound salespeople get a potential buyer on the phone, they initially focus on qualifying the potential buyer for proper budget and authority.


29.) You’ve just joined a new company as one of their newest inbound sales representatives and are excited to begin executing on their connect strategy. You’ve recently identified a potential buyer, determined their persona, and identified which lead source they came from. What are your next steps as an inbound salesperson, in order?


30.) You’ve placed a connect call and sent a follow-up connect email, and fortunately, the potential buyer reaches back out. He expresses interest in the help you offered in your phone call and email outreach. Based on the process outlined in the Connect class, your next step should be:


31.) As a salesperson, you’ve decided to reach out to a prospective buyer on social media. In order to do this the inbound way, it’s important to do the following:


32.) You’re about to develop your company’s personas for connecting. Based on the inbound sales approach, your best path to success would be:


33.) All of the following are important types of context that can lead to a personalized message EXCEPT:


34.) True or false? After a potential buyer explains their timeline and plan to you, you should begin to understand how eager they are to change.


35.) Before moving into presentation mode, what information must an inbound salesperson know?


36.) When should budget-related discussions happen during a normal exploratory meeting?


37.) True or false? Discovering a potential buyer’s consequences and implications should be done at the Explore stage of the Inbound Sales Methodology.


38.) Is it important to make sure the potential buyer is interested in implementing several of your solutions to overcome the things that stand in the way of solving their issues with your product?


39.) As you carefully listen to a potential buyer, you make it a point to process what he is saying. After he finishes speaking, you quickly repeat back what he said, and ask a question to confirm what he just told you. What important sales skill did you just use?


40.) A meeting with a potential buyer is coming to an end. You suggested new plans, helped them quantify consequences, encouraged them to think through their decision-making processes, and discussed their budget. What should you do next?


41.) You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call?


42.) Why is recapping the conversation you just had during an exploratory meeting so important?


43.) Why is it important to get your potential buyer to reflect back on their goals and challenges?


44.) True or false? When a potential buyer begins to expresses interest, inbound salespeople transition into exploratory mode instead of pitch mode. Inbound salespeople recognize they don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet.


45.) A potential buyer just shared a very important goal they have with you. What should you do next?


46.) You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product?


47.) You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?


48.) You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?


49.) You’re helping create a timeline for your potential buyer. The timeline is probably going to have to change. Which of the following options will give you the best chance of closing the sale?


50.) Which of the following is NOT completely necessary to the advising checklist?


51.) A potential buyer just explained to you why they want to purchase your product. What should you do next?


52.) A potential buyer just explained to you why they want to purchase your product. What should you do next?


53.) What is the main goal of a presentation?


54.) You’ve spent a lot of time creating a presentation for your potential buyer and you’re excited to present it. However, as you continue to work your way through the presentation, you notice the buyer is not engaged. What should you do?


55.) To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT:


56.) Which of the following is the proper order to conduct the advisory part of your presentation?


57.) True or False? With the 1-10 closing technique, you help a potential buyer weigh the pros and cons for purchasing.


58.) Why is using a 1-10 closing technique to gauge the conviction of a buyer a good idea?


59.) A presentation is an all encompassing term to convey the process of advising a potential buyer to help them move forward with a purchase decision. Which of the following is NOT considered a type of presentation?


60.) Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach?


61.) You let your boss know that you want to start applying an inbound sales approach to the way you sell to your potential buyers. Your boss is onboard but says you still have to meet your cold call and cold email quota each day. How would you respond?


62.) Fill in the blank: Inbound salespeople advise ____________, and if the buyer agrees the salesperson is best for their context, they become _______________.


63.) When developing a persona, you should ask yourself all of the following questions EXCEPT:


64.) True or false? It is not ideal to send an invitation to connect on social media until you have shared valuable content with the buyer.


65.) True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.


66.) True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.


67.) Why should you start a presentation with a recap of what was discussed during the connect and explore phases?


68.) True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works.


69.) Inbound companies are similar to inbound leads. While you may not know who actually visited your website, you do know that someone from that company took that action. Based on this information, which of the following is the best way to begin your email outreach?


70.)  You’re discussing the cost of your service and the potential buyer is asking questions about potential costs that could arise in addition to your service. How should you respond?