HubSpot Sales Software Certification Exam Answers

100% PASSING SCORE – 50 of 50 CORRECT ANSWERS HubSpot Sales Software Certification Exam Answers

100% CORRECT ANSWERS HubSpot Sales Software Certification Exam Answers

HubSpot Sales Software Certification Exam Answers

The HubSpot Sales Software Certification demonstrates your ability to execute an inbound sales process using HubSpot Sales Free. It is made up of 5 classes with a combined total length of about an hour. At the end of each class, you’ll be given actionable takeaways that will immediately improve the way you’re using HubSpot Sales. You will need to perform these actions in order to earn your certification. There is also a 50-question, multiple-choice test you will need to pass in order to get certified.

After passing the certification exam and completing the a short practicum, you’ll receive a personalized badge and certificate that you can display in a multitude of ways. Add your badge to your website, email signature, LinkedIn profile – or print out your certificate and proudly hang it on your desk.

Who should get certified?

Sales team members using the HubSpot CRM or HubSpot Sales tools who want to spend more time selling and less time taking notes and manually recording data.
Sales managers who need to train up their team on HubSpot CRM and HubSpot Sales tools, and get new sales reps up to speed fast and efficiently (for free).
Marketers using the HubSpot CRM or HubSpot Sales tools in conjunction with their sales team.

HubSpot Sales Software Certification Exam

50 questions
75 minutes
75% minimum grade to pass
Validity period of 13 months

Disclaimer: HubSpot trademarks are the property of HubSpot, Inc. This website is not officially affiliated or endorsed by HubSpot in any way.

143.) Where’s the best place to go if you want to ask other HubSpot users the best way to use HubSpot tools?

community.hubspot.com
academy.hubspot.com
support.hubspot.com
hubspot.com/help

142.) Where’s the best place to go to find help docs and training videos about HubSpot tools?

community.hubspot.com
academy.hubspot.com
support.hubspot.com
hubspot.com/help

141.) If you’re creating a buyer persona for the first time, which of the following is the BEST piece of information to start with?

A job title that many of your customers share.
A list of your solution’s most popular features.
A list of benchmarks every buyer needs to complete.
A script you use on phone calls.

140.) You can set a due date when you create a task. What happens when the due date arrives?

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.

139.) You work for a company that has a form where people can request a free consultation. You want to create a list of people in your company territory who have submitted this form. Which tool will you need to use to do this?

A tas queue
A custom view
Lead flows
The forms tool

138.) What is a task queue?

A filtered list of contacts that shows you the most important people to focus on.
The feature in HubSpot CRM that helps you create multiple tasks at once.
A written list of goals you want to achieve in a given day or week.
A playlist of activities you can work through, on at a time.

137.) Which of the following is true about an email template’s name?

Individual templates don’t have names.
The name is automatically generated by HubSpot and cannot be changed.
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.

136.) If you record a phone call using HubSpot Sales, where will the recording be stored?

On the timeline of the contact you called.
In the Recordings contact property on the contact record of the contact you called.
Under the Calls tab.
On your personal profile inside the CRM.

135.) True or false? Buyer personas are most helpful near the beginning of the sales process.

TRUE
FALSE

134.) What is a buyer persona?

A collection of characteristics your buyers tend to have.
A single-word description of how a lead is progressing.
An algorithmic measurement of buyer interest.
A type of custom view in HubSpot CRM.

133.) All of the following are true about forms and lead flows EXCEPT:

Forms usually have more fields than lead flows.
Lead flows appear on top of the page while forms are embedded in the page.
Submissions from lead flows and forms both appear on the contact timeline.
Lead flows collect more detailed information than forms.

132.) Can you create one view that will include both job titles?

Yes, by adding a Job Title filter for “Accountant” OR “CPA”
Yes, by adding two Job Title filters, one for “Accountant” and one for “CPA”
No, you’ll need to create two separate views
No, you’ll need to update the contacts so they all have the same job title

131.) Your marketing team wants to add lead flows and messages to your company’s website. Where should each tool be used?

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.

130.) True or false? If a lead flow only asks for a visitor’s email address, that’s enough information to create a useful record in the CRM.

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 page 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.

129.) You see that a particular company has visited your website several times in the past few days, so you decide to call them. A receptionist answers the phone. Which of the following would be the BEST way to proceed?

Try again later. Receptionists rarely have purchasing authority, and it’s important to focus on speaking to qualified people.
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 . Do you know who at your organization would be looking into that right now?”
Describe the benefits of your offering and try to get the receptionist’s buy-in. Then ask to be referred to the appropriate buyer.
Say, “Hi, I sell . Can you please direct me to the person who can help me with that?”

128.) Which of the following is NOT a recommended best practice for the messages tool?

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.
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.
Set your availability for the times of day when you’d prefer to chat.

127.) There are two main differences between forms and lead flows. One is that forms are embedded on the page while lead flows appear on top of the page. What’s another difference?

Lead flows allow people to chat with you in real time.
Forms typically collect more information than lead flows.
Lead flows can only be added to blog posts, but forms can be added to any page.
Lead flows typically collect more information than forms.

126.) Which of the following is the easiest way to create a new contact record?

Importing contacts from a spreadsheet
Manually creating a contact record
Logging emails in the CRM
Adding a contact to the company record

125.) All of the following tools can be used to capture inbound leads, EXCEPT for:

Email templates
Messages
Prospects
Lead flows

124.) Which of the following is HubSpot’s live chat tool?

Email templates
Messages
Prospects
Lead flows

123.) Which of the following is the HubSpot tool that shows you which companies have visited your website?

Email templates
Messages
Prospects
Lead flows

122.) The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:

Sellers now have more technology to help them find buyers.
The internet has shifted the power in the buying process from the seller to the buyer.
Social media has made it easier for buyers and sellers to connect to each other.
Buyers have so many distractions that they need more frequent contact to help them through the buying process.

121.) The buyer-seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:

Buyers have so many distractions that they need more frequent contact to help them through the buying process.
Buyers spend less time at home, making door-to-door sales and cold calling less effective.
The internet has shifted the power in the buying process from the seller to the buyer.
Economic changes have made buyers more cautious.

120.) Which of the following statements is true?

In the past, buyers had more power than sellers, but now sellers have more power than buyers.
Buyers cannot move through their buyer’s journey without the help of a seller.
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.

119.) Which of the following statements is true?

Sellers should focus on being helpful because buyers are powerless and need help to buy.
In the past, sellers had more power than buyers, but now buyers have more power than sellers.
The buyer has always had more power than the seller.
Buyers cannot move through their buyer’s journey without the help of a seller.

118.) You’ve been researching XYZ Inc. and discover that someone at the company has viewed your pricing page, so you give them a call. You talk to the receptionist, Johnny. You ask who in the company might be investigating your solution. Johnny says he doesn’t know for sure but that he can ask around and get back to you. He also says that Mariah Opensky would probably be the person to make that decision, but she’s currently on vacation. What’s the BEST way to record this in the CRM?

Keep XYZ Inc.’s company record, but don’t add any contacts until you know for sure who was viewing your pricing page.
Add Johnny as a contact because that’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 Johnny and Mariah as contacts, and associate them both with XYZ Inc.
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.

117.) This training has contrasted the traditional way of doing sales with a new way, known as “inbound sales.” Which of the following BEST describes what makes inbound selling different from other sales techniques?

Inbound selling focuses on getting buyers to act on the seller’s timetable.
Inbound selling focuses on attracting buyers and meeting them on their own terms.
Inbound selling focuses on sending emails rather than making phone calls.
Inbound selling focuses on standardized emails and call scripts.

116.) This training has contrasted the traditional way of doing sales with a new way, known as “inbound sales.” Which of the following BEST describes what makes inbound selling different from other sales techniques?

Inbound selling focuses on attracting buyers and meeting them on their own terms.
Inbound selling focuses on getting buyers to act on the seller’s timetable.
Inbound selling focuses on using internet-based tools to connect with buyers.
Inbound selling focuses on waiting for buyers to take action.

115.) True or false? When you change the displayed properties in the “About” section of a contact record, that change carries through to all contact records in the CRM.

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. This section’s layout is hardwired in the system and cannot be changed.

114.) What information shows on the timeline of a company record?

All of the interactions you’ve had with any contact at the company.
Only the interactions that you’ve manually added to it.
A countdown to the Close Date of all associated deals.
Company records don’t have timelines.

113.) In HubSpot CRM, what’s the relationship between contacts and companies?

There is no relationship between Contacts and Companies
A contact record becomes a company record when you associate multiple people with it.
A company record can be associated with multiple contacts
Contacts and companies are the same in HubSpot CRM.

112.) In HubSpot CRM, what’s the relationship between contacts and companies?

A contact record becomes a company record when you associate it with multiple people.
A contact record can be associated with multiple companies.
Contacts must be associated with companies, but companies don’t have to be associated with contacts.
A company record can be associated with multiple contacts.

111.) What is the BEST way to find contacts who haven’t been contacted in the past two weeks?

Add a filter for Last Contacted (does not include notes and tasks).
You’ll need to create a custom property to filter by this information.
Add a filter Last Activity (includes notes and tasks).
You can’t create a filter around this information.

110.) Next Activity Date is a contact property that only has a value for contacts that have a task or meeting scheduled for the future. Otherwise, it’s blank. How can you use this property to add a filter for your custom view?

Add a blank filter for Next Activity Date.
Add a filter for Next Activity Date and set it to zero.
Add a filter for Next Activity Date and select the “Is Unknown” option.
Don’t add a filter for Next Activity Date at all.

109.) If your CRM is set up so that you can see contacts you don’t own, how can you create a view that only shows contacts who are assigned to you?

It’s only possible to see contacts you own, so no further action is required.
You would need to create a custom property to track this information.
Add a filter for HubSpot Owner and set it to “Me”
There isn’t a way to do this in HubSpot CRM.

108.) How could Lead Status be used to improve this view?

Adding a filter to show only “New” leads, so you can focus on people you haven’t started working with yet.
Adding a filter to show only “In Progress” leads, so you can focus on people you’ve established a working relationship with.
Adding a filter to exclude “Unqualified” leads, so you can avoid reaching out to people you’ve already determined aren’t a good fit for your offering.
All of the above.

107.) True or false? Good email templates increase efficiency without sacrificing personalization.

TRUE
FALSE

106.) Email templates in HubSpot Sales must have all of the following EXCEPT:

Recipient
Name
Subject
Body

105.) Your team just hired a new sales rep, and you’re coaching them on how to create a good email template. They ask you how to figure out the purpose of a template. What advice should you give them?

“Every email you send should encourage your contacts to buy, so focus on pitching our offering 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.”
“Email templates needs to be relevant to as many people as possible, so keep the purpose as vague as possible.”
“Every email you send should ask your contacts to commit to something, so always include some kind of request in the message.”

104.) True or false? When creating an email template, email conversations you’ve had with past contacts are a good place to look for ideas

TRUE
FALSE

103.) Buyer personas can help you create email templates that will resonate with your contacts. Which of the following should you include in your buyer persona to help with this?

Words and phrases your contacts have used in past emails to describe their problems
The names of the people you intend to send the email to
A standard sales pitch to include in every email
All of the above

102.) True or false? You should customize an email template every time you send it out.

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. In order to measure a template’s performance, you need to make sure it’s identical every time you send it.

101.) True or false? You should customize an email template every time you send it out.

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.

100.) What is the difference between mail merge and email templates?

Templates are more personalized and better at getting contacts to engage with a sales rep.
They are basically the same, except that mail merge lets you email multiple contacts at the same time while templates require you to send emails one at a time.
They are different names for the same thing.
Mail merge is more efficient and is better at increasing a sale rep’s reach.

99.) When creating an email template in HubSpot Sales, how would you include the contact’s name in the greeting? (“Jean”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

98.) When creating an email template in HubSpot Sales, how would you include the contact’s phone number? (“(888) 482-7768”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

97.) When creating an email template in HubSpot Sales, how would you include the time the meeting was scheduled for? (“3 p.m.”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

96.) When creating an email template in HubSpot Sales, how would you add a description of what topics the meeting was supposed to cover? (“the trouble you’ve been having with user engagement on your online forums”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

95.) When creating an email template in HubSpot Sales, how would you add the next steps? (“If you’d still like to talk about this, please let me know the best time to reach you.”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

94.) When creating an email template in HubSpot Sales, how would you add a personalized closing line? (“Looking forward to talking to a fellow Cubs fan,”)

Personalization tokens
Fill-in-the-blank areas
Static text
None of the above

93.) While composing an email to a new contact, you look at their contact profile and notice that they recently tweeted something that makes you think they might be in the market for your offering. Which of the following would be a good way to use this information?

Reference the tweet in your email.
Like the tweet and reply on twitter rather than sending an email.
Use the other social links in the contact profile to see if they’ve posted similar things elsewhere.
All of the above.

92.) When using the email extension, what does it mean to “track an email”?

The email extension will notify you when the email gets opened.
The email extension will add the email to the “emails sent” area of the sales dashboard inside HubSpot CRM.
The email extension will save the email as a template for future use.
The email extension will automatically add the email to the contact’s timeline.

91.) Fill in the blanks: A combination of __________ and __________ is the best recipe for successful emails in sales.

a good product, personal connections
a solid pitch, a sense of humor
leverage, collateral
personalized content, good timing

90.) The email extension will add the email to the “emails sent” area of the sales dashboard inside HubSpot CRM.

Where can you see if a contact has opened your emails?

Their contact profile inside the email extension
The timeline on their contact record
Instant notifications when they open the email
All of the above

89.) You notice that the emails you send using one of your templates aren’t getting opened as frequently as the emails you send using your other templates. Which of the following solutions should you try first?

Change the template’s subject line. The current subject line probably isn’t compelling enough.
Give it more time. In many cases, it can take weeks or even months for open rate to generate meaningful results.
Change the content inside the email. It probably isn’t relevant to the people you’re contacting.
Change your buyer persona. You’re probably sending emails to the wrong kind of prospect.

88.) There are two main places you can access HubSpot Sales. One is your HubSpot portal. Where is the other one?

HubSpot Mobile App
Inside Gmail or Outlook
The backup version downloaded to your computer
Inside Twitter or LinkedIn

87.) The sidebar inside the email extension is called a contact profile. What information about a contact is displayed in the contact profile?

Whether the contact has been opening the emails you’ve sent them
An option to create or view their record inside the CRM
Some basic information about the contact and their company
All of the above

86.) When is the best time to call a person you don’t have a scheduled appointment with?

Anytime they signal interest in your solution.
There is no “best time.” It’s best to try different times until you catch them at their desk.
During the second half of the week, after most of their work is behind them.
First thing in the morning, before they have a chance to get pulled into any meetings.

85.) The contact profiles inside the email extension will include a click-to-call button if the contact has a phone number saved in the CRM. When is the BEST time to use this button?

Anytime it appears.
When you’re composing an email and it exceeds 200 words.
Only if you’re reading an email that explicitly asks you to make phone contact.
When you’re reading an email from a prospect that was sent to you within the past 10 minutes and warrants further discussion.

84.) Which of the following statements BEST describes the calling feature in HubSpot Sales?

HubSpot will call any two numbers and connect the call. After the call ends, HubSpot will email the recording to you.
You can have HubSpot trigger the call from any phone, but the call will only be recorded if the phone has the HubSpot Sales app installed on it.
You can call using your computer’s microphone and speakers, or you can have HubSpot Sales call your phone and connect to the contact. Either way, the call can be recorded.
You call HubSpot from your phone, and the call gets forwarded to the appropriate contact. This makes it possible for HubSpot Sales to record the call.

83.) How soon should you call a contact after they signal their interest?

As fast as possible. The sooner you call, the more likely you’ll be to get them on the phone and convert them into a lead.
Within a day. As long as you don’t wait more than 24 hours, there’s no significant reduction in connect rate.
Within a few hours, but not sooner than 10 minutes. Calling too fast can make you seem desperate.
Depends on your buyer persona. Find out how long before your persona expects you to contact them.

82.) True or false? One of the most important factors in your outreach success is your timing.

True. Regardless of how much you know about a person, they’ll only respond favorably to your outreach if your timing is good.
True. If your timing is good enough, you don’t need to know details about your contact.
False. How a person responds to your outreach depends more on who they are than on what they’re doing.
False. It’s impossible to know if the timing is right, so it’s better to focus on learning as much as possible about your contact as a person.

81.) How do you take notes during a call?

The call is automatically recorded, so notetaking is unnecessary.
By updating the Last Call property on the contact record.
By adding a note to the contact record.
By writing in the notes area that appears during the call.

80.) If HubSpot Sales notifies you multiple times that an email has been opened, what does this MOST LIKELY mean?

There is an error in the system and the additional notifications should be ignored.
The recipient has opened the email multiple times.
The recipient’s email server is scanning the email for viruses.
You sent the email multiple times.

79.) You get a notification that a contact opened an email. This contact has their phone number in the CRM so there’s a “click-to-call button” on the notification in the stream. When is the best time to use this button?

Anytime it appears next to a contact that you’ve previously had a phone conversation with.
Anytime it appears.
If the email has been opened multiple times and the last time was within the last 10 minutes.
Only if it appears on a notification that is more than 24 hours old.

78.) What is the difference between the deal forecast and the deal board?

“Deal forecast” and “deal board” are two different names for the same thing.
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.
They are essentially the same, but they’re located in different areas of the CRM.

77.) What are deal stages?

One-word descriptions of a contact or company’s qualification as a lead.
The steps you need to take in order to close a deal.
The important milestones a person has to pass in order to become your customer.
The process you need to go through in order to add a deal to HubSpot CRM.

76.) True or false? You should treat all of your contacts as equally important to your sales process.

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.

75.) 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

74.) When should you create a deal?

Any time a contact buys from you.
Any time a contact completes the action described by the first deal stage.
Any time you identify a contact or company as a “good fit” for your offering.
Any time you successfully make contact with a person.

73.) According to the class, what’s the most important deal property?

Close date, because if you forget to select a close date, your commission will be calculated incorrectly.
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.
Amount, because the value of the deal will help you prioritize at the end of the month.

72.) True or false? Deal information automatically gets displayed on the contact timeline.

True. Updates get added to the contact’s timeline anytime 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.

71.) True or false? Deal information is automatically displayed on the contact timeline.

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 correct 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 correct timeline manually.

70.) Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?

On the contact’s timeline
Under the “Interactions” tab
On the profile of the rep who contacted them
In contact properties

69.) Where do your team’s interactions (phone calls, emails, etc.) with contacts appear inside HubSpot CRM?

On the profile of the rep who contacted them
In contact properties
On the timeline
Under the “Interactions” tab

68.) You send an email to a contact who isn’t in your CRM while you have the email extension’s “Log in CRM” option turned on. What happens?

The email gets tallied on the sales dashboard but won’t appear on a timeline until you create a record for the contact.
The “Log in CRM” option will automatically turn itself off.
The email extension will give you a warning that the email can’t be recorded.
The CRM creates a record for the new contact and puts the email on the timeline.

67.) Which of the following is a best practice for email subject lines?

Keep it short, in case the contact views it on a mobile device.
Always have at least one exclamation point.
Use your elevator pitch as the subject line.
Add as much detail as possible, so the recipient knows what’s in the email.

66.) Which of the following is a best practice for email subject lines?

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.

65.) This morning you were supposed to have a meeting with one of your contacts, but they didn’t show up. You want to send them an email to encourage them to reschedule. Instead of writing the email from scratch, you decide to make an email template that you can use again in the future. Now you need to figure out what the template should say. Which of the following is the BEST way to look for ideas?

Check your Sent folder for emails you’ve sent in the past that have successfully helped people reschedule meetings they missed.
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.
Look for marketing content on your website that gives information about a product the contact might be interested in.
Search Google for email templates that have worked well for other sales professionals.

64.) True or false? If your contacts all tend to have the same job title, you only need one buyer persona.

True – “Buyer persona” is just another name for job title.
True – Buyer personas are defined primarily by job titles.
False – Job titles vary so much that they don’t make a good basis for buyer personas.
False – People who have the same job title but work in different industries probably need separate buyer personas.

63.) The HubSpot Sales email extension notifies you when an email you’ve sent has been opened. Which of the following is NOT a good way to use this information?

Resending an email if it’s not opened the first time
Stop emailing them if you’ve emailed the contact multiple times and they haven’t opened your email
Reviewing the effectiveness of your email template subject line by how often it’s opened
All of the above

62.) True or false? After sending an email to a contact, it’s always good to set a task to remind you to follow up in case you don’t hear back.

True. And it’s important to wait until the task comes due to reach out to them. If you reach out before then, you risk becoming a nuisance.
True. But if you notice the contact opening the email multiple times, you should give them a call right away rather than waiting for the follow-up date to arrive.
False. If the person doesn’t respond, they probably aren’t interested, so there’s no reason to keep bothering them.
False. But setting a follow-up task is a good idea if the person has signaled interest previously.

61.) True or false? HubSpot Sales knows when your contact is in an area that requires you to ask for permission before recording a call, so you only need to ask for permission if the system doesn’t start recording automatically.

True. Recording won’t even be an option when calling a number from one of those area codes.
True. There are very few places that require two-party consent, and the laws governing call recording tend to be fairly stable.
False. You should only record calls after checking with your legal team and getting consent from the contact.
False. You should always ask for consent before recording.

60.) You call somebody while they’re reading an email from you. Which of the following would be the BEST way to begin the call?

Tell them to continue reading, and then stay on the line in case they have any questions.
Build your relationship with them by pointing out the humor in such a surprising coincidence.
Apologize for interrupting and tell them to let you know if they have any questions.
Suggest that you discuss the topic of your message right now on the phone instead of over email.

59.) According to the training, what’s the best way to create an end-of-the-month to-do list?

By creating a custom view of contacts who haven’t been followed up with recently.
By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they’re worth.
By creating a custom view of contacts who have multiple deals associated with them.
By using the Deal Board to see how many deals are near the end of your sales process.

58.) Fill in the blank: A ___________ is a record used to track the progress of an individual sale.

deal
contact
sale
task

57.) Fill in the blank: A ___________ is a record used to track the progress of an individual sale.

deal stage
deal record
deal pipeline
deal forecast

56.) What’s the best way to judge the quality of a custom view?

How closely it resembles your buyer persona.
How actionable it is.
The number of contacts it includes.
The number of contacts it excludes.

55.) When creating a custom view, how do you make it available to other team members?

By checking the “Invite team members” box next to the view’s name.
By adding a filter for HubSpot Owner and adding the team members you want to share the view with.
All views are automatically shared with all team members.
By clicking the “Shared” option when saving the view.

54.) One of your teammates is creating a custom view in HubSpot CRM. They ask you how many filters they should use. How do you respond?

“It doesn’t matter how many filters you add, but you should always include filters for Job Title and HubSpot Owner.”
“Add enough filters that the view only displays people who match your buyer persona.”
“Add enough filters that the view only shows people you can take a specific action with.”
“Don’t add more than one or two. Anything more than that will get too complicated and confusing.”

53.) How can you find all of the contacts who don’t have a value in a particular property?

Add a filter for that property and set it to “Is Unknown.”
Add a filter for that property and enter “NULL” (in all capitals).
Add a filter for that property and leave it blank.
Don’t add a filter for that property.

52.) If your CRM is set up so that you can see contacts that aren’t assigned to you, how can you create a view that only shows contacts who are assigned to you?

Add a filter for Lead Assignment and set it to “Assigned to Me”
Select “Only Show My Contacts” in the View Options menu.
Add a filter for Territories and select your territory from the dropdown.
Add a filter for HubSpot Owner and set it to “Me”

51.) Lead Status could be used to improve this view in all of the following ways EXCEPT:

Adding a filter to show only “New” leads, so you can focus on people you haven’t started working with yet.
Adding a filter to show only “In Progress” leads, so you can focus on people you’ve established a working relationship with.
Adding a filter to exclude “Unqualified” leads, so you can avoid reaching out to people you’ve already determined aren’t a good fit for your offering.
Adding a filter to exclude “Customer” and “Evangelist” so you avoid reaching out to people who have already closed.

50.) When writing the body of an email template, it’s important to include all of the following EXCEPT:

Personalization tokens
Fill-in-the-blank areas
Static text
Details about previous interactions

49.) Fill in the blanks. Good email templates increase ______ without sacrificing _____.

sales, time
efficiency, personalization
deal value, close rate
response rate, efficiency

48.) True or false? If you have multiple buyer personas, you only need one email template for each persona.

True. You should only ever have one template for a buyer persona so you can be sure you’re providing a consistent experience to all of your contacts.
True. A good buyer persona represents a specific type of person in a specific phase of the sales cycle, so you’ll usually only need one template per persona.
False. A buyer persona represents a specific type of person, but you’ll need multiple templates for each persona to address their changing needs as the sale progresses.
False. A buyer persona represents a broad range of people, so you’ll need different templates for each kind of person represented by that persona.

47.) Which of the following is the BEST description of the benefits of using personalization tokens?

Personalization tokens help save time and avoid mistakes, but aren’t enough on their own to make an email feel personalized.
Personalization tokens make it easy to send a single email to multiple people.
Personalization tokens make it unnecessary for sales reps to craft individual emails for their contacts.
Personalization tokens are simple reminders of information that has to be added manually before sending the email.

46.) You can access HubSpot Sales in all of the following places EXCEPT:

Gmail
HubSpot Mobile App
Twitter
Outlook

45.) True or false? Knowing if your emails are getting opened is only helpful for email templates.

True. Non-templated emails don’t generate enough meaningful data for open rate to matter.
True. The main benefit of knowing whether an email is getting opened is to judge the effectiveness of its subject line.
False. Even for non-templated emails, open rate can help you see how engaged a contact is.
False. Open rate is only helpful for non-templated emails. For templates, click rate is a better measure.

44.) You can see if a contact has opened your emails in all of the following places EXCEPT:

Their contact profile inside the email extension
The timeline on their contact record
Instant notifications when they open the email
The sales dashboard

43.) In addition to personalized content, which of the following is a key factor when sending sales emails?

leverage
a solid pitch
good timing
a good product

42.) HubSpot Sales notifies you multiple times that an email has been opened. What should you do?

Send an email to follow up.
Call them quickly to discuss the content of the email further.
Turn the email into a template and send it to other contacts to see if you get multiple notifications for them, too.
Ignore any subsequent notifications for this contact because this is likely an error in the system.

41.) One of your customers gives you a referral for someone they think would be a good fit for your offering. You send an email to the person to get more information about the challenges they’re facing, and then you set a task to remind yourself to follow up later. Which of the following is the BEST way to proceed?

Shift your focus to other contacts and resist the urge to follow up before the follow-up date you set. You don’t want to risk becoming a nuisance.
Shift your focus to other contacts, but keep an eye on your email notifications. If the contact opens the email multiple times, you should give them a call right away rather than waiting for the follow-up date to arrive.
Continue to think about the contact. Send them frequent emails with helpful content. The task is only a failsafe in case you get distracted.
When the task comes due, if you haven’t heard back from the person, send them a break-up email and stop contacting them.

40.) What is the difference between mail merge and email templates?

Mail merge is better for marketing, while templates are better for sales.
They are basically the same, except that mail merge lets you email multiple contacts at the same time while templates require you to send emails one at a time.
Templates help reps send personalized emails to individual people more quickly, while mail merge sends nearly identical emails to all recipients.
Templates are better for reaching large numbers of people, while mail merge is better for communicating with individuals.

39.) Which of the following is NOT true about sales emails?

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 an important key to success when writing to prospects.
Typically, buyers prefer a phone call to receiving an email.

38.) Which of the following is FALSE about sales emails?

Personalization is important to success when writing to prospects.
Many messages get marked as spam based solely on their subject line.
The content should focus more on the buyer’s needs than the seller’s needs.
Typically, buyers prefer a phone call to receiving an email.

37.) Which of the following is NOT true about sales emails?

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 an important key to success when writing to prospects.
In order to measure an email’s performance, you should send it to as many people as possible.

36.) True or false? One of the most important factors in your outreach success is your timing.

True
False

35.) True or false? The best way to define the steps of your sales process is to figure out the actions you have to take to move a sale forward.

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.

34.) If you record a phone call using HubSpot Sales, where will the recording be stored?

On your personal profile inside the CRM.
In the Recordings contact property on the contact record of the contact you called.
Under the Calls tab.
On the timeline of the contact you called.

33.) Sellers used to have more power in the relationship, but now buyers have more power. How has the buyer-seller relationship changed in the past 20 years?

Buyers used to have more power in the relationship, but now sellers have more power.
Buyers and sellers used to be equal, but now sellers have more power than buyers.
Sellers used to have more power in the relationship, but now buyers and sellers are equal.
Sellers used to have more power in the relationship, but now buyers have more power.

32.) In HubSpot CRM, what is a custom view?

A filtered list of contacts, companies, or deals
A color scheme that each user can use for themselves
A report of the work a sales rep has done during the current month
A customized configuration of the main navigation

31.) In HubSpot CRM, where can you see your interactions with a particular contact?

The timeline on their contact record
On the Contacts page
On the CRM’s main dashboard
Inside the Last Contacted property

30.) Is writing all of your emails from scratch a good idea?

Yes. Writing emails from scratch is the only way to ensure your contacts get the personalized attention they deserve.
Yes. This is the best way to ensure that your emails improve over time.
No. It’s better to send identical emails to everyone.
No. It’s important to find ways to automate the repetitive parts of emails so you can spend time on more important things.

29.) Are mail merge programs a good solution for sending more email?

Yes. Mail merge is a great way to send more emails in less time.
Yes. Your contacts won’t be able to tell the difference between mail merge emails and emails you write from scratch.
No. Mail merge emails aren’t personalized enough to be truly effective.
No. It’s best to write every email from scratch.

28.) How are templates and mail merge different?

Templates allow you to include more context and personalization than mail merge programs.
“Templates” and “mail merge” are different names for the same thing.
Mail merge is more efficient than templates.
Templates send the same message to everyone while mail merge requires you to personalize each message.

27.) How can the email extension help you improve your email templates?

By telling you if the emails you send are getting opened. If a particular template isn’t getting opened, you might want to change its subject line.
By making it easy to send your templates from inside Gmail or Outlook.
By giving you easy access to a person’s basic information.
By telling you if there are typos in the template’s body. Emails with typos are less likely to generate engagement.

26.) Where can you see if a person has been opening the emails you’ve sent to them?

The timeline on their contact record
Your notification stream.
The sidebar inside Gmail or Outlook.
All of the above.

25.) If you want to send a tracked email, where should you send it from?

Gmail
Outlook
HubSpot CRM
A and B
All of the above

24.) Which of the following is the MOST important factor in the success of your calls?

Time of day
Tone of voice
Speed
Contact’s job title

23.) When is the best time to call somebody?

At the beginning of the work day
Whenever they show interest in your company
It varies from person to person
The middle of the day

22.) Which of the following is the best way to proceed when recording calls?

Always ask for the person’s permission before turning on the recording feature
Unless a person explicitly asks you not to record, it’s probably okay to record a call.
Always record people who live in places where consent isn’t required.
Always record calls.

21.) What do deals help you track?

Discounts
Potential sales
Target companies
Progressing contacts

20.) Which of the following is the best technique for helping people progress through the buyer’s journey?

Set goals based on the commission you want to earn this month
View the journey from the buyer’s perspective and focus on the tasks they need to accomplish
Don’t push people. If a prospect is moving slowly, move on to someone else.
Follow up multiple times a day

19.) What is the most important property on the deal record?

Deal stage
Amount
Deal name
Close date

18.) Which of the following is a benefit of keeping your contacts’ Lead Status property up to date?

You can set reminders for yourself to follow up.
You can filter your contacts based on how recently you’ve contacted them.
You can filter your contacts based on how active they are in the buying process.
This ensures that the Deal Forecast will be up as accurate as possible.

17.) For the following questions, imagine that you work at a company that provides software to accounting firms. You want to create a custom view of contacts you need to follow up with. You want it to only include people who meet the following criteria:

Have a job title of “Accountant” or “CPA”
Haven’t been contacted in the past two weeks
Don’t have any meetings or tasks scheduled for the future

16.) How can you create one view that will include both job titles?

By adding a Job Title filter for “Accountant” OR “CPA”
By adding two Job Title filters, one for “Accountant” and one for “CPA”
By creating two separate views and merging them together
By adding a Job Title filter for “Accountant, CPA” (separated by commas)

15.) You call somebody while they’re reading an email from you. Which of the following would be the BEST way to begin the call?

Tell them to continue reading, and then stay on the line in case they have any questions.
Thank them for answering the phone and ask them to call you back at their next convenience.
Apologize for interrupting and tell them to let you know if they have any questions.
Schedule a follow-up call and end the call as quickly as possible.

14.) How can deals help you prioritize your contacts?

Deals help you see which contacts are closest to buying.
Deals help you see a contact’s revenue potential.
You can create a custom view of contacts based on how many deals they are involved in.
All of the above.

13.) If you’re creating a buyer persona for the first time, which of the following is the BEST piece of information to start with?

A problem that your offering solves for people.
A list of benchmarks every buyer needs to complete.
A job title that many of your customers share.
A list of your solution’s most popular features.

12.) True or false? Buyer personas are most helpful near the beginning of the sales process.

True – Buyer personas are only helpful when you don’t have information about a specific contact.
True – As you get further into the sales process, you should rely more on the information you’ve gathered from the contact than on the information in your buyer personas.
False – A contact’s persona is the most important piece of information you have about them.
False – As you get further into the sales process, you will need to rely on your personas more and more to help you determine whether a lead is qualified.

11.) What information shows on the timeline of a company record?

The history of the company, as pulled from public records.
Company records don’t have timelines.
Only the interactions that you’ve manually added to it.
All of the interactions you’ve had with any contact at the company.

10.) What is the BEST way to find contacts who haven’t been contacted in the past two weeks?

Set the view’s custom date range to exclude the past two weeks.
Add a filter Last Activity (includes notes and tasks).
Create a custom property to hold this information, then add a filter for that property.
Add a filter for Last Contacted (does not include notes and tasks).

9.) Next Activity Date is a contact property that only has a value for contacts that have a task or meeting scheduled for the future. Otherwise, it’s blank. How can you use this property to add a filter for your custom view?

Add a blank filter for Next Activity Date.
Add a filter for Next Activity Date and set it to a date far in the past.
Add a filter for Next Activity Date and set it to zero.
Add a filter for Next Activity Date and select the “Is Unknown” option.

8.) Which of the following is true about an email template’s name?

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 automatically generated and cannot be changed.
The name should be less than 30 characters in length.
The name is only visible internally, so it should be whatever makes the most sense to you and your team.

7.) Which of the following pieces of information would be the BEST fit for a fill-in-the-blank area in an email template?

A reference to a blog post your recipient recently published
The recipient’s first name
Your standard elevator pitch
All of the above

6.) You notice that the emails you send using one of your templates aren’t getting opened as frequently as the emails you send using your other templates. Which of the following solutions should you try first?

Change the content inside the email. It probably isn’t relevant to the people you’re contacting.
Try sending it to a different group of contacts and see if it performs better.
Change the template’s subject line. The current subject line probably isn’t compelling enough.
Retire the template. It isn’t as effective as your other templates.

5.) When using the email extension, what does it mean to “track an email”?

The email extension will send you a reminder to follow up with the person if they don’t respond.
The email extension will notify you when the email gets opened.
The email extension will automatically add the email to the contact’s timeline.
The email extension will add the email to the “emails sent” area of the sales dashboard inside HubSpot CRM.

4.) When is the best time to call a person you don’t have a scheduled appointment with?

There is no “best time.” It’s best to try different times until you catch them at their desk.
First thing in the morning, before they have a chance to get pulled into any meetings.
It’s best not to call people if you don’t have an appointment.
Anytime they signal interest in your solution.

3.) You get a notification that a contact opened an email. This contact has their phone number in the CRM so there’s a “click-to-call button” on the notification in the stream. When is the best time to use this button?

Only if you sent the email less than 24 hours ago.
If the email has been opened multiple times and the last time was within the last 10 minutes.
Anytime it appears.
Anytime it appears next to a contact that you’ve previously had a phone conversation with.

2.) What’s the best way to judge how useful a custom view is?

How closely it resembles your buyer persona.
How actionable it is.
The number of contacts it includes.
The number of contacts it excludes.

1.) True or false? When you change the displayed properties in the “About” section of a contact record, that change automatically carries through to all contact records in the CRM.

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.