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Obtaining HubSpot certificates offers several benefits and can be valuable for individuals looking to enhance their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates

1. Skill Development: HubSpot offers a variety of certification courses covering different aspects of inbound marketing, sales, and customer service. By completing these courses and earning certificates, you can develop valuable skills and gain a comprehensive understanding of various digital marketing strategies, sales techniques, and customer-centric practices.

2. Industry Recognition: HubSpot is a well-known and respected name in the marketing and sales industry. Holding HubSpot certificates demonstrates your expertise and commitment to continuous learning in your field. It can enhance your professional credibility and make you stand out among your peers.

3. Career Advancement: HubSpot certifications can be a valuable asset when it comes to career advancement. They showcase your proficiency in areas such as inbound marketing, content marketing, email marketing, social media, sales enablement, and more. These skills are highly sought after by employers and can open up new opportunities for promotions or job offers.

4. Improved Performance: The knowledge and skills gained through HubSpot certification can significantly improve your performance in marketing, sales, and customer service roles. You’ll learn industry best practices, gain insights into data-driven decision-making, and acquire practical strategies for achieving better results. This can lead to increased efficiency, higher conversion rates, and improved customer satisfaction.

5. Networking Opportunities: HubSpot offers a thriving community of professionals who have earned their certifications. By joining this community, you can connect with like-minded individuals, exchange ideas, and collaborate on projects. Networking within the HubSpot ecosystem can lead to valuable partnerships, mentorships, and career opportunities.

1. 1

HubSpot 22
Certifications Answers


Exam Name: HubSpot CMS for Developers Certification Exam
Exam URL: https://academy.hubspot.com/courses
Pages: 419

2. 2

HubSpot CMS for
Developers
Certification Answers


Exam Name: HubSpot CMS for Developers Certification Exam
More Free Posts: https://www.ekaynaklar.com/category/blog/
Exam URL: https://academy.hubspot.com/courses/cms-for-developers
Pages: 14
Questions: 74

3. 3

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
1. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
2. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
3. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
4. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
5. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
6. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
7. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

4. 4

HubSpot CMS for Developers Certification Exam Answers
1.Which of the following is possible with the command line tools?
 Creating a new template
 Watching for changes in local files and uploading on save
 Creating a new module
 All of the above
2. If you need your app code to inspect information about the current build, which class
should you use?
 BuildConfig
 BuildInfo
 ConfigParams
 ConfigInfo
3. Which of the following datasets would be a good fit for creating a custom object?
 Location data for retail stores
 Job listings
 List of favorite books
 Dog breeds
4.Which of the following is required to use custom objects in dynamic pages?
 The custom object must have one property where hasUniqueProperty is set to
true.
 The custom object must be associated with the contact CRM object.
 The custom object must have at least three custom properties.
 The custom object must be associated with CMS Hub.
5.What HubL function must you use when calling a list of custom object records on a
CMS page?
 crm_associations
 crm_objects
 crm_property_definitions
6. Which of the following statements about templates is NOT TRUE?
 Templates allow content creators to do their job without having to collaborate with
designers and developers during every step of creating web pages.
 Templates have a big effect on the editing experience for content creators.
 Templates can only be used to create one live page in the HubSpot CMS.
 Templates are an important intersection point for developers and content editors.

5. 5

7. Which of the following statements about templates is TRUE?
 Templates must be purchased from a 3rd party vendor.
 There are no requirements for header and footer content.
 Comments are not allowed in templates because they look messy.
 Templates use HubL to create editable areas of pages.
8. Which of the following is NOT an additional page view generated by the blog listing
template?
 Author page
 Category page
 Simple listing page
 Tag page
9. Fill in the blank: You should omit the ______ from the simple listing page using the
{% if not_simple_list_page %} statement.
 post title
 post excerpt
 featured image
 post author
10. True or false? You can add modules to your blog listing page in the page editor even
if your blog listing template does not contain a drag-and-drop area.
 True
 False
11.In the blog listing template, which variable provides access to blog post data?
 contents
 posts
 post_data
 articles
12.What pages are you required to set up when creating membership pages?
 registration page, login page, password reset request page, password reset page
 registration page, logout page, membership account page, password reset page
 registration page, login page, membership account page, password reset page
 registration page, login page, logout page, password reset page
13. True or false? The best way to style emails is through an external CSS stylesheet.
 True
 False

6. 6

14. True or false? System templates can only be built using the Design Manager.
 True
 False
15. How many different email templates should be created?
 Three: a thank you email, a welcome email, and a “sad to see you go” email.
 One for each day of the week.
 None, each email should be built specifically for each use case.
 It depends on the organization and should be discussed with the broader team to
align with marketing goals.
16. If you wanted to create an unordered list from each value in a dictionary, which
aspect of HubL would be most essential?
 An expression test
 A Loop
 The do tag
 This is not possible in HubL
17.Which of the following statements about theme modules is TRUE?
 Theme modules should never contain styles.
 Theme modules are a great way to keep sites stylistically consistent.
 Theme modules need to contain a special JavaScript statement that makes them appear
in the theme module section of the content editor.
 Themes that use fields should not need modules.
18.Which of the following statements about theme fields is NOT TRUE?
 Theme fields can give editors access to CSS properties.
 Developers can use theme fields to make a theme extremely flexible.
 Developers don’t need to worry about how theme fields might be used by editors
because theme fields can’t be used to make a website inconsistent or difficult to
navigate.
 Theme fields can affect the appearance of an entire website.
19. Which of the following statements about global partials is NOT TRUE?
 Global partials are a good way to keep your codebase DRY.
 Global partials can only be used on one template in a theme.
 Global partials can be used to give content editors access to content that appears in
more than one template.
 Global partials can contain content that is not editable in the content editor.

7. 7

20.Choose all that apply. Which of the following options is configured in the theme.json
file?
 Name of the theme
 Link to a preview image for the theme
 List of account users who cannot use the theme
21.Which file in a theme controls the global fields that content editors can edit?
 fields.xml
 theme.json
 fields.json
 That depends on the operating system the content editor is using.
22.Which of the following statements about HubSpot CMS themes is TRUE?
 Themes are a package of assets that help keep a website consistent.
 Themes are only relevant for very large websites.
 Themes should only contain 5 templates.
 Themes cannot contain modules.
23.Which statement about repeating module fields is FALSE?
 Repeating fields give editors the ability to add or subtract instances of fields.
 The HubL used to implement repeating fields uses a loop.
 Repeating fields and flexible columns are the same thing.
 It is also possible to use repeating field groups.
24.Which of the following statements about a healthy codebase is TRUE?
 Repeating the same code throughout your codebase is usually preferable to abstracting
and reusing code because it’s easier for novice developers to understand.
 Developers using the HubSpot CMS are discouraged from reusing snippets of code
because the cost of the CMS is prorated by file size and we would prefer that your
codebase is extremely large.
 DRY is an acronym that stands for Do Right Yesterday. It means that finishing a
project early is better than taking extra time to make a codebase maintainable.
 Reducing instances of repeated code helps to keep your codebase tidy and bug
free.

8. 8

25. Choose all that apply. Which of the following are always good strategies for building
templates?
 Keeping content editors front of mind at all times and optimizing their editing
experience.
 Building in appropriate guardrails to help content editors quickly build pages
and reduce the likelihood of errors and bugs.
 Looking for ways to keep your codebase DRY and avoid repeated code that is
prone to bugs.
 Creating lots of blank templates that require content editors to build everything from
scratch.
26. True or False? People hate dragging and dropping things so the HubSpot CMS does
not contain this capability
 True
 False
27. What does the hubspot.config.yml file do?
 Configures field names for a theme
 Configures the relationship between local files and HubSpot CMS accounts
including authentication
 Configures account settings like system templates and navigation trees
 Configures the relationship between a HubSpot account and the yaml preprocessor
28.Which of the following is NOT a feature of the HubSpot CMS of special interest to
web developers?
 Preconfigured solutions to common tasks
 Security and updates
 In-app and local dev workflows
 The ability to add PHP anywhere in a template
29.Which of the following statements about drag and drop areas is TRUE?
 The dnd_area tag is all that is needed for basic drag and drop functionality in the
page editor.
 Drag and drop areas allow developers to drag scripts into their pages for rapid
prototyping with handlebars.
 Drag and drop areas must contain at least one rich text area.
 The dnd_area tag is a special HubL tag that editors can copy and paste into the file
manager to edit photos.
30.Which CMS tool are developers most likely to spend the most time with?
 Editor
 File manager
 CRM
 Design manager

9. 9

31. Which of the following statements about HubL and JavaScript is TRUE?
 HubL can be used in both the HTML + HubL and the JS sections of the module editor.
 HubL tags contain a “post_js_rendering” attribute so that you can pass JS data to
HubL in modules.
 Module builders can choose between JavaScript and HubL to add module fields to
their markup.
 JS written in the HTML + HubL section of the module editor will be repeated on
a page for every instance of a module unless it is wrapped in a require_js
statement.
32.Which of the following statements does NOT accurately describe HubL?
 HubL is a templating language for building assets in the HubSpot CMS.
 HubL provides common programming constructs like variables, loops, and
conditionals.
 HubL is not client side code.
 HubL provides state management for single page apps.
33.Which of the following statements about module fields is TRUE?
 Modules can contain logic fields.
 Modules have 7 available fields.
 Math fields allow content editors to use modules for common tasks like long division.
 Field groups can only contain fields of the same category.
34.Which of the following is not included in HubL?
 Loops
 Macros
 Filters
 Classes
35.Which of the following HubL and HubDB behaviors should be avoided if possible?
 Use a filter query to reduce the data returned from a request.
 Use the reject attribute filter to create subsets of table data from an initial request.
 Use multiple requests to the same table to build complex templates.
 Use loops to access data in multi-select columns.
36.Which of the following statements about modules is FALSE?
 Modules can be used to maintain consistency in site functionality.
 Modules can be used to add consistency to website maintenance.
 Modules can be used to create a more consistent user experience for editors.
 None of the above.

10. 10

37.Which type of CMS assets do not require HubL?
 Custom modules
 Drag and drop templates
 Coded email templates
 Coded blog templates
38. Which of the following is not an aspect of dynamic pages?
 Dynamic pages require multiple templates.
 Pages are generated from table rows.
 A published page must be linked to a dynamic page table via page settings.
 Links to dynamic pages should be added to the listing section of a template.
39.Which of the following statements about blog templates is NOT true?
 Listing and post pages can be separate templates.
 Templates are connected to blogs in settings.
 Blog templates must contain an author profile and a full list of available topics.
 The blog content module contains listing and post HubL markup.
40.Which of the following statements about HubL module syntax is NOT TRUE?
 Basic module syntax is a single line statement.
 HubL modules use three curly braces to open and close tags.
 HubL modules can be added with a block syntax.
 HubL modules use parameters for required and optional module settings.
41.Which of the following is NOT a sound strategy for working with HubDB?
 Plan out your data needs with stakeholders before creating tables in HubDB.
 While adding data to tables, create columns as needed and iterate as the project
grows.
 Use multiple tables linked with foreign ids to handle complex, multi-facetedcontent.
 Use select columns to standardize repeated values.
42. Which of the following statements about using HubL in blog listing templates is NOT
true?
 Use a loop to add blog posts to the listing template.
 Author name is the only author data available in the listing conditional of a
template.
 Conditionals can be used to add or subtract content from author and topic views.
 If you’re using one template for both the listing and post views, you’ll need a
conditional to separate the markup for each view.

11. 11

43.Which of the following characters are used to open a HubL statement?
 {-
 {%
 [&
 {#
44. True or false? HubDB is a good place to store customer data such as credit card
numbers.
 True
 False

45.Which of the following statements about blog settings is TRUE?
 Content editors can assign any number of templates to individual blog posts by tag.
 It is not possible to assign separate templates for listing and post views in settings.
 Listing page post summaries can be enabled and disabled in settings.
 All blog settings can be overridden by HubL at the template level.
46.Which of the following is NOT possible with HubL?
 Passing data from HubL to client side code
 Passing data from client side code to HubL
 Looping through data
 Conditionally executing HubL statements
47. Which of the following is NOT an aspect of HubDB?
 HubDB is a semi-relational data store.
 HubDB is a subset of fork of MySQL.
 HubDB uses tables to store data in rows.
 HubDB tables are accessed with a unique ID
48.Which of the following statements about email templates is NOT true?
 CAN SPAM fields are required.
 You can customize the appearance of CAN SPAM content with HTML and CSS.
 Email templates cannot contain custom modules.
 Email testing is accessed through the editor.
49. Which of the following statements about HubL filters is TRUE?
 HubL filters are only used in expressions.
 HubL filters are used for a wide variety of tasks.
 HubL filters cannot be used in loops.
 HubL filters do not accept arguments or parameters.

12. 12

50. Which of the following is NOT a system template?
 Email subscription preferences page
 Search results page
 Blog preferences page
 Error page
or
 Blog listing page template
 404 template
 Password prompt template
 Search results template

51.Which of the following is NOT an important aspect of using HubL?
 Documentation
 Memorizing all tags and parameters
 Community
 Developer info
52.True or false? It is not possible to publish an email without a link to at least one email
subscription template.
 False
 True
53. True or false? Page metadata can be populated in the “Settings” section of the page
editor.
 False
 True
54. Which of the following statements about navigation items is FALSE?
 Navigation items can have extra URL parameters.
 It is possible to create items without links.
 Navigation items are automatically created when editors create a new page and
cannot be created elsewhere.
55.Which statement about the “Prevent editing in content editors” option is TRUE?
 Prevent editing in content editors is not an option in HubSpot CMS templates.
 Prevent editing in content editors is a blog feature that allows developers to lock the
number of tags in a blog.
 Prevent editing in content editors allows content editors to set permissions levels for
specific content so that other editors cannot make edits.

13. 13

 Prevent editing in content editors allows developers to set static values for
components at the template level that content editors cannot modify in the page
editor.
56.Which statement about template types in the HubSpot CMS is TRUE?
 There is only one template type.
 There are a number of different template types which can be created in either
drag and drop or coded formats.
 The editing experience is exactly the same for every template type.
 There are three template types.
57.When creating a drag and drop template, how do you add components?
 Components are added in “Settings.”
 Templates are pre-populated with all the available components.
 Components can be dragged from the “Add” section of the Inspector.
 Components must be coded in Javascript and uploaded via FTP.
58.Which of the following is NOT available in the file manager?
 File URL
 HTML image snippets
 Replace button to swap assets
 Template and content dependencies
59.Which statement about naming components is FALSE?
 Components can be named in the Inspector.
 Component names help content editors understand how to use a template. Component
names can be the same as their default values.
 Component names should be left at default because content editors will always
get all the context they need from the editor.
60.Which of the following is NOT an important reason to familiarize yourself with
available settings?
 Some templates are coded exclusively in settings.
 Some settings determine data available in templates.
 Code can be added globally in settings.
 Web developers should advise content editors on technical aspects.
61. Which statement about adding classes to groups is TRUE?
 You must use a coded template to add classes to groups.
 Classes added to groups of components will be added to all components inside the
group.
 Classes inside of global groups will apply to every instance of that global group in
a site.
 Classes cannot be added to groups.

14. 14

62.Which of the following statements about menus in HubSpot is FALSE?
 Navigation with more than one level is managed in settings.
 Simple menus can be edited at the page level.
 HubDB can be used to build totally custom menus.
 The only way to build a menu is with the menu tool.
63. Which statement about stylesheets is TRUE?
 When a template is created, a new stylesheet with the name of the new template is
automatically created and attached to the template.
 New stylesheets automatically include helpful but optional CSS.
 HubSpot stylesheets are written in Javascript
 Stylesheets can be added to specific areas of templates with the stylesheet module.

64.Which data structure does HubL use for storing data in key and value pairs?
 Lists
 Dictionaries
 Objects
 Binary trees
65.Which of the following CMS tools is used in CAN-SPAM compliance?
 Navigation in settings
 Email settings
 The replace button in file details
 The templates tab in blog settings
66. Which statement about module fields is FALSE?
 It’s a good idea to give fields an intuitive and descriptive name to help content editors
use your modules.
 Fields have HubL variable names that are used to create the markup for modules.
 Fields can be required but there’s no support for custom validation.
 The available options for fields vary depending on the field type.
67.True or false? System templates are not published from templates by content editors.
 True
 False
68. Which of the following sets of data would NOT be a good fit for storing in a single
HubDB table?
 Names, titles, and biographies of employees of an organization
 A dinner menu for a restaurant
 Information about cats available for adoption from an animal shelter

15. 15

 Product inventory, hex values for internal branding guidelines, vendor contact
archive
69. Which of the following statements about the design manager is NOT true?
 The design manager is an IDE.
 The design manager helps developers build and manage assets.
 The design manager is used by content editors to publish pages.
 The design manager can be used to edit CSS files.
70. Which statement about CSS in modules is TRUE?
 CSS rules will have the same effect on the page whether they’re written in the CSS
section or the HTML+ HubL section of the module editor.
 Module CSS is automatically scoped to modules and will not apply to other elements
on a page.
 CSS added to the HTML+ HubL section of the module editor will be repeated on
the page in every instance of a module.
 Modules require custom CSS and cannot be published without it.
71. Which of the following statements about HubL in modules is TRUE?
 Modules must contain custom HubL and cannot be published without it.
 HTML attributes cannot contain HubL code.
 Module fields are added to module markup with HubL.
 The drag and drop editor allows you to write HubL in a custom module without
having to write code.
72.Which of the following statements about blog templates is TRUE?
 Any template can be used for blogs.
 Blog templates cannot contain custom modules.
 To build a blog template, you must write custom HubL.
 Only blog templates can be used for blogs.
73.Which of the following statements about accessing HubDB via Javascript is NOT
true?
 Most GET requests only require a table ID.
 Modifying table data requires authentication.
 Using an API key in client side code is a bad idea.
 As long as your Javascript is written in the CMS, it can be used to modify table
data.
74.Which CMS tool would you use to find the file size of a PNG?
 Email settings
 File manager
 Blog editor
 Website pages settings

16. 16

HubSpot Content
Marketing Certification
Answers

Exam Name: HubSpot Content Marketing Certification Exam
Exam URL: https://academy.hubspot.com/courses/content-marketing
Pages: 18
Questions: 93

17. 17

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
8. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
9. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
10. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
11. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
12. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
13. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
14. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

18. 18

HubSpot Content Marketing Certification Answers
1.The following question pertains to the blog post shown below: The below blog post is
an example of which type of headline format?
 List format
 How-to format
 Secret of format
 Negative angle format
2. Consider the following blog post title: “6 Questions To Ask Before You Plan Your
#GivingTuesday Campaign.” This is an example of which type of headline format?
 List format
 How-to format
 Secret of format
 Negative angle format
3. True or false? You should use a consistent naming system to store and easily identify
hosted files.
 True
 False
4.Which is true about content and its relationship with the Inbound Methodology?
 a. Content is needed to attract people to your site.
 b. Content is needed to attract visitors and convert them into leads.
 c. Content is needed to close leads into customers and turn customers into promoters.
 d. All of the above
5.What are the four stages of the Inbound Methodology?
 Attract, Convert, Close, and Delight
 Awareness, Consideration, Decision, and Delight
 Find, Engage, Convert, and Nurture
 Identify, Connect, Explore, and Advise
6. True or false? Content marketing is a relatively new practice that became popular in
the 1950’s with the boom of advertising firms.
 True
 False

19. 19

7. All of the following are content marketing practices EXCEPT:
 Email copy
 Technical SEO
 Social media posts
 Blogging
8.Which best describes the content marketing and inbound marketing relationship?
 A great content marketer doesn’t need to do inbound marketing.
 Both are valuable and take a lot of time and work. It’s best to focus your time on one
or the other.
 Success relies on both as each serves a different function.
 If you do both then you’ll be competing with yourself.
9.What’s the best way to have your business’ story remembered and shared?
 Explain your history in detail.
 Show the ROI you can bring your customers.
 Create emotional alignment between your business and your prospects and
customers.
 Explain the value of your products and services and how you’re the best at what you
do.
10. Every story has these three storytelling elements. What are they?
 Characters, conflict, and resolution
 Conflict, idea, and resolution
 Characters, conflict, and interest
 Conflict, spark, and conclusion
11.True or false? If prospects can get the answers to their questions and see themselves
as characters in your story, they’ll be more likely to purchase from you.
 True
 False
12. Fill in the blank: The conflict in your content’s story should focus on the
____________.
 prospects’ needs
 prospects’ stage of the buyer’s journey
 prospects’ problems
 All of the above

20. 20

13.Which of the following is NOT a storytelling best practice?
 Create emotional appeal through your content
 Be consistent and authentic
 Use the third-person point of view
 Your story should be clear and concise
14. True or false? The conflict in this blog article is preventing team burnout.
 True
 False
15.Fill in the blank: This blog post is written from a _____________.
 First-person point of view
 Second-person point of view
 Third-person point of view
 None of the above
16. True or false? After you digest material it’s best to try and put ideas together
immediately.
 True, because the material is fresh in your mind.
 True, because the best ideas come in the first 30 seconds of consuming content.
 False, you want to give your mind a break to process the information.
 False, you first need to write concepts down to organize everything.
17.Fill in the blank: __________ is when you think of an idea out of nowhere.
 Spontaneous ideation
 Thought spawning
 The eureka moment
 Aha moment
18.Joan owns a dog walking business and read a blog post that explained search engines
are a great place to generate ideas on what people are searching for. Joan starts off her
research by typing in ‘dog walking tip’ to see what insight she can find. Fill in the blank:
Joan notices that when she types in ‘dog walking tip’ the search engine offers some
helpful suggestions on popular searches, like ‘dog walking tips and tricks.’ This is
known as _________.
 related searches
 autocomplete
 suggestion finder
 Google search queries

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19. True or false? The goal of a braindump is to have everyone structure ideas they’ve
put together.
 True
 False
20.All of the following are examples of a SMART goal EXCEPT:
 Increase year over year traffic by 30%.
 Significantly reduce the amount of time the team spends on creating content.
 Add five new content formats to the website by end of year.
 All of the above are SMART goals.
21. You just landed your dream job as a content creator at a local startup. It’s your first
week and your boss asks you to perform a content audit to get acquainted with the
company’s collateral as well as organize it. Where might you start looking for content
that already exists?
 Talk with the sales team
 Check with more tenured employees
 Look through the company’s CRM and CMS
 All of the above
22.When it comes to a long-term content strategy, what is an important buyer persona
trait?
 Demographics
 Challenges
 Identifiers
 All of the above
23. Fill in the blank: When identifying buyer’s journey content for a long-term content
strategy, it’s important to focus on content for the ___________ stage(s).
 Awareness
 Consideration
 Decision
 All of the above
24.True or false? A buyer’s journey is ever-evolving. You should make updates as you
learn more about your buyer persona.
 True
 False

22. 22

25. All of the following are attributes of a content creation workflow EXCEPT:
 Identifies outside influencers who will be contributing
 Identifies and organizes who is in charge of specific tasks
 How much money it will cost to complete initiative
 Breaks down all of the work needed to complete a specific initiative
26.How many rounds of edits should content undergo before being finished?
 1
 2-4
 Post your content once it’s finished and edit as you receive feedback.
 As many times as you possibly can
27.Fill in the blank: The above graphic uses a ___________ to help organize hosted files.
 nomenclature system
 linear word formula
 Word association connector
 acronym-based system
28. True or false? Your content creation framework should stay consistent over time.
 True, the best way to remain efficient is to stick with a process.
 True, the investment to update a process can be very expensive and time intensive.
 False, as business goals and content change, so should your process to support
them.
 False, your process should be updated every time a new team member joins.
29.True or false? If you want to produce great content, then you need to hire an in-house
content creator.
 True
 False
30.What can you do to make a headline more compelling?
 Broaden the topic
 Make a promise to the reader
 Over five words
 Use special characters to help it stand out
31.The following question pertains to the blog post shown below: The above blog post is
an example of which type of headline format? (Duplicate Question 2)
 List format
 How-to format
 Secret of format
 Negative angle format

23. 23

32.True or false? Effective writers start by filling in the main points of their content and
save writing the introduction and conclusion for after they’ve written their piece.
 True, it can be overwhelming to write an introduction first without knowing
where the content is headed.
 True, the introduction is always the easiest part to write.
 False, writing an introduction first will help align the rest of the article.
 False, you should write your conclusion before your introduction.
33.True or false? When possible, you should try and use extensive vocabulary in your
writing.
 True, extensive vocabulary makes you appear more credible and confident.
 True, people make purchasing decisions based on if you look smarter than your
competitors.
 False, extensive vocabulary makes you appear less credible and confident.
 False, extensive vocabulary takes up too much space on a page.
34. Fill in the blank: The following sentence is an example of ____________ voice? “The
grocery shopping was done by your father.”
 Active
 Passive
 Reactive
 Subtle
35.How could this sentence be corrected to cut out fluffy words? “I really just want to go
to the store to buy groceries in order to be be prepared for the week.”
 “I really want to go to the store to buy groceries in order to be prepared.”
 “I just want to go to the store to buy groceries in order to be prepared for the week.”
 “I want to go buy groceries at the store to be prepared for the week.”
 “I really want to go to the store to buy groceries in order to be prepared for the week.”
36.True or false? Never use acronyms in your writing.
 True, this helps avoid confusion.
 True, deleting acronyms makes your content more welcoming.
 False, use acronyms sparingly.
 False, your audience will know what the acronyms mean.
37.Which of the following do you need to include in a republished piece of content to
maintain SEO authority and attribute value to the appropriate website or author?
 a. UTM tracking code
 b. Canonical tag
 c. Anchor text
 d. All of the above

24. 24

38. How can a third-party website avoid duplicate content issues with republishing your
content?
 Add a NoIndex tag
 Add a tracking URL
 Update the content to make it different
 Have the third-party publish it at the same time as the original piece
39.How long should you wait before republishing a piece of content to a new website?
 You shouldn’t wait. Republish it immediately.
 One week
 Two weeks
 It depends, wait until you have at least 5 inbound links.
40.You have a top-performing blog post that you want to republish. Which platforms
should you republish it to?
 As many websites as possible; the more sites the more impressions the content will
receive.
 Only websites that you have partnerships with as you won’t have to pay for it.
 Only sites that are relevant to your business and industry.
 You shouldn’t republish content because you’ll have duplicate content issues.
41. You are trying to turn an ebook into a checklist, which method should you keep in
mind when repurposing content?
 BASE
 ARC
 ACE
 DART
42. You can use weekly content activities to grow into which type of long-form content
offer?
 Case study
 Ebook
 Webinar
 All of the above
43. True or false? A benefit of organic content promotion is that it allows you to show
your content to a highly specific audience.
 True
 False
44.When is the most effective time to boost content on social media?
 When it’s performing well
 When it has a link to a website

25. 25

 When it showcases one of your products or services
 You should boost every social media post no matter the context
45. True or false? You should post the same message across all of your social channels.
 True, redundant messages ensure that your audience will see it and you get the highest
reach.
 True, posting the same message will help you save time that you can use on more
important initiatives.
 False, you should customize the message based on the platform.
 False, post the same message to Twitter and Facebook, but update LinkedIn as it’s
more of a B2B social platform.
46.Fill in the blank: ______________ is used to achieve the best possible content
promotion outcome.
 Optimization
 Saturation
 Experimentation
 Consistency
47.True or false? You should initially spend less time promoting your content than you
did creating it, so you can increase your content output.
 True
 False
48.You can measure brand awareness by all of the following, except?
 How many press releases exist on your website.
 Level of engagement on your social channels.
 Inbound links coming to your website.
 How high you rank in search engine results.
49.True or false? It’s best to determine a few key metrics and stick to them.
 True
 False
50. Fill in the blank: All of the following are engagement signals that help you
understand your content’s effectiveness, except for _______________.
 comments on a recent blog post
 likes and shares on a Facebook post
 email send rate
 sharing the thank you page to an offer someone just downloaded

26. 26

51. Your boss asks you to report on how your content campaign has contributed to his
lead generation goals. What metric do you report on to demonstrate its contribution?
 Total leads generated from your campaign
 Increase of brand awareness
 Returning blog subscribers generated from your campaign
 Social engagements
52.Fill in the blank: You had a successful team meeting where you were able to prove
the ROI of your content marketing efforts. However, your boss wants more details on
the content path that helped close leads into customers. You could do this by creating
a(n) ______________.
 attribution report
 referrals report
 sales report
 None of the above
53.One month into a three-month lead generation campaign, it becomes clear your
current plan to reach your goal of ten sales qualified leads (SQLs) goal does not look
feasible. What option will you present during next week’s meeting with your CEO?
 You present an updated campaign content plan to reach your set SMART goals, based
off of the first month’s data.
 You present updated SMART goals better aligned with your projected SQLs for
the campaign’s remaining two months, based off the first month’s data.
 You hold back on reporting the progress on that particular SMART goal for the
campaign, in hopes of things picking up.
 You propose staying the course on the current SMART goals and planned content
marketing activities, noting that one month of data is not enough to justify changing
your SMART goal.
54.Once you’re able to quantify your metrics, what is the next step in developing a
growth mindset?
 Start looking for strengths in your funnel
 Start looking for weaknesses in your funnel
 Select a marketing channel to focus on
 Create a facebook audience
55.What does the center ring of the bullseye framework represent?
 Your top-performing channels
 Your possibility channels
 Your long-shot channels
 The channels you haven’t tested yet

27. 27

56. Fill in the blank: When conducting a test, it should work to uncover
_______________.
 the cost to attain a customer through this channel
 the amount of customers available through this channel
 whether or not you should be acquiring these customers
 All of the above
57.You’re the Marketing Director for a global financial company. The holidays are
approaching and your boss wants to improve the company’s bottom line by 7%. You
host a team meeting where the goal is to identify opportunities to test, then assign tasks
to team members to start implementing right away. Is this approach correct?
 Yes, the entire team is present and participating.
 Yes, but make sure to assign the test to the appropriate team members.
 No, ideation and implementation should be done in separate meetings.
 No, you need approval from your boss before running a series of tests.
58.True or false? If your marketing tests have over a 50% failure rate, then you’ve done
something wrong.
 True, the majority of your tests should be successful.
 True, you should never have over a 50% failure rate with your tests.
 False, the purpose of a test is to prove or disprove your hypothesis.
 False, you need to perform enough tests that more than 50% fail.
59.Fill in the blank: The goal of a marketing test is to _____________.
 continuously optimize your channels
 find a system that works and stick with it
 show your competitors that you know what you’re doing
 All of the above
60.True or false? When instilling a growth mindset within your organization, it’s more
important to receive buy-in from the customer support team than the products and
services team.
 True
 False
61. Fill in the blank: A shortcut to improving your SEO is to ____________.
 continuously optimize your pages based on updated keyword research
 get referenced on sites that already rank well
 add more keywords to a page you want to rank for
 use more images than text

28. 28

62. Fill in the blank: __________ is when you help guide your prospects through
purchasing your products or services.
 Value-add guidance
 Concierge on-boarding
 Success channeling
 Premier showcasing
63.Your boss has tasked you with writing a company story that will help make them
stand out from their competitors. Keeping this in mind, what’s the most effective
question you should start with?
 What are you offering?
 How will this help your audience?
 Why are you doing what you are doing?
 None of the above
64.True or false? You need conflict to tell an impactful story.
 True, conflict helps build developmental and emotional connections.
 True, people care more about the conflict than the resolution.
 False, your story is strong enough to explain the value of your products and services.
 False, conflict only reduces the connection of what you’re trying to communicate.
65.Fill in the blank: When you tell a story and the character is your audience, you
should tell the story with a ___________.
 first-person point of view
 second-person point of view
 third-person point of view
 None of the above
66.True or false? When identifying raw material for generating ideas, it’s best to stick
with a specific area of focus. This way you can become an expert in generating ideas in
this field.
 True
 False
67.You’re a content creator for an automobile dealership. You’re looking for some
inspiration to help generate new content ideas for an upcoming holiday promotion.
What source might you find valuable and be inspired by?
 Motor Trend Magazine
 Wall Street Journal
 TIME Magazine
 All of the above

29. 29

68.How can you uncover your buyer personas’ reading habits?
 a. Include a question on a form
 b. Interview some of your best customers
 c. Make a list of publications you read
 d. A and B
 e. All of the above
69.Which of the following is NOT a category you should organize your content audit by?
 Buyer’s journey stage
 Content length
 Marketing funnel stage
 Content title
70.Fill in the blank: A content compass helps organize monthly initiatives by
____________.
 SMART goals
 sales campaigns
 inbound marketing campaigns
 All of the above
71.Fill in the blank: To keep your content calendar agile, it shouldn’t extend more than
___________.
 two weeks
 one month
 three months
 six months
72.You asked your colleague to provide feedback on a blog post you recently wrote.
When they sent you their feedback, they made edits directly in the doc. Is this a best
practice for a content editing process?
 Yes, because having an editor complete your content ensures it will read well to
others.
 Yes, a content editor’s role is to make updates the way they see fit.
 No, the editor should have tracked changes which would have shown you where
they would apply recommended edits.
 No, they should have set up a meeting to discuss each edit so you could apply them
together.
73. Fill in the blank: When creating a headline for your content, you should come up
with ___________ different headlines.
 1
 5-10
 At least 10
 aMore than 10

30. 30

74. The following question pertains to the blog post shown below: The above blog post is
an example of which type of headline format? (Duplicate Question 1)
 List format
 How-to format
 Secret of format
 Negative angle format
75.When republishing your content, how can you make sure the republished post stands
out in contrast to your original post in search engine result listings?
 Update the headline
 Use a new author
 Add sub-headings to each section
 All of the above
76.True or false? You should only include a call-to-action on a blog post once the offer is
launched.
 True, if you don’t have a relevant call-to-action, then leave blank.
 True, once you publish a blog post, it’s not a best practice to update calls-to-action
over time.
 False, always provide a next step, even if it’s to sign up for email updates.
 False, adding a relevant call-to-action to a blog post will improve your SEO efforts.
77.Fill in the blank: _______________ helps you group an audience together based on
specific criteria from a large list of people.
 Ideal matching
 Segmentation
 Buyer personas
 Demographics
78. True or false? To make sure you’re appropriately communicating the value of your
content, you should define as many benefits as possible when promoting it. The more the
better.
 True
 False
79.You’re analyzing the performance of your social channels and you notice that
Facebook consistently outperforms your Twitter and LinkedIn page. What should you
do next?
 Post the same message on all channels as Facebook since it is working well.
 Analyze Facebook further to see which posts are working for future content
ideas.
 Transition all social ad budget to Facebook in support of boosting each post moving
forward.
 All of the above

31. 31

80.Optimizing your content helps improve __________.
 reach
 engagement
 conversions
 All of the above
81. When examining your attribution report, you notice 85% of your leads that have
closed into customers have downloaded your introductory ebook, but your sales team is
only closing 1% of leads from social sources. How do you support your Sales team to
close more leads from social into customers?
 Ensure all leads from social sources are nurtured with the introductory ebook
before speaking to sales.
 Devote more time to posting blogs on Facebook.
 Direct further resources for paid advertising on Twitter to spread your influence to
additional channels.
 Connect with your sales team to coach them on their disconnect in closing the leads.
82. What results can you yield by establishing reporting expectations prior to campaign
launch?
 The campaign’s written SMART goals will free stakeholders from being directly
involved.
 The campaign’s planned content will insulate your team from developing unexpected
material outside of the written SMART goals.
 The campaign’s written SMART goals better align your work with the
stakeholders’ key metrics.
 The campaign’s planned content better aligns your work with the CEO’s quarterly
expectations.
83. Which departments does growth marketing support?
 a. Marketing
 b. Sales
 c. Customer Service
 d. A and B
 e. All of the above
84.Which best explains the bullseye framework?
 An organized three-step approach to gaining traction
 Identifying a top-performing blog post and reposting every few months
 A system that notifies you when your competitors produce a piece of high-performing
content
 None of the above

32. 32

85.Fill in the blank: The _________ can help you develop a mission statement that
connects with your audience.
 persona creation process
 Golden Circle
 Inbound Methodology
 buyer’s journey
86.Every content brainstorm needs the following EXCEPT:
 A moderator
 A clear agenda
 At least five people
 Visual aids
87.Fill in the blank: A great way to create a comfortable atmosphere for a company
brainstorm is to start off with _________.
 role call
 icebreakers
 team goals
 breaking into groups
88.You’re in a brainstorming session with your co-workers. You come up with five
topics for your ebook, your colleague says that’s all you need. How should you respond?
 “Yes, there’s no reason to keep going if we have enough topics for our ebook.”
 “Yes, we can always identify more later if we need them.”
 “No, we should have at least ten supporting topics for every ebook we want to create.”
 “No, we should make a list of as many supporting topics as we can.”
89.To help increase awareness for an upcoming product launch, your manager increases
paid promotion funds by 300%. Which channels could you disperse these funds to?
 Twitter
 LinkedIn
 Google
 A and B
 All of the above
90.True or false? SnapChat and Pinterest are examples of platforms that a growth
marketer might want to test for their business.
 True
 False

33. 33

91.What does an UTM parameter help you identify?
 Lifecycle stage
 Lead attribution
 Company name
 Content medium
92.Fill in the blank: To effectively tell your business’ story, you need ________________.
 a mission with supporting values
 great products and services
 a testimonial from a happy customer
 an interesting history
93. Fill in the blank: Understanding your ____________ is the first step to instilling a
growth mindset within your organization.
 marketing funnel
 buyer’s journey
 buyer personas
 ad budget

34. 34

HubSpot Digital
Advertising
Certification Answers


Exam Name: HubSpot Digital Advertising Certification
Exam URL: https://academy.hubspot.com/courses/digital-advertising
Pages: 17
Questions: 89

35. 35

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
15. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
16. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
17. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
18. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
19. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
20. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
21. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

36. 36

HubSpot Digital Advertising Certification Answers
1.What is a benefit of using digital advertising in conjunction with organic marketing
efforts? Select all that apply.
 Remarket to existing contacts and website visitors
 Use analytics to better understand your audiences across platforms
 Outperform your organic marketing efforts
 Optimize your ad content to perform its best across channels
2. Which of the following is NOT a stage in the buyer’s journey?
 Decision
 Consideration
 Research
 Awareness
3.What should your awareness stage ads do?
 Address the problem your buyer persona is experiencing
 Question why your buyer persona cannot solve their own problem
 Present your business as the only solution that is right for your audience
 Focus on your competitive position in the marketplace
4.What should your consideration stage ads do?
 Promote generic, unbranded content
 Direct someone to a pricing page
 Include discounts to encourage immediate purchase
 Help your buyer persona solve their problem
5. What should your decision stage ads do?
 Tell your buyer persona why the other products or services available are bad
 Promote lead generation content offers
 Highlight the value of your company’s products or services
 Target only your existing customers
6. Scenario: You work for a company called PetSpot that sells animal supplies. Which of
the following audiences would be the best to target on social media at the awareness
stage of the buyer’s journey?
 People who have previously interacted with one of your digital ads
 A lookalike audience based on your existing customers
 People who have previously visited your website
 An audience based on people who have watched your company’s YouTube videos

37. 37

7.Scenario: You work for a company called PetSpot that sells animal supplies. Which of
the following keywords would be the best to use for paid search at the consideration
stage of the buyer’s journey?
 “Different types of dog food”
 “How to teach a dog to sit”
 “Best animal rescues near me”
 “PetSpot animal supplies”
8. Which of the following is an example of a business’s “reasons to believe?”
 Sustainability
 Ethical sourcing
 Free shipping
 Charitable donation
 All of the above
9.Fill in the blank: A paid media plan is the bridge between your ______ and your
business goal.
 ideas
 historical performance
 target audience
 conversion path
10.Which of the following is NOT one of the three elements of a marketing mix?
 Earned media
 Owned media
 Social media
 Paid media
11.Fill in the blank: You should use a target CPA bidding strategy when you have
_____.
 an efficient CPA
 an inefficient CPA
 a big advertising budget
 a small advertising budget
12.Which of the following is NOT an ad targeting strategy?
 Contextual targeting
 Demographic targeting
 Audience targeting
 Behavioral targeting
13.With demographic targeting, you could reach people who:
 are between the ages of 25-49 located in Austria who speak German

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 have visited your website before or are subscribed to your blog
 have searched for key terms in German related to marketing software
 have an interest in technology and read an online publication called Martech Today
regularly
14. With behavioral targeting, you could reach people who:?
 are located in the Denver metro area and have a household income between $50,000
and $100,000
 have an interest in video games
 spent at least 5 minutes reading your most recent blog post
 spend a lot of time reading online news publications
15.With contextual targeting, you could reach people who:
 have conducted searches online for keywords related to startups and entrepreneurship
 are interested in startups and read articles on Entreprenuer.com
 recently downloaded your Guide to Entrepreneurship lead generation content offer
 are located in the San Francisco Bay Area
16.What is the difference between pixel-based retargeting and list-based retargeting?
Select all the apply.
 Pixel-based retargeting is for anonymous site visitors, list-based retargeting is for
existing contacts
 Pixel-based retargeting is for existing contacts, list-based retargeting is for anonymous
site visitors
 Pixel-based retargeting relies on tracking pixels, list-based retargeting relies on
forms and a CRM
 Pixel-based retargeting is more effective, list-based retargeting is less effective
17.Scenario: You want to target an audience that has previously viewed your product’s
pricing page on your website. Which targeting strategy should you use?
 Behavioral targeting
 Audience targeting
 Retargeting
 Demographic targeting
18.Which of the following is NOT an ad copywriting best practice?
 Focus on value
 Use simple language
 Include conversational CTAs
 Use acronyms
19.Which of the following ad copy examples follows the best practices for simplifying
language?
 “Looking for a new car insurance policy? Talk to a CISR today.”

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 “Protect you and your loved ones with a car insurance policy made for the whole
family.”
 “You drive your car on a regular basis during the course of the day. Protect yourself
with affordable car insurance.”
 “You never know what things might happen while on the road. Get car insurance that
you can trust.”
20.Fill in the blank: The goal of a concept ad is to increase _____.
 brand awareness
 engagement
 sales
 lead generation
21. Fill in the blank: The goal of a content ad is to increase _____.
 views
 sales
 brand awareness
 lead generation
22. Fill in the blank: The goal of a commerce ad is to increase _____.
 engagement
 sales
 views
 lead generation
23.True or false: The rule of thirds is the process of dividing an image into thirds, using
two horizontal lines and two vertical lines, and positioning the most important elements
inside the squares the lines create.
 True
 False
24.Following the rule of thirds helps you:
 draw attention to the most important elements of your ad creative
 make your ad creative pop by using contrasting colors
 use imagery of people that is representative of your target audience
 turn one concept into three ad creatives
25.What is conversion rate optimization (CRO)?
 A metric used to quantify the number of digital views or engagements of a piece of
content, usually an advertisement, digital post, or a web page
 The process of increasing the percentage of website visitors who take a desired
action
 A reporting strategy that allows marketers and sales teams to see the impact that
marketers made on a purchase or sale

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 The process by which an anonymous website visitor becomes a known lead
26. What are best practices for optimizing your conversion path? Select all that apply.
 Align your ad creative and copy to your landing page
 Always use a pop-up form to increase conversions
 Collect as much information as possible in your form or checkout process
 Remove the navigation from your landing page
27.A Facebook core audience is based on:
 location, demographics, interests, behavior, and connections
 the number of years a person has been on Facebook
 people who have already expressed an interest in your business
 new people who share the characteristics of your existing audience
28.Which of the following metrics does Facebook use to rate the expected performance
of your ads? Select all that apply.
 Quality
 Engagement
 Conversion
 Relevance
29.What is the benefit of advertising in Instagram Explore?
 It costs less money to advertise in Explore so advertisers can see better performance
 Fewer advertisers run ads in Explore so there is less competition
 People in Explore are in the mindset to discover content from creators they don’t
follow
 More people view content in Explore than they do in their own feed
30.What is the best way to advertise on Instagram?
 Create ad campaigns in the Facebook Ads Manager
 Create ads from your Facebook Page and promote them on both Facebook and
Instagram
 Promote posts and stories directly from your Instagram professional account
 Boost existing posts from your Facebook account
31.What do sponsored messages on Facebook Messenger allow you to do?
 Display messages in the Facebook News Feed to your audience
 Run story ads on Facebook Messenger
 Add a call-to-action in your Facebook ads to start a conversation with your business in
Facebook Messenger
 Advertise to people who have interacted with your business on Facebook
Messenger
32. What is one advantage of advertising on LinkedIn?

41. 41

 Advertising on LinkedIn is often less expensive than advertising on Facebook
 You can target audiences with unique demographics, like job title and industry
 LinkedIn has more ad types than any of the other social media platforms
 You can advertise to a highly engaged audience that interacts with more ads than
organic content
33.What type of company would be most likely to find success advertising on Pinterest?
 An accounting firm
 A fashion brand
 A marketing technology company
 A government agency
34. What is one ad type that is unique to Snapchat?
 Story ads
 Image ads
 Sponsored messages
 AR lenses
35.What is the difference between a brand keyword and a non-brand keyword?
 A brand keyword is more expensive, a non-brand keyword is less expensive
 A brand keyword receives less traffic, a non-brand keyword receives more traffic
 A brand keyword has more variations, a non-brand keyword has fewer variations
 A brand keyword includes a brand’s name, a non-brand keyword does not
include a brand’s name
36.What is one benefit of running search ads for brand keywords?
 They always appear first in the search results, above other ads
 They protect your traffic if a competitor bids on your brand keywords
 They see a higher click-through rate than non-brand keywords
 They are significantly less expensive than search ads for other keywords
37. Fill in the blank: A keyword set to ______ match type will display your ad when the
search term contains any or some combination or variations of the words in your
keyword, in any order.
 phrase
 negative
 exact
 broad
38.If you have a keyword set to broad match, but you want to select specific keywords
that must be included in the search query for your ad to be displayed, what would you
use?
 A negative keyword
 A phrase keyword

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 A broad match modifier
 A phrase match modifier
39.If you want to exclude your ad from being shown on searches containing a specific
keyword, what would you use?
 A negative keyword
 A phrase keyword
 A broad match modifier
 A phrase match modifier
40.Which of the following represents an exact match keyword?
 “dog treats”
 [dog treats]
 dog treats
 -dog treats
41.Which of the following represents a phrase match keyword?
 +smart tv
 -smart tv
 [smart tv]
 “smart tv”
42.What symbol would you use to add a broad match modifier?
 /
 ^
 + (answer)
 –
43.What symbol would you use to add a negative keyword?
 /
 ^
 +
 – (answer)
44.What elements should be included in your search ad copy? Select all that apply.
 Questions
 Keywords
 A call-to-action
 Analogies
45.Scenario: You work for H.Bloom, a flower delivery company. You are running a paid
search ad for the keyword “flower delivery” that directs to the landing page below. The
goal of this ad is to drive leads. What would you do to potentially improve the ad’s
performance? Select all that apply.

43. 43

 Remove the H.Bloom logo from the landing page
 Add the keyword “flower delivery” to the landing page
 Remove the header navigation from the landing page
 Move the form to the bottom of the landing page
46.What is the benefit of including ad extensions in your search ads?
 Take up more space in the SERPs
 Improve click-through rate
 Provide more value to potential customers
 All of the above
47.What is ad rank?
 A value used to determine your ad position
 The maximum amount of money you’re willing to pay for a desired action on your ad
 A set of related ad groups often used to organize categories of products or services you
offer
 The amount/number of advertising dollars you spend to acquire one new customer
48. Scenario: You work for H.Bloom, a flower delivery company. You are running a
paid search ad for the keyword “flower delivery” that directs to the landing page below.
The goal of this ad is to drive leads. What would you do to potentially improve the ad’s
performance? Select all that apply.
 Remove the H.Bloom logo from the landing page
 Add the keyword “flower delivery” to the landing page
 Remove the header navigation from the landing page
 Move the form to the bottom of the landing page
49.What enables buyers of digital advertising inventory to manage multiple ad
exchanges through one interface?
 Advertising platform
 Demand-side platform
 Keyword manager
 Targeted advertising manager
50. What ad tracking method should you use to retarget people on social media who
have visited your website?
 UTM parameters
 Tracking pixels
 HTTP cookie
 Demographic targeting
51. A/B testing (split testing) is the process of:
 collecting data and user insights on the performance of online advertising campaigns

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 running marketing experiments to see which version of an ad connects better
with your audience
 quantifying the number of digital views or engagements of a piece of content
 finding and analyzing search terms that people enter into search engines
52.If your business has a short buying cycle, which attribution model should you use?
 First and last
 First-touch
 Linear
 Simple decay
53. If you want to know which marketing effort is attracting people to your brand,
which attribution model should you use?
 Linear
 First-touch
 Last interaction
 Simple decay
54. In what order should the steps to conduct a marketing experiment be completed?
 Make a hypothesis, collect research, choose measurement metrics, create and
execute the experiment, analyze the results
 Choose measurement metrics, collect research, make a hypothesis, create and execute
the experiment, analyze the results
 Analyze the results, make a hypothesis, choose measurement metrics, create and
execute the experiment, collect research
 Collect research, choose measurement metrics, make a hypothesis, analyze the results,
create and execute the experiment
55. Scenario: You want to run an A/B test for an ad campaign. Which of the following
are examples of what you could experiment with?
 Creative
 Audiences
 Landing pages
 All of the above
56. Based on the data below, which is the most effective advertising campaign?
(Duplicate 1)
 Campaign 1 because it drove more leads
 Campaign 1 because it has a lower lifetime value
 Campaign 2 because it has a greater return
 Campaign 2 because it has a higher CPA
57. Based on the data below, which is the most effective advertising campaign?
(Duplicate 2)

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 Campaign 1 because it has a greater return
 Campaign 1 because it drove more leads
 Campaign 2 because it has a greater return
 Campaign 2 because it drove more leads
58.Based on the data below, what is the return on ad spend (ROAS) for the campaign?
(Duplicate 1)
 $2.50
 $5
 $7.50
 $10
59.Based on the data below, what is the return on ad spend (ROAS) for the campaign?
(Duplicate 2)
 $3
 $4
 $5
 $6
60.Which metric best helps you convey the value of your advertising strategy?
 CPC
 Reach
 CPM
 ROAS
61.Fill in the blank: The difference between digital advertising and organic marketing
on social media platforms is that digital advertising is _____ and organic marketing is
_____. Select all that apply.
 paid; not paid
 for ecommerce only; for all businesses
 more targeted; less targeted
 unhelpful; helpful
62.How often should you evaluate your paid media budget?
 Weekly
 Monthly
 Quarterly
 Annually
63.Where should you allocate the majority of your paid media budget?
 New advertising channels that you haven’t advertised on before
 Brand campaigns across advertising channels
 Video production
 Proven efforts that drive your main KPIs

46. 46

64.Which of the following is NOT an automated bidding strategy?
 Maximize conversions
 Maximize views
 Target ROAS
 Target CPA
65. Fill in the blank: Retargeting an example of _____ targeting.
 contextual
 demographic
 audience
 behavioral
66.Which ad creative best practice(s) are displayed in the example below? Select all that
apply.
 Contrasting colors
 Seasonal theme
 The rule of thirds
 None of the above
67.Which ad creative best practice(s) are displayed in the example below? Select all the
apply.
 The rule of thirds
 Contrasting colors
 Seasonal theme
 None of the above
68.Which ad types are available on social media platforms? Select all that apply.
 Lead ads
 Message ads
 Video ads
 Search ads
69.A Facebook custom audience is based on:
 the number of connections a person has on Facebook
 new people who share the characteristics of your existing audience
 people who have already expressed an interest in your business
 people who recently created a Facebook account
70. A Facebook lookalike audience is based on:
 people who have already expressed an interest in your business
 new people who share the characteristics of your existing customers
 the number of years a person has been on Facebook
 people who have viewed your social media posts but not interacted with them

47. 47

71.Where do ads appear on YouTube? Select all that apply.
 In the subscriptions bar
 In the search results
 Before a video
 During a video
72.What can you most easily accomplish by advertising on TikTok?
 Lead generation
 Sales
 Brand awareness
 Conversions
73.Fill in the blank: A keyword set to _____ match type will display your ad if the search
term includes that keyword, or a very close variation.
 broad
 exact
 specific
 negative
74.Fill in the blank: A keyword set to _____ match type will display your ad if the search
term contains the same order of the words, but it can also contain additional words.
 negative
 phrase
 broad
 specific
75.Which of the following represents a broad match keyword?
 wall art
 “wall art”
 wall +art
 -wall art
76.True or false: Quality score is an algorithm that scores each of your search ads on
spelling and grammar.
 True
 False
77.How many ad extensions should you include in your search ads?
 2
 3
 5
 All that are available
 As many as many as make sense for your business

48. 48

78.What enables web publishers and digital out-of-home media owners to manage their
advertising inventory?
 Demand-side platform
 Data management platform
 Advertising platform
 Supply-side platform
79.What’s the difference between first-party cookies and third-party cookies?
 First-party cookies are generated by visiting any website, third-party cookies are
generated by downloadable apps
 First-party cookies are generated when you launch an ad campaign, third-party
cookies are generated when you launch any other marketing campaign
 First-party cookies are generated by your own website, third-party cookies are
generated by websites other than your own
 First-party cookies tell you information about what websites a person visits, third-
party cookies tell you information about what social media platforms a person uses
80.What ad tracking method should you use to identify which marketing campaign
referred traffic to your website?
 HTTP cookie
 Behavioral targeting
 Tracking pixels
 Tracking URLs
81.What is an attribution model?
 The rule, or set of rules, that determines how credit for sales and conversions is
assigned to touch points along conversion paths
 A code that gets generated and stored on a website visitor’s computer when they visit
your site
 An online advertising method in which marketers place ads on search engine results
pages (SERPs)
 The use of artificial and machine learning to buy ads in real-time, instead of going
through human negotiations and pre-set prices
or
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing experiment where you split your audience to test a number of
variations of a campaign to determine which performs better.
 A set of statistical rules that helps you define the credit assigned to each
interaction a visitor takes along their buyer’s journey at your organization.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.

49. 49

82.True or false: Digital advertising is a targeted, data-driven advertising strategy for
reaching consumers online at every stage of the buyer’s journey.
 True
 False
83. Scenario: Your business wants to advertise to a local audience. Which targeting
strategy should you use?
 Retargeting
 Contextual targeting
 Behavioral targeting
 Demographic targeting
84. True or false: An organic marketing strategy is reliant on your followers, while
social media advertising allows you to target new audiences.
 True
 False
85.Which of the following goals are options available for advertising on Twitter? Select
all that apply.
 Engagement
 Website clicks
 Sales
 App downloads
86.From top to bottom, what should your search account structure hierarchy look like?
 Campaigns, ad groups, keywords
 Ad groups, campaigns, keywords
 Keywords, campaigns, ad groups
 Keywords, ad groups, campaigns
87.Select all that apply. The problem with early online advertising was that ads were:
 Not targeted
 Disruptive
 Hidden
 Inexpensive
88. Scenario: You work for a company called PetSpot that sells animal supplies. The
best audience to target on social media at the decision stage of the buyer’s journey
would be people who:
 have expressed an interest in dogs
 meet the demographic profile of your buyer persona
 have liked your posts on social media
 have added items to their cart, but did not complete their purchase

50. 50

89.Scenario: You want to target an audience that visits popular marketing websites,
such as Marketing Land and Ad Age. Which targeting strategy should you use?
 Pixel-based retargeting
 List-based retargeting
 Contextual targeting
 Behavioral targeting

51. 51

HubSpot Digital
Marketing Course
Answers


Exam Name: HubSpot Digital Marketing Course
Exam URL: https://academy.hubspot.com/courses/digital-marketing
Pages: 17
Questions: 93

52. 52

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
22. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
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centric practices.
23. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
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credibility and make you stand out among your peers.
24. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
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25. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
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28. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

53. 53

HubSpot Digital Marketing Course Answers

1.Fill in the blank: Words like “free” or “percent off” may not trigger spam filters for
your email, but could ___________.
 yield higher unsubscribe rates
 trigger fewer sales
 align with the content for coupons in the email
 appear to be sent by a bot
2.True or false? You should use a consistent naming system to store and easily identify
hosted files.
 True
 False
3.True or false? If you want to produce great content, then you need to hire an in-house
content creator.
 True
 False
4.Fill in the blank: When creating a headline for your content, you should come up with
___________ different headlines.
 1
 5-10
 At least 10
 aMore than 10
5.True or false? Effective writers start by filling in the main points of their content and
save writing the introduction and conclusion for after they’ve written their piece.
 True, it can be overwhelming to write an introduction first without knowing
where the content is headed.
 True, the introduction is always the easiest part to write.
 False, writing an introduction first will help align the rest of the article.
 False, you should write your conclusion before your introduction.
6.True or false? When possible, you should try and use extensive vocabulary in your
writing.
 True, extensive vocabulary makes you appear more credible and confident.
 True, people make purchasing decisions based on if you look smarter than your
competitors.
 False, extensive vocabulary makes you appear less credible and confident.
 False, extensive vocabulary takes up too much space on a page.

54. 54

7.True or false? Never use acronyms in your writing.
 True, this helps avoid confusion.
 True, deleting acronyms makes your content more welcoming.
 False, use acronyms sparingly.
 False, your audience will know what the acronyms mean.
8.Which network has the longest life for a piece of content?
 Facebook
 LinkedIn
 Snapchat
 Pinterest
9.On which social network should you share content most frequently?
 Facebook
 LinkedIn
 Twitter
 Pinterest
10.What does CRM stand for?
 Custom Rendering for Mobile
 Custom Relationship Modules
 Customer Relationship Management
 Customer Rotation Model
11.There are three key components to sending the right email. Two of them are the right
email and the right time. What is the third?
 The right person
 The right segments
 The right email platform
 The right buyer personas
12.What occurs during the attract stage of the inbound methodology?
 You answer questions and provide solutions for the challenges your prospects and
customers face and strategies to accomplish the goals they set.
 You focus on bringing prospects and customers to your social pages or website
through relevant and helpful content.
 You exceed a prospect or customer’s expectations so much that they’ll want to tell
their friends and family about you.
 You collect information about the individual you’re working with.
13.When does the engage stage of the inbound methodology begin?
 The engage stage begins when a purchase occurs.
 The engage stage begins when a customer leaves you.

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 The engage stage begins when a prospect or customer takes a desired action.
 The engage stage begins when a prospect or customer proposes you give them a
discount.
14.What is the purpose of the delight stage of the inbound methodology?
 To exceed expectations
 To provide an outstanding experience every time a prospect or customer interacts with
your company
 To go the extra step to ensure a prospect or customer accomplishes what they set out
to do
 All of the above
15.Fill in the blanks: Tail winds are to ________ : as headwinds are to _________.
 Forces, friction.
 Friction, force.
 Ships, force.
 Ships, friction.
16.What is the difference between a brand keyword and a non-brand keyword?
 A brand keyword is more expensive, a non-brand keyword is less expensive
 A brand keyword receives less traffic, a non-brand keyword receives more traffic
 A brand keyword has more variations, a non-brand keyword has fewer variations
 A brand keyword includes a brand’s name, a non-brand keyword does not
include a brand’s name
17.Fill in the blank: A keyword set to _____ match type will display your ad if the search
term includes that keyword, or a very close variation.
 broad
 exact
 specific
 negative
18.Which of the following represents an exact match keyword?
 “dog treats”
 [dog treats]
 dog treats
 -dog treats
19.Which of the following represents a phrase match keyword?
 +smart tv
 -smart tv
 [smart tv]
 “smart tv”

56. 56

20.Which of the following represents a broad match keyword?
 wall art
 “wall art”
 wall +art
 -wall art
21.What symbol would you use to add a broad match modifier?
 /
 ^
 + (answer)
 –
22.What symbol would you use to add a negative keyword?
 /
 ^
 +
 – (answer)
23.True or false: Quality score is an algorithm that scores each of your search ads on
spelling and grammar.
 True
 False
24.From top to bottom, what should your search account structure hierarchy look like?
 Campaigns, ad groups, keywords
 Ad groups, campaigns, keywords
 Keywords, campaigns, ad groups
 Keywords, ad groups, campaigns
25.How many ad extensions should you include in your search ads?
 2
 3
 5
 All that are available
 As many as many as make sense for your business
26.The inbound methodology is meant to support which business functions?
 Marketing
 Sales
 Service
 A and B
 All of the above

57. 57

27.Scenario: Kyle is in a new role and looking to upskill, so he goes to Google to do some
research. He finds a search engine listing that piques his interest and clicks it. He’s
taken to a blog post on your site. He reads the post and sees there’s a content offer. He’s
interested, but not sure he’s ready to give his information for it just yet. Below the offer,
he sees a chatbot asking if he needs help so he clicks it to start a conversation. Which
stage of the inbound methodology is Kyle in?
 Awareness
 Attract
 Engage
 Decision
 Delight
28.What does it mean to have an inbound approach to doing business?
 Your business only runs ads that boost top-performing social media posts.
 Your business only focuses on an organic marketing strategy as opposed to
interrupting them with ads.
 Your business focuses on empowering your prospects and customers, rather than
forcing them to engage with you.
 Your business’s word-of-mouth is so strong that you don’t have to do any form of
marketing or advertising.
29.Fill in the blank: When planning the timing of content in a calendar, _______.
 stick to a schedule and hold your team accountable to their deadlines
 create focus by only working on one project at a time
 remain flexible to account for changes
 have your team submit ideas they want to work on
30.What stage of the buyer’s journey is your audience in if they’re choosing a free trial
or consultation?
 Awareness
 Engage
 Decision
 Delight
31.True or false? Relevancy directly impacts ranking strength.
 True
 False
32.Fill in the blank: Once a search engine bot discovers your web page, it _______.
 checks to see if the content is unique from its database of content
 checks to see if it can read all forms of media included within the page
 decides how relevant it is to certain search queries by indexing it based on signals
like keywords used within it
 adds a cookie to it to come back later if it intends to rank it in the top 100

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33.Fill in the blank: Measuring your website’s authority comes down to assessing the
volume and quality of the ____________.
 title tags that are optimized for SEO
 pages your website ranks for on the first page of search engines
 backlinks you have to your website
 content that exists on your website
34. Scenario: Your business is going through a website redesign. The goal of the redesign
is to update the look and feel of the website to better represent the brand. Your manager
recommends a custom font to help make the content stand out. How should you
respond?
 “That sounds great. Do we have a size and preferred color for this custom font?”
 “To save budget on a custom font, we should consider purchasing another brand’s
custom font and making updates to it.”
 “We should consider using a Google font because they’re accessible to all web
browsers.”
35. True or false? To help improve SEO, your URL should match the title of your blog
post, word for word.
 True
 False
36.Fill in the blank: The ideal blog post title is _____ characters.
 15
 60
 75
 90
37. Which of the following is an example of a video in the engage stage?
 A promotional video featured on a landing page
 A social video that shows off your brand’s personality
 A testimonial of one of your customers with relatable stories
 A funny video of a cat sitting on a window sill
38.Fill in the blank: Videos related to __________ moments address company
milestones, new product or service features, or other company-related updates.
 brand
 business
 entertainment
 sales
39.True or false? Watching three seconds of a YouTube video is considered a view.
 True

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 False
40.Your manager asks your thoughts on how to increase visibility on the business’s
YouTube channel. Which response best aligns with how YouTube’s algorithm works?
 “YouTube as a channel is not worth the investment. There are far more valuable
channels with SEO benefits that the business should focus on.”
 “While views are important, YouTube rewards videos with the most clicks. The more
people that start watching a video, the more YouTube will feature your video.”
 “YouTube wants viewers to watch videos all the way through. We should focus
on creating more engaging video content.”
41. All of the following are key places your videos can appear on YouTube EXCEPT:
 In search results
 On the homepage
 On a sponsored page
 In the trending system
 In subscriptions
42.Your manager tasks you with getting more of your web pages displayed in the
featured snippet on a search engine results page. The best way to increase the number of
your web pages that appear in featured snippets is by _______?
 answering a question in the form of a detailed list
 asking questions in your H4 headers
 embedding social media posts throughout your content
 creating a title tag with your primary keyword featured near the beginning of it
43.Which of these KPIs demonstrate social media ROI? Choose all that apply.
 Direct sales revenue from social media, such as orders that come in from a
coupon or links into your website that lead to purchase.
 Lead conversions from social media campaigns. This may vary from company to
company but could include email signups, downloads of materials like an ebook,
or activations of trial software.
 Customer ratings and reviews demonstrate strong engagement and opinion. They are
also one of the biggest indicators to other people that a product or a service is worth
buying.
 Customer satisfaction – it’s often tracked with a net promoter score (often called
NPS), this gives you a sense of whether or not your social customer service efforts are
working.
44. Which of the following places on Instagram can you use a link to click through to
your website? Choose all that apply.
 Stories
 Bio
 Post copy
 Advertisement

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45. In order to include a link in a Story, Instagram requires business accounts to have
____ followers.
 500
 1,000
 5,000
 10,000
46.True or false? When getting started with a business Instagram account, consider
purchasing at least 1,000 followers to make your brand look more credible and acquire
followers at a faster rate.
 True
 False
47.True or false? Adding a string of meaningless numbers to your Instagram username
could appear spammy.
 True
 False
48. Scenario: Tom is an avid Facebook user. Tom’s friend, Jane, posts a video from a
travel-focused company called Get Out, Stay Out, about a new, local hiking trail. In the
comments, Jane shares her thoughts and opinions about the trail. The following day,
Tom’s sister sends him the same video link through Facebook Messenger. The Facebook
algorithm sees all these interactions. Keeping this in mind, it’s likely Facebook will
_______.
 Send Tom a Facebook message with a detailed map of the trail
 Send Tom an email with a detailed map of the trail
 Feature a detailed map of the trail as an advertisement to Tom
 Feature the post at the top of Tom’s news feed
49.True or false? You shouldn’t join a competitor’s Facebook Group. Doing so would
only help increase their visibility, making it harder for you to create and grow a
Facebook Group for your business.
 True
 False
50.True or false? You can have more than one key result per objective.
 True
 False
51.Scenario: An exact-match keyword for one of your ads is “blue women’s t-shirts.”
Which of the following search queries would generate this ad? Choose all that apply.
 Blue women’s t-shirts
 Blue women’s t-shirt

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 Blue t-shirts
 Women’s t-shirts
 Women’s t-shirt
52.Scenario: A phrase-match keyword for one of your ads is “traveling in Boston.”
Which of the following search queries would generate this ad? Choose all that apply.
 Traveling in Boston
 Traveling in Boston during the winter
 Travel in Boston during the winter
 Where to travel in Boston
 What’s it like to travel in Boston
53. True or false? To deliver an ad only to people searching for dress shoes for men, you
could modify your broad match keyword to “+men’s dress shoes.”
 True
 False
54.True or false? If you’re just starting out with paid ads and don’t know exactly how
your persona will be searching, move from a narrower search to a broad match.
 True
 False
55.What are the two key actions to look at when optimizing each part of your email?
 The segment and the open
 The open and the click
 The contacts and the goal
 The subject line and the preview text
56.Fill in the blank: The ideal length of an email subject line is _____ characters.
 41–50
 55–75
 10–20
 75–100
57.To provide a personalized experience to your email reader, which of the following
best practices should you employ? Select all that apply.
 Add the contact’s first name
 Mention their interests
 Mention the exact pages they’ve visited on your site
 Mention an action the contact has taken with their company
58.Which of the following is NOT an example of owned media?
 Your website

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 Social media profile
 Sponsored content
 Blog Content
59.Which of the following is NOT an example of paid media?
 Guest blog posts
 Boosted Facebook posts
 Google Ads
 Sponsored content
60.True or false: You should include either budget information or a time estimate in
your content creation plan.
 True
 False
61.True or false? Your content creation framework should stay consistent over time.
 True, the best way to remain efficient is to stick with a process.
 True, the investment to update a process can be very expensive and time intensive.
 False, as business goals and content change, so should your process to support
them.
 False, your process should be updated every time a new team member joins.
62.What can you do to make a headline more compelling?
 Broaden the topic
 Make a promise to the reader
 Over five words
 Use special characters to help it stand out
63. When is the most effective time to boost content on social media?
 When it’s performing well
 When it has a link to a website
 When it showcases one of your products or services
 You should boost every social media post no matter the context
64.True or false? As buying behavior changes, the inbound philosophy will also evolve.
 True
 False
65.What is one benefit of running search ads for brand keywords?
 They always appear first in the search results, above other ads
 They protect your traffic if a competitor bids on your brand keywords
 They see a higher click-through rate than non-brand keywords
 They are significantly less expensive than search ads for other keywords

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66.Fill in the blank: A keyword set to _____ match type will display your ad if the search
term contains the same order of the words, but it can also contain additional words.
 negative
 phrase
 broad
 specific
67. Fill in the blank: A keyword set to ______ match type will display your ad when the
search term contains any or some combination or variations of the words in your
keyword, in any order.
 phrase
 negative
 exact
 broad
68.If you have a keyword set to broad match, but you want to select specific keywords
that must be included in the search query for your ad to be displayed, what would you
use?
 A negative keyword
 A phrase keyword
 A broad match modifier
 A phrase match modifier
69.What is the benefit of including ad extensions in your search ads?
 Take up more space in the SERPs
 Improve click-through rate
 Provide more value to potential customers
 All of the above
70.True or false? A content offer is something you create and publish in exchange for
personal information, like an email address and a name.
 True
 False
71.All of the following impact a website’s ability to rank on a search engine results page
EXCEPT:
 URL
 Page title
 Meta description
 Header tags
 Site architecture
72.True or false? Website performance does not impact visibility on Facebook.

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 True
 False
73.Which of the following is the best practice for optimizing the elements on a web page
to reduce page size?
 Use Google Fonts instead of custom fonts.
 Make your images responsive.
 Don’t compress your images.
 A and B
 All of the above
74. How could this sentence be corrected to cut out fluffy words? “I really just want to
go to the arcade to play games in order to have fun.”
 “I really just want to go to the arcade to play games in order to have fun.”
 “I just want to go to the arcade to play games in order to have fun.”
 “I just want to go to the arcade to play games and have fun.”
 “I want to go to the arcade to play games and have fun.”
75.Which of the following is an example of a video in the delight stage?
 A promotional video featured on a landing page
 A social video that shows off your brand’s personality
 A testimonial of one of your customers with relatable stories
 A funny video of a cat sitting on a window sill
76.True or false? The holistic social media team model is common in growing
companies. In this model, one team coordinates the approach to managing each social
media account in partnership with other groups within the organization.
 True
 False
77. When auditing your social media content, what questions should you be looking to
answer? Choose all that apply.
 Does your Facebook text content resonate with your audience?
 Are you posting Facebook content with videos?
 Are you posting Facebook content with images?
 What’s the average time-on-post?
78.What’s an example of a measurable key result? Choose all that apply.
 Increase customer retention from 70% to 85%
 Grow net new contact rate from 5.6% to 9% by the end of Q4
 Improve the time on page above 3 minutes for all product-specific pages by the
end of the month

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79. Having an understanding of what you’re trying to achieve is the most important part
of creating high-performing emails. What theme does this correlate to?
 Setting a goal
 Selecting a template
 Discussing with your team
 Sending your email
80. ___________ characters is the average character length that will appear on a mobile
device for your email.
 10-15
 23-36
 41-50
 50-65
81.During the decision stage of the buyer’s journey, it’s effective to use which of the
following content formats? Select all that apply.
 Case studies
 Infographics
 Testimonials
 eBooks
82. All of the following are attributes of a content creation workflow EXCEPT:
 Identifies outside influencers who will be contributing
 Identifies and organizes who is in charge of specific tasks
 How much money it will cost to complete initiative
 Breaks down all of the work needed to complete a specific initiative
83.To help increase awareness for an upcoming product launch, your manager increases
paid promotion funds by 300%. Which channels could you disperse these funds to?
 Twitter
 LinkedIn
 Google
 A and B
 All of the above
84. True or false? You should post the same message across all of your social channels.
 True, redundant messages ensure that your audience will see it and you get the highest
reach.
 True, posting the same message will help you save time that you can use on more
important initiatives.
 False, you should customize the message based on the platform.
 False, post the same message to Twitter and Facebook, but update LinkedIn as it’s
more of a B2B social platform.

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85.Which KPI is most likely to be a vanity metric?
 Reach
 Engagement
 Return on Investment (ROI)
 Retention and loyalty
86.What are the three stages of the buyer’s journey?
 Awareness, consideration, and decision
 Attract, consideration, and delight
 Awareness, consideration, and conversion
 Awareness, decision, and delight
or
 Awareness, Consideration, Decision
 Attract, Engage, Delight
 TOFU, MOFU, BOFU
87.Which of the following is an example of a video in the attract stage?
 A promotional video featured on a landing page
 A social video that shows off your brand’s personality
 A testimonial of one of your customers with relatable stories
 A funny video of a cat sitting on a window sill
88.Which of the following factors does YouTube pay attention to as part of its
algorithm?
 Which videos each user watches
 What videos each user doesn’t watch
 How many times each user watching a video
 Each users’ video likes and dislikes
 B, C, and D
 All of the above
89.Fill in the blank: ________ refers to how well a document matches a search query.
 Authority
 Relevance
 Ranking
 Discover
90.Fill in the blank: To keep your content calendar agile, it shouldn’t extend more than
___________.
 two weeks
 one month
 three months

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 six months
91.You asked your colleague to provide feedback on a blog post you recently wrote.
When they sent you their feedback, they made edits directly in the doc. Is this a best
practice for a content editing process?
 Yes, because having an editor complete your content ensures it will read well to
others.
 Yes, a content editor’s role is to make updates the way they see fit.
 No, the editor should have tracked changes which would have shown you where
they would apply recommended edits.
 No, they should have set up a meeting to discuss each edit so you could apply them
together.
92. Fill in the blank: When performing a social media content audit, begin by looking at
all of the content you’ve posted in the last _________.
 30 days
 90 days
 two quarters
 year
93. True or false? A benefit of organic content promotion is the ability to develop and
deliver highly targeted content to consumers who will find the content most relevant.
 True
 False

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HubSpot Email
Marketing Certification
Answers


Exam URL: https://academy.hubspot.com/courses/email-marketing
Pages: 17
Questions: 92

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
29. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
30. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
31. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
32. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
33. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
34. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
35. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Email Marketing Certification Answers
1.What is the ideal length of an email subject line?
 41-50 characters
 55-75 characters
 10-20 characters
 75-100 cherecters
2.What is the definition of an email marketing strategy?
 A strategy used to market products and services and nurture relationships in a
human and helpful way through the use of the email channel.
 A separate strategy outside of your inbound efforts that involves sending email.
 A strategy for sending all types of email for your business, including sales emails and
administrative emails.
 A strategy around sending transactional email for your business.
3.When was the first email sent?
 1980s
 2000
 1970s
 1990s
4.How can email marketing fuel your overall inbound strategy?
 Email marketing provides a one-to-one channel of communication.
 Email marketing provides different types of email.
 Email marketing syncs closely to your CRM.
 Email marketing syncs data to external platforms.
5. What does it mean to create an inbound email marketing strategy?
 Develop a way to send blast email, create conversations, and close customers.
 Create a human, helpful, and customer-driven conversation and experience.
 Create a human, inbound, and holistic experience.
 Create a helpful, human, and lead-only driven conversation and experience.
6. Segmentation is an important piece of your inbound email marketing strategy. What
does segmentation primarily help you do?
 Send the right person the right message at the right time.
 Create active lists for your business.
 Segment contacts who you can’t connect with.
 Segment the different functions of your business to target outreach and
communication.

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7. When sending email you can segment contacts by their buyer personas. What is a
buyer persona?
 A buyer persona is an actual representation of your customer based on real data.
 A buyer persona is a semi-fictional representation of your lead before they become a
customer.
 A buyer persona is a semi-fictional representation of your ideal customer.
 A buyer persona is a tool you use to define your ideal customer.
8. You’re looking to send an email to three different lists of contacts. You’ve created
each segmented list based off where those contacts are in their research process with
your company. What type of lists have you created?
 Buyer’s journey lists
 Buyer’s plan lists
 Customer journey lists
 User journey lists
9.The significance of segmentation, the power of personalization, and the impact of data-
driven analysis are the three pillars of an _________.
 effective inbound marketing strategy.
 email marketing sending strategy.
 email marketing and sales strategy.
 effective email marketing strategy.
10. As an inbound professional you might be sending many different types of emails,
even one-to-one communication emails. What will you need to send one-to-many emails?
 Email sending provider
 Email service program
 Email service provider
 Email sender program
11.You can use your database and contact management strategy to do a few things: see
the whole picture of every contact, organize contacts to keep a healthy database at all
times, and what else?
 Organize all the interactions you have.
 Integrate your contact information with other tools you use.
 Integrate with the other parts of your platform.
 Integrate your email information with the other tools you use.
12.Fill in the blank: Inbound is the happy marriage between___________.
 content and email
 strategy and content
 outbound and inbound
 context and content

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13.Each year your contacts database will decay, so to successfully cater to the needs and
interests of your contacts, what do you need to begin with?
 The right contacts in your database
 The right program to analyze the trends
 The right platform to bring in new contacts
 The right strategy to measure the decay
14. Before emailing any contacts in your database, what question do you need to ask
yourself or your team?
 Do we have permission?
 Do we have a segment of contacts?
 Do we have a goal?
 Do we have an email template?
15. If you have an offer that’s targeted towards your leads in your database and
wouldn’t provide as much value to your customers, what could you segment by to send
only to your leads?
 Lifecycle stage
 Contact property
 Buyer’s journey
 Buyer persona
16.To help you track the health of your database, you’ll typically want to have a few
segments that help you monitor that health. What is one example of a segment to track
health?
 A segment that tracks all ineligible contacts
 A segment that tracks all emails sent
 A segment that tracks all actively subscribed contacts
 A segment that tracks all contact sources
17.You received an email this morning where the content didn’t align with the subject or
the context in which you were receiving it. It was a jarring experience for you. What was
this email not doing?
 Creating the right email by bringing content and subject line together
 Creating the right email by bringing content and context together
 Creating the right email by bringing context and buyer personas together
 Creating the right email by bringing inbound and email together
18.True or false? When you take a specific action on a website around a certain topic,
and an email is triggered to you that follows up with additional educational content
around that topic, this is an example of sending the right email.
 True
 False

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19. What helps to ensure you deliver the right email to the right person?
 Buyer personas
 Segmentation
 Buyer’s journey
 Contact properties
20.Fill in the blank: Connecting the different stages of the buyer’s journey with the
content you’re sending is an example of ____________.
 alignment
 relevancy
 context
 connection
21.Using the data you have on each of your contacts—such as when they open, click, and
convert—and scheduling your emails to send when your contacts are mostly likely to
engage with your email is the definition of what?
 Send opportunity personalization
 Send time property
 Send delivering personalization
 Send time personalization
22.Sending the right email requires tactical aspects. Which of these are tactical aspects
of sending the right email?
 Expectations
 Email layout
 Personalization
 All of the above
23. By adding the following copy to your email, what are you doing for your contacts?
“Thanks for subscribing to my blog. I’m thrilled to have you here! You’ll be receiving
updates from me on how to send better emails on a monthly basis, but if you’re looking
to update your email preferences, you can do so anytime here. Invite your team
members to subscribe because when we learn together, we grow together.”
 Setting expectations
 Subscribing them
 Aligning content
 Nurturing the contacts
24.What does AIDA stand for?
 Attention, interest, desire, action
 Attention, interest, decision, action
 Attention, ideas, desire, action
 Attention, intention, decision, action

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25.Having an understanding of what you’re trying to achieve is the most important part
of creating high-performing emails. What theme does this correlate to?
 Setting a goal
 Selecting a template
 Discussing with your team
 Sending your email
26.What are the two key actions to look at when optimizing each part your email?
 The segment and the open
 The open and the click
 The contacts and the goal
 The subject line and the preview text
27.What is the definition of a conversion?
 The completion of an open
 The completion of a click
 The completion of a desired action
 The completion of all clicks
28.What is the ideal length of a subject line?
 41–50 characters
 55–75 characters
 10–20 characters
 75–100 characters
29. You have one goal for your email, and your CTA should drive the reader toward
that goal. In addition to your CTA button, how else can you link to your CTA?
 By hyperlinking appropriate copy
 By editing alt-text
 By linking images to your offer
 All of the above
30.What is graymail?
 Email you technically opted in to receive but do not really want.
 Email you never opted in to receive and do not want.
 Email you opted in to receive and engage with.
 Email that’s delivered to your spam folder.
31.Through sources, permissions, and expectations, you’re taking a close look at the
contacts lists that you’re sending email to. This will help you ______.
 build trust
 create segments
 build segmentation

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 build email deliverability
32.True or false? Any email marketing vendor of value will not allow you to send to a
purchased list.
 True
 False
33.What are the two buckets that your post-send metrics fall into?
 Segmented and non-segmented
 Opened and clicked
 Positive and negative
 Engaged and did not engage
34.True or false? Email deliverability is the measurement and understanding of how
successful a sender is at getting their marketing email into people’s inboxes.
 True
 False
35.A computer program that allows you to access and manage your email is the
definition of what?
 Email client
 Email engagement
 Email outsourcing
 Email platform
36.What is the average width of an email?
 600 pixels
 55 pixels
 900 pixels
 400 pixels
37. True or false? Your email outline is the actual template you’ll use for every email.
 True
 False
38.There are three types of metrics you want to analyze and track. Two of them are
individual email metrics and whole marketing channel metrics. What is the third?
 Return on investment
 Segmentation strategy
 Social media collaboration
 Return on value

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39.True or false? Creating a consistent learning experience is a step in outlining the
design of your marketing emails.
 True
 False
40.True or false? You want to strive for a very little drop off between the number of
people you sent to and the number of people you were able to successfully deliver to.
 True
 False
41.Fill in the blank: Return on investment is used in many aspects of your inbound
strategy. In your email marketing strategy, it is defined as the overall return your
________.
 email campaigns bring in from your business’ initial investment.
 email segments bring in from your business’ initial investment.
 emails deliveries bring in from your business’ initial investment.
 email engagements bring in from your business’ initial investment.
42.What is one common cause of low click-through rates?
 The email is trying to do too many things.
 The email doesn’t have a CTA.
 The email doesn’t have a link to a web-page version.
 The email wasn’t sent to enough people.
43. Fill in the blank: Consistent analysis helps you discover _________.
 trends
 open rates
 click rates
 value
44. What is the first question you should ask yourself when testing your marketing
emails?
 Why am I running this test?
 What am I testing?
 Who am I testing with?
 How long will my test run?
45.Using an A/B test, what can you test with your marketing emails?
 Variations of your email
 The subject line of your email
 The body of your email
 The segment of contacts

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46.Which of the following is NOT a step in creating tests for your marketing emails?
 Design your test.
 Review and start your test.
 Evaluate the segment of recipients you’re sending to.
 Analyze your whole email marketing strategy performance.
47.What is the definition of analysis?
 The detailed examination of anything complex to understand its nature or to
determine its essential features
 The detailed examination of your emails specifically
 The examination of all your marketing efforts at all times
 The examination of how well you’re doing analysis
48.The number of valid email addresses that accepted your company’s message is the
definition of what metric?
 Emails delivered
 Emails sent
 Emails suppressed
 Emails rejected
49.Software with the goal of automating your marketing actions is the definition of
what?
 Lead automation
 Marketing automation
 Services automation
 Sales automation
50.How many contacts do you need on your list to run an A/B test?
 At least 1,000
 At least 50
 At least 2,000
 At least 500
51. Fill in the blank: ________ will give you the number for each email recipient sample
size that will help yield conclusive results.
 A significance test calculator
 The results of your A/B test
 The results of the pre-work of your A/B test
 The purpose of your A/B test
52.When using a significance test calculator, what is the “margin of error” called?
 Confidence interval
 Confidence value

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 Confidence level
 Confidence percentage
53. In an interview with the HubSpot partner Campaign Creators, what did they say is
one of the most important parts of their lead nurturing strategy?
 Patience
 Leads
 Development
 Communication
54.What is the definition of email deliverability?
 The measurement and understanding of how successful a sender is at getting
their marketing email into people’s inboxes
 A program to get into people’s inboxes
 The measurement of how successful a sender is at not getting lost in the spam folder
 The measurement and understanding of spam filters
55.True or false? Are there three levels of opting in types?
 True
 False
56.True or false? This an example of timeliness within lead nurturing: “A contact
downloads a piece of content on ‘The Best Ways to Create Subject Lines for Email
Newsletters.’ You and your company send a follow-up piece of content that builds off
that subject, such as a blog post on how to write effective email copy.”
 True
 False
57.When looking to send email to your contacts you need to collect what _______ to help
build the trust you need to create lasting relationships with your contacts.
 Verifiable permission
 Email address
 Email domain
 Verifiable business name
58. When planning an effective lead nurturing campaign, what is the first step that you
should take as an inbound professional?
 Setting goals
 Creating content
 Selecting personas
 Identifying the timeline
 Measuring and improving.
59.What is the the last step of running effective lead nurturing campaigns?

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 Setting goals
 Selecting personas
 Measuring and improving
 Creating content
 Identifying the timeline
60.A lead views a specific page on your website, say, your case study page. You then
send targeted follow-up content like one of your more popular case studies. This is an
example of what type of email?
 Transactional
 Marketing
 Sales
 Behavioral
61.When creating your overall lead nurturing strategy, what is something you want to
keep in mind and make a part of your strategy?
 Treating your contacts the way you want to be treated and showing them value
 Contact management and segmentation
 Lead rotation for handoff to sales
 Only top-of-the-funnel contacts
62. Fill in the blank: Without ________ for your emails, you won’t know if your emails
are successful or not.
 contacts
 goals
 segmentation
 personalization
63.Fill in the blank: In your email marketing strategy, CATS refers to “the right content
to the right audience ______________.”
 at the right time equals success.
 at the right time equals sending.
 at the right term equals successful sending.
 at the right test equals success.
64.When sending the right email, there are three key things you’ll need to understand:
why you are sending that email, your goal, and the value you’re delivering to the person
on the other end of the send. This gives you the foundation to __________.
 set the right buyer personas to send email by setting appropriate segments in your
database that will match with the content you’re creating
 set the right template for your emails to send the most contextual message to the
appropriate segments
 set the right expectations with those receiving your email by setting an
appropriate and contextual goal and then pairing that with information that will
provide the most value

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 set the right foundations to send your transactional emails at the right time
65.Fill in the blank: In the _________ stage of the buyer’s journey, the potential buyer
has defined their problem and is actively researching different solutions.
 consideration
 awareness
 decision
 acquisition
66. Fill in the blank: Words like “free” or “percent off” will not only trigger spam filters
for your email, but will also ___________
 have higher unsubscribe rates.
 trigger better sales.
 align with the content for coupons in the email.
 not sound like the email is coming from a real person.
67.Fill in the blank: The snippet of copy that’s pulled in from the body of your email is
the _________.
 preview text
 preview email
 preview content
 preview line
68.True or false? On average, for every dollar spent on email, it has consistently
produced anywhere from a $40-44 return.
 True
 False
69.In the email world, consent can be defined as any time you collect verifiable
permission from an email recipient to send them email. What is one way you can collect
consent?
 Selecting a checkbox to grant consent
 Filling out a form
 Selecting a checkbox in an email
 Filling out a lead flow
70.True or false? If you cannot determine the source of your contacts, you have
verifiable permission to send them.
 True
 False
71.True or false? You need a dedicated A/B testing tool to run your A/B tests.
 True

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 False
72. When deciding to run an A/B test, your team discusses the length of time you want to
run your test for. What should you and your team do to define the time range?
 Decide that three hours is long enough because people never check our emails after
that.
 Try to test for 24 hours to give us enough time to produce statistically significant
results.
 Three hours is too long. We should only run it for an hour so we can make our
decision faster.
 We should review past emails we’ve sent to see where opens and clicks start to
drop off, then identify the time frame we want to test in.
73.True or false? Every test you run needs to have statistically significant results.
 True
 False
74. What is the definition of lead nurturing? (Duplicate 1)
 The process of building relationships with your prospects with the goal of earning
their business when they’re ready
 The process of building relationships with leads specifically to convert them for the
first time
 The process of developing your sales relationships
 The process of developing your relationships through inbound service
75.True or false? Trust is not a factor of your lead nurturing strategy.
 True
 False
76.What are the three ways to look at your contacts list through?
 Sources, permissions, expectations
 Sources, expectations, delivery rate
 Sources, clicks, opens
 Sources, permissions, delivery rate
77.Fill in the blank: A ___________ strategy is focused on using a software program to
easily store and source a contact’s information, including their name, contact history,
email information, and more.
 contact management
 contact organization
 contact program
 contact database

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78.There are three key components to sending the right email. Two of them are the right
email and the right time. What is the third?
 The right person
 The right segments
 The right email platform
 The right buyer personas
79.Taking the essential pieces of any email and optimizing each piece to help drive
conversions towards your set goal will help you create high-performing emails. What
are these essential pieces?
 The goal of why you’re sending it and then the carefully designed components
layered on top of each other
 The segments you’re sending to and the deliverability goals of your email
 The template you’re using to send your email and the footer information you’re using
 The segments of contacts you do not send to and the the segments you are sending to
80.What are the three levels of opt-in?
 Opt-in, opt-out, and neutral
 Neutral, opt-in, and confirmed opt-in
 Opt-out, opt-in, and GDPR opt-out
 There are only two.
81.What does email delivery refer to?
 Whether or not a receiver accepts your email
 Whether or not a contact opens your email
 Whether or not a receiver clicks your email
 Whether or not a receiver rejects your email
82. True or false? You need a web designer to design your marketing emails.
 True
 False
83.Your email metrics are your listening device to refine and improve your marketing
emails over time. What can your metrics help you track?
 Segmentation
 Buyer’s journey
 Conversations across emails
 Social interaction
84.When sending emails and setting goals, you want to go beyond checkpoints of
activities for your goals. What are examples of checkpoints of activity?
 SMART goals
 Segmentation

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 Engagement
 Open and click rates
85.What does the send metric help you analyze?
 Any email recipients who was sent to and accepted your message.
 Any email recipients who can’t be sent to because you do not have the legal basis of
permission to send to them under GDPR.
 Any email recipients who can’t be sent to either because they unsubscribed,
bounced, or were suppressed.
 Any email recipients who have opted in to receive your message and were sent to.
86. Lead nurturing can be defined as a way to build relationships. While building these
relationships, there are key benefits to your business. Lead nurturing will help you build
relationships by being the ___________.
 timely, efficient, and targeted approach to connecting with your leads
 timely, effective, and targeted approach to connecting with your contacts
 timely, efficient, and targeted approach to connecting with your contacts
 timely, efficient, and segmented approach to connecting with your contacts
87.True or false? The email body copy, the body design/layout, the body images, the
CTA, and the email signature are all elements that can affect the open rate of your
email.
 True
 False
88.There are three best practices for creating a successful segmentation strategy. Two of
them are having a clean and organized database and collecting the right information.
What is the third?
 Understanding implicit and explicit data
 Sending at the right time
 Having buyer personas
 Segmenting by the buyer’s journey
89. Someone on your team hands you a list to send out your newest marketing email to.
You have been working on this email for a while, and they said the contacts on this list
will appreciate the content. As an inbound professional, you know you can’t send to a
purchased or enriched list of contacts. You need more information about this list in
order to send to them. How could you respond to your co-worker?
 Do we have verifiable permission to send to them?
 Perfect, thanks for giving this to me. I forgot to create a list for this email.
 Perfect! Do we have their first names though? I want to add personalization.
 Hold on. Where did this list come from? I want to know because I can probably add
this list to all our emails now if you think they are a good fit for our content.

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90.Which of the following is an example of a fundamental (s) of writing effective email
copy.
 Write for scannability.
 Use the overall inbound tone.
 Add preview text.
 Have unsubscribe links.
91. True or false? Analysis is only important in your inbound email marketing strategy.
 True
 False
92. If explicit data is information that is intentionally shared between a contact and a
company, what is implicit data?
 Information gathered from website activity
 Information gathered from a form submission
 Information gathered from implied behavior
 Information gathered from user behavior

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Hubspot Frictionless Sales
Certification Answers



Exam Name: HubSpot Frictionless Sales Certification
Exam URL: https://academy.hubspot.com/courses/frictionless-sales
Pages: 12
Questions: 60

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
36. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
37. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
38. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
39. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
40. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
41. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
42. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

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Hubspot Frictionless Sales Certification Answers
1. Which of the following is true?
 Funnels and flywheels are two different ways of saying the same thing.
 The funnel is a better business model than the flywheel because it enables you to
compare the performance of one salesperson to another.
 A flywheel is the best model for customer service teams, while a funnel is the best
model for sales teams.
 The flywheel is a better business model than the funnel because it takes into
account the impact current customers have on future customers.
2.Which two groups of people does the frictionless selling framework try to provide a
more convenient experience for?
 Salespeople and their prospective buyers
 Salespeople and their leaders
 Executive teams and middle management
 Customers and prospects
3. True or false? Generally speaking, business-to-business sales teams are better at
providing a convenient experience for their customers than sales teams who sell directly
to consumers.
 True
 False
4. If you already have a sales framework in place, and you decide to implement the
frictionless selling framework, what will the relationship of those two frameworks be?
 In most cases, frictionless selling will replace your current framework.
 In most cases, frictionless selling will complement your current framework.
 In most cases, frictionless selling will be used by different employees than your
current framework.
 In most cases, frictionless selling will require you to make slight adjustments to your
current framework.
5. When you think about your sales organization as a flywheel, which of the following is
the best goal to have?
 Find ways to reduce force and increase friction.
 Find ways to increase force and friction.
 Find ways to decrease force and friction.
 Find ways to increase force and reduce friction.
6.Which of the following is an example of force?

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 Happy customers
 Automatic data entry
 Manual data entry
 Pipeline meetings
7.Which of the following is an example of friction?
 Manual data entry
 Automatic data entry
 Happy customers
 Pipeline meetings
8.True or false? Most sales organizations are doing everything they can to apply force to
their flywheel.
 True
 False
9.True or false? Most sales organizations are doing everything they can to remove
friction from their flywheel.
 True
 False
10. What are the phases of the frictionless selling framework?
 Enable, Align, Transform
 Attract, Engage, Delight
 Identify, Connect, Explore, Advise
 Engage, Guide, Grow
11.What is the relationship between the three phases of the frictionless selling
framework?
 They complement each other in such a way that they should all be implemented at the
same time.
 They are interchangeable so that they can be implemented in any order.
 They form a progression, with each successive phase building on the previous
one.
 Each stage includes the techniques of the previous stages so that you don’t have to
think about the previous stages once you leave them.
12.Fill in the blank: The purpose of the enable phase is to enable your team to ______.
 identify their buyers’ needs
 spend more time selling
 negotiate more assertively
 accomplish more in the time they have
13.What metrics are most important during the enable phase?

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 ROI, profitability, and year-over-year growth
 Customer retention, rep productivity, and employee happiness
 Close rates, time to close, and customer satisfaction
 Time to complete key tasks, time spent connecting with customers and making
sales, and quota attainment
14.Fill in the blank: The purpose of the align phase is to align your team with ______.
 your target buyer
 your company goals
 market trends
 industry best practices
15.What metrics are most important during the align phase?
 Time to complete key tasks, time spent connecting with customers and making sales,
and quota attainment
 Close rates, time to close, and customer satisfaction
 Customer retention, rep productivity, and employee happiness
 ROI, profitability, and year-over-year growth
16.Fill in the blank: The purpose of the transform phase is to transform ______.
 your team through a culture of learning
 your sales process to match your customers’ buying process
 your funnel into a flywheel
 your team through a large-scale reorganization
17. Which of the following is the most important responsibility of sales managers?
 Forecasting sales performance for the coming month or quarter
 Hiring new team members
 Ensuring sales performance is communicated clearly to upper management
 Ensuring their salespeople are coached on a regular basis
18.What metrics are most important during the transform phase?
 Time to complete key tasks, time spent connecting with customers and making sales,
and quota attainment
 Close rates, time to close, and customer satisfaction
 Customer retention, rep productivity, and employee happiness
 ROI, profitability, and year-over-year growth
19. On average, how much of a salesperson’s day is spent selling?
 About a third
 About half
 About three quarters
 Nearly all

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20. True or false? Your sales team should only be doing things that provide value to
your leads.
 True
 False
21.What two activities should you focus on during the enable phase of the frictionless
selling framework?
 Improving interdepartmental communication and reporting you team’s performance to
upper management
 Training the team on best practices and coaching individuals to help them overcome
their specific weaknesses
 Adjusting your team’s incentive structure and ensuring their legal compliance
 Removing non-sales activities from your team’s responsibilities and streamlining
their other responsibilities
22. True or false? Some tasks that can be automated should still be done manually to
ensure your salespeople have full control and ownership over them.
 True
 False
23. Which of the following is an attribute of a sales team that is well aligned with their
buyer?
 In-person meetings
 Transparent pricing and discounts
 Short sales cycles
 Free consultations
24.Which of the following is an attribute of a sales team that has a culture of learning?
 Real-time performance data
 Off-site training
 Rigorous hiring standards
 Weekly performance reviews
25.Which phase of the frictionless selling framework does automatic email logging help
with?
 Enable
 Align
 Transform
26. Which phase of the frictionless selling framework do email templates and sequences
help with?
 Enable
 Align

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 Transform
27.True or false? The majority of buyers consider salespeople trustworthy.
 True
 False
28.What are the stages of the buyer’s journey?
 Identify, connect, explore, advise
 Awareness, consideration, decision
 Enable, align, transform
 Attract, engage, delight
29.During the awareness stage of the buyer’s journey, what is the buyer becoming aware
of?
 Your product or service
 A problem they have
 The principles of an inbound strategy
 Changes in the market
30. During the consideration stage of the buyer’s journey, what is the buyer
considering?
 Different categories of solutions
 Different solution vendors
 Whether they want to make a change
 How much of a priority their current problem should be
31.When in the buyer’s journey should you try to connect with a buyer?
 During the decision stage, when they are deciding on a specific product or service
 Before they even begin their buyer’s journey so that you can lead them through it
 Before the decision stage, when they are still defining their path forward
 After the buyer’s journey is over and they have decided to buy from you
32.Which phase of an inbound sales strategy would lead intelligence, lead prioritization,
and contact timeline most help with?
 Identify
 Connect
 Explore
 Advise
33. In which phase of an inbound sales strategy would a salesperson help their leads
decide on the best path forward?
 Identify
 Connect

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 Explore
 Advise
34. In which phase of an inbound sales strategy would a salesperson use a lead
qualification framework to discover the buyer’s needs?
 Identify
 Connect
 Explore
 Advise
35.Which phase of an inbound sales strategy would email, calling, live chat, and the
meetings tool most help with?
 Identify
 Connect
 Explore
 Advise
36.Which of the following is the best agenda for a sales meeting?
 Start with an overview of your company and provide a list of noteworthy customers
you’ve served. Next, recap the conversations you’ve had with your prospect so far and
propose your plan for helping them.
 Start by recapping the previous conversations you’ve had, then talk the prospect
through the available options. End by recommending one of those options and
explaining how you are uniquely positioned to help with that option.
 Start by asking the prospect what they would like to talk about. Use the topics they
suggest as the basis of your agenda.
 Start with a description of your most advanced offering and then ask if they have any
concerns moving forward with it. If they do, seek to resolve those concerns. If you
can’t, position your less advanced offerings as an alternative.
37.True or false? Every sales presentation should be personalized for the people you’re
presenting it to.
 True
 False
38. Which of the following is true of most sales organizations?
 They would be better off not implementing a coaching program than implementing an
ineffective program.
 Their salespeople’s performance is unlikely to be improved by coaching.
 They spend too much time coaching their salespeople.
 They don’t coach their salespeople as much as they should.
39. True or false? Having reliable sales data is required to create an effective coaching
program.

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 True
 False
40.What are the steps of the GROW coaching technique?
 Goal, Reality, Options, Way forward
 Growth, Resilience, Optimism, Wealth
 Gradual improvement, Realistic goals, Ongoing support, Willing compliance
 Grade, Redirect, Optimize, Watch
41.During the Goal step of GROW coaching, what is your role as coach?
 Set a goal for your salesperson to achieve.
 Ensure the salesperson’s personal goals are aligned with team goals.
 Ask the salesperson what goal they would like to set.
 Work with the salesperson to set a goal for your coaching sessions.
42.During the Reality step of GROW coaching, what is your role as coach?
 Help the salesperson judge how realistic the goal is.
 Explain to the salesperson the reality of what they need to achieve.
 Help the salesperson create a realistic plan for achieving the goal.
 Help the salesperson evaluate the reality of where they are right now.
43.During the Options step of GROW coaching, what is your role as coach?
 Provide the salesperson with a list of options for achieving their goal.
 Help the salesperson explore their options for getting from where they currently
are to where they want to be.
 Explore what options the salesperson has if they fail to achieve their goal.
 Help the salesperson consider whether the goal is optional.
44.During the Way Forward step of GROW coaching, what is your role as coach?
 Help the rep decide how they will achieve their goal and how you can support
them.
 Determine for the rep the best way for them to achieve the goal.
 Explain to the rep what they’ll need to do after accomplishing the goal.
 Ask the rep how you can improve your coaching efforts in the future.
45.True or false? When you coach a salesperson, you should spend more time listening
than talking.
 True
 False
46.Which of the following is a benefit of GROW coaching?
 It places the responsibility for improvement on the person being coached.
 It can be implemented without any direct involvement from sales management.

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 It gives the management team more control over individual salespeople.
 It simplifies the way salespeople report their progress.
47. True or False? Allowing salespeople to coach each other will distract from their
primary responsibility of finding and closing new business.
 True
 False
48. How can a film review be used as part of a coaching strategy?
 As your team comes together to discuss their favorite movies and other topics not
related to work, they will build trust with one another and be more open to coaching.
 As you review recordings of how individual salespeople spend their working hours,
you’ll be able to give them specific recommendations on how they can improve.
 As your team reviews a specific call or meeting one of your salespeople ran, other
team members can give advice on how that salesperson can improve in the
future.
 As your salespeople meet with their leads, they can click the filmstrip icon inside
HubSpot CRM to indicate the meetings they need help with. Their manager can see a
list of these meetings and coach the salesperson through each one.
49.How can pipeline meetings be a coaching opportunity?
 As you review each salesperson’s pipeline, you can teach them the best approach for
each sale they’re pursuing.
 As your salespeople review each other’s pipeline, they can hold one another
accountable and share best practices.
 As your salespeople each review their own pipeline, they can look for places where
they need coaching.
 As your executive team reviews the sales organization’s pipeline, they can identify the
salespeople who are struggling and assign leaders to coach them.
50. What is a salesperson’s role in executing an inbound strategy?
 They serve as a bridge between marketing and sales and seek to provide a seamless
transition between being a prospect and being a customer.
 They are the primary engine that drives the company’s growth.
 They play a background role and should only become involved with a customer if the
customer explicitly asks to talk to sales.
 They have the opportunity to set the tone for a person’s entire relationship with a
company because they are often the first person a prospective customer meets.
51. If a sales team is struggling to prioritize their leads, which phase of the frictionless
selling framework will be most helpful to them?
 Enable
 Align
 Transform

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52.If a sales team is suffering from low lead quality, which phase of the frictionless
selling framework will be most helpful to them?
 Enable
 Align
 Transform
53. If a sales team is having trouble keeping all their systems synchronized, which phase
of the frictionless selling framework will be most helpful to them?
 Enable
 Align
 Transform
54.If a sales team is relying too much on blind outreach, which phase of the frictionless
selling framework will be most helpful to them?
 Enable
 Align
 Transform
55. If a sales team’s leads struggle to get in contact with their assigned salesperson,
which phase of the frictionless selling framework will be most helpful to them?
 Enable
 Align
 Transform
56.If a sales team tends to have hostile negotiations with their prospects, which phase of
the frictionless selling framework will be most helpful to them?
 Enable
 Align
 Transform
57.If a sales team asks their prospects to make large commitments early on in the sales
process, which phase of the frictionless selling framework will be most helpful to them?
 Enable
 Align
 Transform
58.If a sales team is inconsistent in its quota attainment, which phase of the frictionless
selling framework will be most helpful to them?
 Enable
 Align
 Transform

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59. If a sales team doesn’t have a good onboarding program for its new hires, which
phase of the frictionless selling framework will be most helpful to them?
 Enable
 Align
 Transform
60. If sales managers are spending more of their time reporting sales performance than
coaching their salespeople, which phase of the frictionless selling framework will be
most helpful to them?
 Enable
 Align
 Transform

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HubSpot Growth
Driven Design Agency
Certification Answers


Exam Name: HubSpot Growth Driven Design Agency Certification Exam
Exam URL: https://academy.hubspot.com/courses/growth-driven-design-agency
Pages: 21
Questions: 77

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
43. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
44. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
45. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
46. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
47. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
48. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
49. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Growth Driven Design Agency Certification
Answers
1.According to the training, what are the three primary ways Growth-Driven Design can
impact client results versus traditional web design?
 Creates happier clients, increases transparency with the CMO, and is overall less
expensive.
 Better results and revenue, increases global reach, and improves multi-
languagefunctionality.
 Quicker time to value, empowers marketers to optimize, and makes it easier to expand
impact globally.
 Quicker time to value, drives better results and revenue, and creates happier
clients.
2. Which of the following is NOT a way Growth-Driven Design impacts your agency?
 Doubles the revenue from your website engagements
 Moves your agency away from contractors and freelancers
 Differentiates your agency
 Greatly reduces scope creep, launches on-time, and on budget
 Flips your business model from project-based to a recurring revenue model
3.Choose the option below that best summarizes how to develop your pricing and
packaging for the strategy stage.
 Host a meeting with your agency’s owner and use their expertise to craft the ideal
strategy stage process and pricing.
 Copy and paste the strategy pricing from the “GDD Retainer Quoting Tool”?. There is
no reason to change it as it has already been proven effective for all agencies.
 Host an internal workshop with your entire team to map out the strategy process,
deliverables, and effort required to execute.
 Host an internal workshop with the sales team to understand what prospects are asking
for and the price they think we could sell it for.
4.Which of the following are the two major workshops to host during the strategy stage?
 Client interview workshop and end-customer interview workshop
 Strategy kickoff workshop and wishlist generation workshop
 Wishlist generation workshop and prototype development workshop
 Strategy kickoff workshop and user testing workshop
5. Which of the following best describes why it’s important to involve a strategist from
the service team in sales conversations when scoping and pricing a launch pad website?
 The strategist understands the latest design trends and can suggest new elements to
build on the site. This not only gets the prospect excited, but also increases the overall
size of the quote.

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 Having the prospect meet two people from your agency helps build the relationship
and establish trust. This increases the chances of the prospect closing on the deal.
 The strategist has a deeper understanding of how to implement the prospect’s
ideas and will know specific questions to ask to help scope the site.
 It is not helpful to include them as it often slows down and complicates the sales
conversations.
6. According to the training, how should you develop pricing for high-, medium-, and
low-impact pages on the launch pad website quote?
 Review the prospect’s current site and make estimates on the effort required to
implement similar pages based on your experience selling web projects.
 Review historical performance of your team on past projects. Then find the average
time spent on major pages, such as the home page, medium pages, such as the about us
page, and small pages such as FAQ. These averages form the estimates for the high,
medium, and low impact page pricing.
 The launch pad quoting process doesn’t involve high, medium, and low impact pages.
Rather, it focuses on the number of pages and the speed required to launch each page.
 Work with your services team to develop out a process to use for each type of
page. Once the process is documented, have the team vote on the effort required
for completing each type of page.
7.What is the purpose of the “GDD Starter”? package? (Duplicate Question 2)
 A short, pre-engagement kickoff focused around scoping the launch pad website and
generating your initial wishlist.
 For clients who build a launch pad, but do not want ongoing continuous improvement.
The starter package focuses on maintenance and updates of the existing launch pad
website.
 The starter package includes completing the strategy stage. It is called the starter
package because all enagements must start with a solid strategy.
 Give the prospect a small sample of GDD and get them excited for more.
8.As you build larger packages, which two steps of the sprint cycle should you increase
the majority of your effort in?
 The plan and build steps
 The quarterly summit and build step
 The build and learn steps
 The plan and learn steps
9. Imagine you have been talking to a prospect at the mid-sized software as a service
(SaaS) company. Their website only has three major sections: primary core content,
knowledge base, and forum. When talking to them in the sales process it seems there is
some confusion around who their audience is and what would be the best elements to
include on their redesign. Based on the scenario above, how would you break up the
quote?
 This scenario is not a great fit for GDD, it’s best to quote using traditional web design
 Implement the “phased”? option

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 Implement the “strategy first”? option
 Implement the “flat rate”? option
10.What is the minimum recommended length of a Growth-Driven Design engagement?
 Six months
 Three months
 Nine months
 Four months
11.Which of the following is NOT part of the new mindset for thinking about a website?
 The website is an asset of the business.
 Continuously improving the website is an investment in growth.
 The website should be tied directly to concrete business goals.
 The website primarily helps the marketing team achieve their goals.
12.Why is it important to sell Growth-Driven Design differently?
 Because the timelines are often shorter which means the sales reps must better position
the service to ensure prospects understand it right away.
 Because unlike traditional web design, GDD requires the heads of each department to
be involved in the website discussions.
 Because if we do not rewrite the story in the prospect’s mind to adopt the new
mindset towards their website, they will not be a good-fit for GDD.
 Because selling GDD requires an understanding of the prospect’s users, thus we must
conduct user experience research pre-sale.
13.True or False? Although it may require adaptations, all companies and websites are a
good-fit for Growth-Driven Design?
 True – Everyone is a great-fit for GDD even if they don’t know it yet. Because it’s a
new process, it’s common for it to take six-eight months for the process to click.
Those who have experience in agile, it will click faster.
 True – What makes someone a good-fit for GDD is less about industry or type of
website. The most important criteria is if they have adopted the “new mindset”?
towards their website.
 False – It is impossible to implement GDD effectively with large enterprise
companies. For these companies, it’s recommended to use traditional web design.
 False – GDD is primarily designed for technology, software, and agile companies as
they use a similar process when building their products.
14.Which of the following is a great example of a cue to look for in potential GDD leads?
 The company recently hired a new chief people officer.
 Their website already has optimization tools installed, however, it does not
appear they have been updating it often.
 The company recently had a change in the product leadership team.
 The company is downsizing and consolidating locations.

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15.Based on the training, how many good leads will you need to source at the top of your
funnel to close your first GDD deal?
 10
 40
 20
 35
16.Imagine you are on a “connect”? call with a prospect in the manufacturing industry.
You discover their leadership team has historically taken a very traditional mindset
towards the website and their marketing. Knowing this, what will be one key outcome
for you to achieve in this connect call?
 Showcase your expertise in manufacturing by explaining your recent wins with other
manufacturing clients and the background your team has in manufacturing.
 Pitch the idea of Growth-Driven Design to them and focus on the continuous
improvement, experimentation, and user research.
 Establish the importance of the website to the growth of their business and start
the shifting their perspective towards the new mindset.
 Get the prospect excited to work with you by introducing your team, your process, and
show a number of case studies.
17. You’re hosting an exploratory call with a regional trucking company who came to
you interested in a website redesign. Which of the following questions would be best to
help set the stage for positioning Growth-Driven Design later in the sales process?
 “What do you like and don’t like about your competitor’s websites?”?
 “How do you feel your previous website redesigns gone? – How did the process
make you feel?”?
 “What would be the biggest change you’d like to make to the website and why?”?
 “How long did it take to develop the content for your website? Was it created
internally or by the agency you were working with?”?
18.Which of the following is NOT an effective way to open the eyes of the prospect to the
opportunities they are missing out on with their website?
 Explain the Growth-Driven Design process with a focus on experimentation
process.
 Walk through the “Prospect Website Questionnaire”? to show specific areas they are
neglecting.
 Review click heatmaps of their homepage and point out where users are getting
frustrated.
 Ask about how other departments are using the website to scale and hit their goals in
order to show how limited in scope the website’s impact currently is.
19.Imagine you’re having an “explore”? call with a prospect in the software as a service
industry. As you’re explaining the GDD process, the CMO cuts in and explains he is
confused on why there is a need for a launch pad website and continuous improvement.
Which of the following would be a good way to respond?

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 First, reaffirm the importance of the website to business growth. After, give an
analogy to compare the way the prospect’s product team builds industry-leading
software to how the GDD process builds peak performing websites.
 First, reaffirm the importance of the website to business growth. After, transition to
explaining each step of the continuous improvement process in more depth, diving
deeper into specifics of experimentation.
 First, give them a deeper explanation of the launch pad website and continuous
improvement stages. After, offer the option to implement the website using traditional
web design if they would prefer.
 Explain that they are not a good fit for Growth-Driven Design and refer them to a
traditional web design agency.
20. Imagine you’re talking to a prospect in the goals and planning call. You’ve
introduced the concepts and high-level GDD process. The prospect seems to be in
agreement and is excited about getting started with the launch pad website. As the
conversation progresses, they bring up more and more pages and ideas for the new site –
making you a bit nervous. Which of the following is the best way to gain a better
understanding of the scope of the launch pad they are thinking about?
 First, expand the conversation to also traditional web design. Second, if the prospect
continues to give ideas, sell them a traditional build instead.
 Assign the prospect homework to review each page on their current website and score
each page on an impact scale 1-10.
 Pull up the prospect’s top three competitors and walk through each site while the
prospect explains what they like and don’t like.
 First, send some additional Launch Pad education and training. Second, assign
them homework to send 3-5 examples of what they envision the launch pad
website to look like at launch.
21.True or false? Your agency’s strategist should be included in sales conversations.
 True – The strategist should replace the sales reps in the last few conversations and be
responsible for pitching the proposal.
 True – The strategist will know what questions to ask and expectations to set in
order to match services and properly scope the engagement.
 False – Involving others in the sales process adds complexity and time to the sales
process.
 False – Pulling the strategist from their daily activities slows down progress with
existing clients.
22. Fill in the blank: When creating your sales pitch and proposal, it’s important to
make it clear that you’re selling __________ and __________, not _____________.
 the process, deliverables, hours
 results, the GDD process, the actual deliverables
 value, deliverables, the process
 Strategy, continuous improvement, the launch pad website
23. Which of the following is NOT a client service outcome your service team should
achieve in the strategy stage?

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 Build trusting relationships with the new client stakeholders.
 Develop a robust roadmap based on the recommendations and ideas of the
client’s CEO.
 Understand the client’s vision and the world of their users.
 Educate and set expectations for the entire engagement.
24.Imagine you are a strategist at a Growth-Driven Design agency. The last few months
you have noticed new clients getting frustrated during the strategy stage because your
team continuously asked questions they already reviewed with the sales team. Which of
the following should your team try experimenting with to improve the client experience?
 Combine the strategist and sales rep roles and have one person own the relationship
from end-to-end.
 Have the strategist sit in on the last few calls in the sales process and have the
sales rep continue involvement for the first month after the engagement kicks off.
 Have the client’s lead the topics for each meeting to ensure nothing is repeated.
 Only work with companies in the exact same industry to avoid the need to ask
repetitive questions.
25.During your weekly retrospective you suggest the idea of adding a step before the
initial kickoff workshop: meetings with each stakeholder individually. The agency’s
owner pushes back hard, explaining that it would add a great deal of time to the
engagement. Which of the following would be the BEST response?
 “Sure, I understand. These meetings are important and are an investment in the
relationship. We can cut out the user research in the strategy stage and repurpose this
time to host these meetings.”?
 “You’re right. We are already having trouble selling GDD retainers, adding more time
into the engagement will likely make it harder for us to grow our program.”?
 “We could still have each person talk about their vision of the website, however, we
can do it as a group and invite their CEO. This will ensure the CEO can include her
ideas.”?
 “These meetings would be an investment in the long-term success of this client.
This will help us establish better relationships, tailor the process, and create more
aligned ideas.”?
26. Your agency finds that you’re continuously being pulled into implementing updates
on the website, leaving no time for proactive continuous improvement. The client is open
to learning the skills and tools required to make the updates. However, they have no
idea what they should learn. Which of the following should be done to help the client
start taking over all updates on the website?
 Periodically send the client exercises to practice to help them take over the updates.
 Create a client skills development plan which outlines various skills in-order,they
should learn over time.
 Send them a list of ten resources they can use to learn more about the tools you’re
using with their website.
 Give them access to the tools and explain the help documentation and support team
are great if they have trouble making the updates.

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27.Based on the training, which of the following is the most important consideration
when building a launch pad website?
 Speed – Building the launch pad quickly so you can avoid the risk of over-designing
and start collecting real-user data to make more informed decisions.
 Quality – Spending the time and energy to execute the launch pad website with
excellence and make it.
 Client happiness – Tailoring the process and schedule to create an extraordinary
experience for all of the client stakeholders.
 These are all important – The goal is to find the right balance between each
element.
28.Which of the following is NOT a client service outcome in the launch pad stage?
 Remove as much content as possible without damaging the client’s search
rankings.
 Create a client-specific approach for a quick, high-quality website build that keeps the
client happy.
 Keep the site build within scope.
 Balance what your client wants with their users’ needs.
29.Imagine your agency specializes in Growth-Driven Design strategy and user
experience. You have partnered with another agency to help with the development work
on the HubSpot CMS. As a strategist and project manager, which of the following is
critical for you to establish before you start a new launch pad website project?
 Sync up work time blocks with both the client and with the development partner.
 Collect the yearly game plan from each department head at the client’s company.
 Create a detailed twelve-month roadmap to present each deliverable with the CEO.
 All of these are important.
30. Which of the following tactics should be integrated into the conversations early and
often when talking with clients about their launch pad websites?
 Educating and reminding the client that your team will be removing the vast majority
of the content from their website.
 Recommendations for regular bi-monthly action item check-ins with the client’s CEO.
 Educating and reminding the client that the launch pad is simply the starting
point and the team will continue working on anything that doesn’t make the
initial launch.
 All of these should be incorporated into conversations early and often.
31. Imagine you’re working on a client’s launch pad website. Three weeks from the
proposed launch date, the client comes to you with an idea for a new section of the
website they would like to implement for the initial launch. How should the strategist
respond to the client’s new idea?
 Ask a series of questions to understand more about the new idea, then strongly
recommend that all new ideas be considered and built after the initial launch pad
goes live.

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 Talk to your team about the effort required to implement the client’s new idea. Then
slide the launch date back the required five days to implement the new idea.
 They should wait to mention any new ideas until after the first six months because the
launch pad and first six months of the continuous improvement cycles are already
planned out.
 Include the new section into the initial launch pad because the client promised to
quickly get you great content for the section.
32.Which of the following is NOT a client service outcome your service team should
work to achieve in the continuous improvement stage?
 Build an impressive wishlist and roadmap full of high-impact ideas.
 Continuously be searching for and implementing as many best practices and
hacks as possible to drive month-over-month big wins.
 Keep the client focused on growth, not shiny objects.
 Balance multiple Growth-Driven Design client engagements at once.
33.Imagine you are just finishing the launch pad website for a client. The CEO isn’t sure
what will be done in the continuous improvement stage. They request a detailed plan for
the remainder of the engagement (six months) on exactly what will be built. Which of
the following is the best way to respond to this request?
 “No problem. Our team will compile a list of the action items we plan on
implementing and send them over for your review and approval.”?
 “We always want to be working on the most impactful items. Because we
continuously collect data, new user learnings, and the business changes, it is
impossible for us to know what will be the most impactful items to work on three
or six months from today. I’m happy to send you the current roadmap which
details the next two months and then high level direction after. Also, these are
always subject to change.”?
 “Our goal is to implement the highest impact action item at any given time. To do this
it can be difficult to know exactly what we plan on implementing each month,
however, we can make an exception this time and see how it goes. We will send over a
list of all of the action items for the next six months.”?
 “Because you are reaching the end of your engagement, we will likely shift our focus
towards inbound marketing. We can send you list of the deliverables from our inbound
marketing engagements and we can schedules a call to discuss further.”?
34. True or false – It’s important to incorporate as many “hacks”? and “best practices”?
into your website as they have already been proven to work.
 False – It is better to focus your time on implementing paid advertising to drive more
traffic to the website.
 True – Implementing hacks helps your team save time and drive big results.
 False – Although there will be some easy to implement items directly after
launch, true growth comes from big ideas, a solid process, hard work, and time –
not quick hacks.
 True – We are always looking for high-impact, low-effort ways to boost results and
implementing as many “hacks”? as possible is a great strategy to do that.

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35.Imagine you’re working with the CMO at a telecommunications company. The theme
for the quarter is “Optimize”? and your team is currently focusing on
“personalization”?. In the monthly planning workshop, your client requests your team
to create a video for the “About Us”? page because the company’s CEO thought it
would help improve the page. Which of the following is the best question to ask in order
keep focused on the current theme and focus area?
 “Who needs to be involved in developing this video?”?
 “Help me understand how this directly impacts our goals.”?
 “Can you send me some examples to better understand what you’re looking to
create?”?
 “Where else could we use this video to help promote the brand?”?
36.Your team is in month fifteen of continuous improvement with a manufacturing
company. Your current theme is “Expand”? and you’re team is focusing on building
new “Digital Products”? onto their website. Your client is pushing to have your team to
create a new “team member profile”? template and add all the company’s team
members into the about us section. Which of the following would be the BEST option to
complete their request while still making progress on the initial goals.
 Deny their request and explain that it is outside the scope of the current engagement.
 Keep the client happy by implementing their request. To stay within capacity, you will
remove a number of already planned action items from the current sprint.
 Teach the client basic templating and coding so they develop the new template and
launch it by the end of the month.
 Sell them additional points for this month so you can fulfill their request and still
implement all of the originally planned action items.
37.Which of the following best describes the purpose of reporting with Growth-Driven
Design clients?
 Show the progress and impact your agency is making on the client’s business.
 Help keep everyone, including the client, accountable to executing work.
 Facilitate good communication and transparency between the team and client.
 All of these are correct
38. Fill in the blank: The weekly pulse is a ________ sent out _________ designed to
keep everyone involved on top of ____________.
 short weekly digest, after an action item is completed, bugs and issues with the newly
launched action item
 short weekly digest, at the beginning of the week, exactly what is going on in the
engagement
 short weekly digest, after an action item is completed, the experiment results
 detailed report, each week, the roadmap for the rest of the quarter
39. When is the best time to start the renewal conversation?
 A minimum the renewal conversations should happen three months out from the
renewal date.

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 A minimum the renewal conversations should happen thirty days out from the renewal
date.
 Once the client’s existing engagement has come to an end.
 When the client brings up that they are planning for the next year.
40.True or False? It is critical to have a robust, exciting wishlist leading up to the
renewal conversation.
 True – The wishlist should primarily focus on ideas from the client’s CEO.
 False – When it comes to the renewal the client do not typically care about the future,
rather, they will solely judge the renewal based on the deliverables already created.
 True – Investing time to regularly brainstorm creative, exciting, and innovative
ideas into your clients wishlist will motivate them to keep going.
 False – The renewal is primarily based on if the company has budget for the website
moving forward.
41.Which action best describes how your team should present the science fair action
items?
 Walk through a list of each complete action items and give a detailed breakdown of
exactly what business impact each one has made.
 Use a story-format and describe the outcome of the action items you built and the
new world of the user.
 Start by showing detailed reporting of the impact your action items have made. Then
transition into explaining the primary action item that drove the results and the user
learnings your team can pull from the outcome.
 None of these are correct. The “science fair”? section consists of showcasing
experiments run by other companies to find inspiration for new wishlist items.
42. Imagine you’re in an agency leadership team meeting discussing how to better
manage client cancellations, renewals, and upgrades. The challenge your team is
running into is that you’re never sure what the client is planning to do until the last
minute. This is causing the sales team to scramble to find another sale, work to fill gaps
in service team capacity, and making it nearly impossible to accurately forecast future
cash flow. Which would be the BEST suggestion to help solve this challenge?
 Implement a likelihood of renewal scoring system. Score each client two months
prior to their renewal date and create different service playbooks for the team to
follow.
 Schedule an in-person workshop ninety days prior to the renewal date to get some
additional facetime and strengthen the relationship.
 Implement a grading system based on the progress you’ve made on their original
goals. If the client scores a “D”? or lower, assume they will be canceling and have the
sales team work to replace them.
 None of the other suggestions would help this specific challenge.
43.When the strategist is running the planning workshop, which of the following is a
great practice to encourage the client to upgrade to a larger engagement package?

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 Bring your sales rep into each workshop for them to explain the pricing of the other
service packages.
 Show them which action items on the wishlist could be implemented this cycle if
they were to upgrade.
 Walk through what you’ve built for other clients who have already made the upgrade.
 As a group, read through a number of blogs which outline new best practices your
team could incorporate if the client upgrades.
44.True or false? Building incentives into the service team member’s compensation
packages can be a good tactic to help drive upgrades and cross-selling.
 True
 False
45. Which of the following is a great tactic to incorporate into your process to encourage
upgrades and cross-selling?
 Host exclusive, client-only workshops to educate and inspire clients around new
trends.
 Talk to other departments to find ways to expand the impact of the site.
 Run a surprise experiment for free to give them a taste of what’s possible.
 All of these are correct.
46.True or false? Most agencies find success in fully implementing Growth-Driven
Design exactly as taught in the certification and implementing everything at once.
 True – There is no need to modify the Growth-Driven Design as the certification
offers the perfect template. It’s also better to implement all of the changes at once to
see the most benefit.
 False – Growth-Driven Design is only theory and hasn’t been proven in the real world.
 True – There is no reason to adapt the process as it is based on what works best with
Growth-Driven Design agencies around the world.
 False – The process should be adapted for your specific agency, your team, and
rolled out in phases over time.
47. Imagine your entire agency has committed to adopting Growth-Driven Design as it’s
core web design strategy. The leadership team is pushing to implement the entire GDD
methodology in the next two weeks. Which of the following statements would be the best
advice to give to your leadership team?
 “I’m glad we’re all excited and on-board for Growth-Driven Design! I would
recommend that we develop a rollout plan that has the changes broken into
phases and implemented over the next six months.”?
 “Growth-Driven Design hasn’t been proven yet, it is only theory. Let’s wait awhile
and see if other agencies can successfully implement it first.”?
 “You only live once! Let’s do it.”?
 “We should host an overnight hack-a-thon with our team to implement all of the
Growth- Driven Design changes. This will allow us to complete all the required
agency changes very quickly.”?

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48.Your team wants to make the transition to Growth-Driven Design. However, your
leadership team is worried about selling a service your team has never implemented.
Which of the following is NOT a good suggestion for your leadership team?
 “Let’s pull three team members together to run Growth-Driven Design on an internal
agency project as an experiment.”?
 “Our team learns quick and will do great work. Best of all, they can learn this
new process while getting paid by the client.”?
 “We can pull four team members together to donate six months of Growth-Driven
Design services to your team’s favorite non-profit.”?
 “We could collaborate on an event with another agency and be in-charge of the web
design and optimization process. Essentially, running the process on ourselves before
clients.”?
49.FIll in the blank: Based on the training, the recommended three person pod consists
of a __________.
 Strategist, UX Designer, and Content manager
 Strategist, Developer, and Copywriter
 Strategist, UX Designer, and Developer
 Consultant, Designer, UX Researcher
50. Fill in the blank: Based on the training, the recommended pod for implementing
Growth-Driven Design consists of ___________.
 three people: Strategist, UX design, and developer
 three people: Strategist, content writer, developer
 five people: Strategist, content writer, videographer, designer, UX researcher
 four people: Strategist, UX designer, developer, and UX researcher
51.When is the best time to find partners and subcontractors to work with?
 It’s not recommended to ever work with partners or subcontractors.
 When you have a prospect requesting a quote.
 Before you need them.
 When you’re over capacity with work and need help to meet your client deadlines.
52.True or False? Your agency should work with only one subcontractor when fulfilling
Growth-Driven Design services.
 True – By sending all your work to a single subcontractor, you can negotiate the best
price and, in-turn, increase profit margins.
 False – It is not recommended to use subcontractors because they often undercut your
prices and steal the client.
 False – It is important that you have strong working relationships with multiple
subcontractors in order to protect against risk.
 True – It’s important to develop relationships with your subcontractors and working
with just one ensures you’re developing a strong relationship.
53.Which of the following best describe the value of using a kanban board?

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 A kanban board allows your team to show others in the company what work they need
subcontractors for.
 A kanban board allows the entire team to see and optimize the flow of work
during the current sprint.
 A kanban board allows the clients to see exactly how much time is being spent on
each task.
 Kanban boards are popular with the development team, however, are not as useful to
the strategist or clients themselves.
54. A daily standup is a ___________ or less standing meeting with the _______ to
review and update the _________.
 15 minute, pod, quarterly goals
 15 minute, client’s CEO, status of the engagement
 15 minute, pod, kanban board
 30 minute, pod and client, wishlist
55.Who is responsible for continuously improving your agency’s Growth-Driven Design
process after each retrospective?
 The “owner”? of the process, as assigned by the agency leadership team.
 The pod members who last used the particular process with a client.
 The agency owner.
 The strategist who last used the particular process with a client.
56. What is the purpose of the GDD starter package? (Duplicate Question 1)
 To serve as a short pre-engagement kickoff focused on scoping the launch pad website
and generating your initial wish list
 To provide clients with the ability to maintain the existing launch pad website without
having to worry about making continuous improvements
 To complete the strategy stage. It is called the starter package because all enagements
must start with a solid strategy.
 To give the prospect a small sample of GDD and get them excited for more
57. Imagine you have been talking to a prospect at a midsize software-as-a-service
company. The website only has three major sections: primary core content, knowledge
base, and forum. When talking with the prospect during the sales process, it seems like
there is some confusion around who their audience is and what would be the best
elements to include in the redesign. Based on the scenario above, how would you break
up the quote?
 This scenario is not a great fit for GDD; it’s best to quote using traditional web design.
 Implement the phased option.
 Implement the strategy-first option.
 Implement the flat rate option.
58.True or false? All companies and websites are a good fit for Growth-Driven Design,
though it might need to be adapted.

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 True – Everyone is a great fit for GDD, even if they don’t know it yet. Because it’s a
new process, it’s common for it to take six to eight months for the process to click. For
those who have experience in agile, it will click faster.
 True – What makes someone a good fit for GDD is less about the industry or the
type of website. The most important criterion is whether they have adopted the
new mindset toward their website.
 False – It is impossible to implement GDD effectively with large enterprise
companies. For these companies, it’s recommended to use traditional web design.
 False – GDD is primarily designed for technology, software, and agile companies
because they use a similar process when building their products.
59.Imagine you are on a connect call with a prospect in the manufacturing industry. You
discover that the leadership team has historically had a very traditional mindset toward
the website and marketing. Knowing this, what will be one key outcome for you to
achieve during this connect call?
 Showcase your expertise in manufacturing by explaining your recent wins with other
manufacturing clients and the background your team has in manufacturing.
 Pitch the idea of Growth-Driven Design, and focus on the continuous improvement,
experimentation, and user research.
 Establish the importance of the website to the growth of the business, and start
shifting their perspective toward the new mindset.
 Get the prospect excited to work with you by introducing your team and your process
and showing a number of case studies.
60. Imagine you’re talking to a prospect during the goals and planning call. You’ve
introduced the concepts and high-level GDD process. The prospect seems to be in
agreement and is excited about getting started with the launch pad website. As the
conversation progresses, they bring up more and more pages and ideas for the new site,
making you a bit nervous. Which of the following is the best way to gain a better
understanding of the scope of the launch pad they are thinking about?
 First, expand the conversation to also include traditional web design. Second, if the
prospect continues to give ideas, sell them a traditional build instead.
 Assign the prospect homework to review each page on their current website and score
each page on an impact scale of 1-10.
 Pull up the prospect’s top three competitors, and walk through each site while the
prospect explains what they like and don’t like.
 First, send some additional launch pad education and training. Second, assign
them homework to send three to five examples of what they envision the launch
pad website will look like at launch.
61.During your weekly retrospective, you suggest the idea of adding a step before the
initial kickoff workshop: meetings with each stakeholder individually. The agency’s
owner pushes back hard, explaining that it would add a great deal of time to the
engagement. Which of the following would be the BEST response?
 “Sure, I understand. These meetings are important and are an investment in the
relationship. We can cut out the user research in the strategy stage and repurpose this
time to host these meetings.”?

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 “You’re right. We are already having trouble selling GDD retainers; adding more time
to the engagement will likely make it harder for us to grow our program.”?
 “We could still have each person talk about their vision for the website; however, we
can do it as a group and invite the CEO. This will ensure the CEO can include their
ideas.”?
 “These meetings would be an investment in the long-term success of this client.
This will help us establish better relationships, tailor the process, and create more
aligned ideas.”?
62.True or false? It’s important to incorporate as many hacks and best practices into
your website because they have already been proven to work.
 False – It is better to focus your time on implementing paid advertising to drive more
traffic to the website.
 True – Implementing hacks helps your team save time and drive big results.
 False – Although there will be some easy-to-implement items directly after
launch, true growth comes from big ideas, a solid process, hard work, and time
— not quick hacks.
 True – We are always looking for high-impact, low-effort ways to boost results, and
implementing as many hacks as possible is a great strategy to do that.
63. Your team is in month 15 of continuous improvement with a manufacturing
company. Your current theme is “expand,” and your team is focusing on building new
digital products on their website. Your client is pushing to have your team create a new
team member profile template and add all the company’s team members to the “About
Us” page. Which of the following would be the BEST option to complete their request
while still making progress on the initial goals?
 Deny their request and explain that it is outside the scope of the current engagement.
 Keep the client happy by implementing their request. To stay within capacity, you will
remove a number of planned action items from the current sprint.
 Teach the client basic templating and coding so they can develop the new template
and launch it by the end of the month.
 Sell them additional points for this month so you can fulfill their request and still
implement all of the originally planned action items.
64.When is the best time to start the renewal conversation? (Duplicate Question 1)
 A minimum the renewal conversations should happen three months out from the
renewal date.
 A minimum the renewal conversations should happen thirty days out from the renewal
date.
 Once the client’s existing engagement has come to an end.
 When the client brings up that they are planning for the next year.
65. True or false? It is critical to have a robust, exciting wish list leading up to the
renewal conversation.
 True — The wish list should primarily focus on ideas from the client’s CEO.

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 False — When it comes to the renewal, the client does not typically care about the
future; rather, they will solely judge the renewal based on the deliverables already
created.
 True — Investing time to regularly brainstorm creative, exciting, and innovative
ideas for your client’s wish list will motivate them to keep going.
 False — The renewal is primarily based on whether the company has budget for the
website moving forward.
66.Imagine you’re in an agency leadership team meeting discussing how to better
manage client cancellations, renewals, and upgrades. The challenge is that you’re never
sure what the client is planning to do until the last minute. This is causing the sales team
to scramble to find another sale and work to fill gaps in service team capacity, and it is
making it nearly impossible to accurately forecast future cash flow. Which would be the
BEST suggestion to solve this challenge?
 Implement a “likelihood of renewal”? scoring system. Score each client two
months prior to their renewal date, and create different service playbooks for the
team to follow.
 Schedule an in-person workshop 90 days prior to the renewal date to get some
additional face time and strengthen the relationship.
 Implement a grading system based on the progress you’ve made on their original
goals. If the client scores a D or lower, assume they will be canceling, and have the
sales team work to replace them.
 None of these suggestions would help with this specific challenge.
67. True or false? Building incentives into service team members’ compensation
packages can be a good tactic to drive upgrades and cross-selling.
 True
 False
68. Which of the following best describes the value of using a Kanban board?
 A Kanban board allows your team to show others in the company what work they
need subcontractors for.
 A Kanban board allows the entire team to see and optimize the flow of work
during the current sprint.
 A Kanban board allows clients to see exactly how much time is being spent on each
task.
 Kanban boards are popular with the development team; however, they are not as
useful to the strategist or clients.
69.A daily standup is a ___________ (or less) standing meeting with the _______ to
review and update the _________.
 15-minute, pod, quarterly goals
 15-minute, client’s CEO, status of the engagement
 15-minute, pod, Kanban board
 30-minute, pod and client, wish list

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70.According to the training, what are the three primary ways Growth-Driven Design
can have a greater impact on client results than traditional web design?
 It creates happier clients, increases transparency with the CMO, and is overall less
expensive.
 It drives better results and revenue, increases global reach, and improves
multilanguage functionality.
 It provides quicker time to value, empowers marketers to optimize, and makes it easier
to expand impact globally.
 It provides quicker time to value, drives better results and revenue, and creates
happier clients.
71. You’re hosting an exploratory call with a regional trucking company that came to
you because it’s interested in a website redesign. Which of the following questions would
be best to help set the stage for positioning Growth-Driven Design later in the sales
process?
 “What do you like and not like about your competitors’ websites?”?
 “How do you feel your previous website redesigns went? How did the process
make you feel?”?
 “What would be the biggest change you’d like to make to the website and why?”?
 “How long did it take to develop the content for your website? Was it created
internally or by the agency you were working with?”?
72. Imagine you’re having an exploratory call with a prospect in the software-as-a-
service industry. As you’re explaining the GDD process, the CMO cuts in and explains
that they are confused about why there is a need for a launch pad website and
continuous improvement. Which of the following would be a good way to respond?
 First, reaffirm the importance of the website to business growth. After, give an
analogy to compare the way the prospect’s product team builds industry-leading
software to how the GDD process builds peak-performing websites.
 First, reaffirm the importance of the website to business growth. After, transition to
explaining each step of the continuous improvement process in more depth, diving
deeper into specifics of experimentation.
 First, give them a deeper explanation of the launch pad website and continuous
improvement stages. After, offer the option to implement the website using traditional
web design if they would prefer.
 Explain that they are not a good fit for Growth-Driven Design and refer them to a
traditional web design agency.
73.Imagine you are a strategist at a Growth-Driven Design agency. Throughout the past
few months, you have noticed new clients getting frustrated during the strategy stage
because your team has continuously asked questions that clients had already reviewed
with the sales team. Which of the following should your team try experimenting with to
improve the client experience?
 Combine the strategist and sales rep roles, and have one person own the relationship
from end to end.

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 Have the strategist sit in on the last few calls in the sales process, and have the
sales rep continue involvement for the first month after the engagement kicks off.
 Have the clients lead the topics for each meeting to ensure nothing is repeated.
 Only work with companies in the exact same industry to avoid the need to ask
repetitive questions.
74.Which of the following tactics should be integrated into conversations early and often
when talking with clients about their launch pad websites?
 Educating and reminding the client that your team will be removing the vast majority
of the content from their website
 Recommendations for regular bimonthly action item check-ins with the client’s CEO
 Educating and reminding the client that the launch pad is simply the starting
point and the team will continue working on anything that doesn’t make the
initial launch
 All of these should be incorporated into conversations early and often.
75. Imagine you’re working with the CMO at a telecommunications company. The
theme for the quarter is “optimize,” and your team is currently focusing on
personalization. In the monthly planning workshop, your client requests that your team
creates a video for the “About Us” page because the company’s CEO thinks it would
improve the page. Which of the following is the best response in order to stay focused on
the current theme and focus area?
 “Who needs to be involved in developing this video?”?
 “Help me understand how this directly impacts our goals.”?
 “Can you send me some examples to better understand what you’re looking to
create?”?
 “Where else could we use this video to help promote the brand?”?
76.Imagine your entire agency has committed to adopting Growth-Driven Design as its
core web design strategy. The leadership team is pushing to implement the entire GDD
methodology in the next two weeks. Which of the following statements would be the best
advice to give to your leadership team?
 “I’m glad we’re all excited and on board for Growth-Driven Design! I would
recommend that we develop a rollout plan that has the changes broken down into
phases and implemented over the next six months.”?
 “Growth-Driven Design hasn’t been proven yet; it is only theory. Let’s wait awhile
and see whether other agencies can successfully implement it first.”?
 “You only live once! Let’s do it.”?
 “We should host an overnight hackathon with our team to implement all of the
Growth- Driven Design changes. This will allow us to complete all the required
agency changes quickly.”?

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77.FIll in the blank: Based on the training, the recommended three-person pod consists
of a __________.
 strategist, UX designer, and content manager
 strategist, developer, and copywriter
 strategist, UX designer, and developer
 consultant, designer, UX researcher

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HubSpot Growth-
Driven Design
Certification Answers

Exam Name: HubSpot Growth-Driven Design Certification Exam
Exam URL: https://academy.hubspot.com/courses/growth-driven-design
Pages: 17
Questions: 70

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
50. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
51. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
52. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
53. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
54. Networking Opportunities: HubSpot offers a thriving community of professionals who
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55. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
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By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
56. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

120. 120

HubSpot Growth-Driven Design Certification Answers
1. What primary challenge(s) exist with the traditional web design process?
 The website launch often falls behind schedule and runs over budget.
 Most decisions about the website are based on assumptions and are from the
company’s point of view.
 Poor results happen because there are minimal improvements made after the launch.
 A and B
 A and C
 A, B, and C
2.What are the three stages of Growth-Driven Design?
 Strategy, Launch Pad, Continuous Improvement
 Roadmap, Usability, Optimization
 Planning, Development, Refinement
 Strategy, Creation, Acceleration
3.True or false? A launch pad website doesn’t contain any content. It’s a functional
prototype of what the website will look like when it’s done.
 True
 False
4.During the continuous improvement stage, what are the steps used in the cycle?
 Research, ideate, create, experiment.
 Audit, create, review.
 Plan, develop, experiment, document.
 Plan, build, learn, transfer.
 None of the above are correct.
5.Imagine your CEO says, “Why do we need to use Growth-Driven Design on our
website? Don’t we just need it to look better than our competitors?” Which of the
following is the best response to your CEO?
 “We need to shift our thinking to view the website as an asset we invest in to
drive company growth. Agencies on a 2017 survey reported seeing 14.1% more
visitors, 16.9% more leads, and 11.2% more revenue six months after launching
their website using Growth-Driven Design.”
 “Our website is very important. GDD helps us organize and store all our content for
our customers to access at any time. Giving them access to this content is very helpful
and will likely help generate more leads.”
 “You’re right. However, we need to keep the look and feel to be up to date with the
latest design trends. The more pleasing the design is, the more likely visitors will like
us more than a competitor. GDD is a great playbook to stay on top of design trends.”
 “You’re right, the website isn’t really key to our company. It’s probably best to just
launch the website and then refocus on other activities like direct mail advertising.”

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6.Fill in the blank: When using Growth-Driven Design, you can experience ______,
_______, and ______ compared to traditional web design.Fill in the blank: When using
Growth-Driven Design, you can experience ______, _______, and ______ compared to
traditional web design.
 quicker time-to-value, happier team members, better results
 innovative designs, deeper research, an overall bigger website
 manageable timelines, more creativity, smaller budget requirements
 stakeholder buy-in, revenue-driven decisions, more responsive designs
7.Which of the following factors is NOT important to determine during the website goals
step?
 The number of high-impact pages required to build on the new website.
 The target goals for each key performance indicator (KPI).
 The omissions.
 The key performance indicators (KPIs) that should be measured.
8.Imagine your team is reviewing the required work to complete the strategy stage.
Upon reviewing, your boss asks, “What is the Jobs to Be Done step?” Which of the
following responses would be the best?
 “Jobs to Be Done is a framework that helps us understand the progress our
customers are trying to make, which they are “hiring” our product or service to
help with.”
 “Each page on the website has a specific job. Jobs to Be Done is a framework that
helps our team while wireframing to ensure the elements on the page match the job
that page is trying to accomplish.”
 “Jobs to Be Done is a survey we can send to existing customers to better understand
the people they interact with at work, including influencers and decision makers.”
 “Jobs to Be Done is a document primarily used by software companies. Because we’re
in manufacturing, we can skip this step because it doesn’t apply.”
9.Which statement best describes what a buyer persona is?
 A semi-fictional representation of your ideal customer.
 A report that combines the items that an average buyer purchases in a year.
 A simple description of demographic characteristics of people you’d like to target.
 The most recent lead that converted into a paying customer.
10.Fill in the blank: ________ are the core elements of the business and website. They
act like the beams of a house, the underlying support upon which all other activities
should be built.
 The “fundamental assumptions”
 The executive team’s goals
 Profit and loss statements
 Marketing vision

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11.Why is it important to wait until the end of the strategy stage to complete the website-
specific strategy items?
 It’s important to have a deep understanding of your users before developing the
website-specific strategy items.
 The website-specific strategy items are completed at the beginning of the strategy
stage to help us understand how the website is used by the company and our users.
 It’s best to work on the website-specific strategy at the end because you often have to
wait until others in the company send out your discovery questionnaire. While
waiting, you can work on other less-important activities, such as developing personas.
 The website-specific strategy items are often determined at the end because of a lack
of resources. If you have a big enough team, it’s preferred to start working on the
website- specific items as soon as possible.
12.Why is it important to have an integrated tool stack that pulls all user data into one
centralized place?
 With an integrated system, your team can use the centralized data to trigger new
actions to drive results faster.
 Integrating your tools improves security because your team doesn’t need to manage as
many login passwords.
 Having all your data in one place decreases your costs by reducing the number of
servers needed to store data.
 It’s not important to have an integrated tool stack.
13. How should you evaluate tools for your Growth-Driven Design tool stack?
 Start with the goals you’re trying to reach. Then look at the functionality
required to achieve those goals. Lastly, pick the tool that’s the best fit with that
functionality.
 Because the industry is changing quickly, the best strategy is to find the newest tools
on the market because they use the latest technology.
 There’s no need to change the tools you’re using, because the tools used in traditional
web design are also the best tools for Growth-Driven Design.
 To save your team from having to learn a new tool, use the same tools your team is
already using and feels comfortable with.
14.When evaluating tools to integrate into a Growth-Driven Design tool stack, which of
the following is NOT an important functionality consideration?
 It promotes team collaboration.
 The CMS helps your team create, manage, and grow content.
 It has direct data integrations into social networks to pull social data into the
database.
 It helps your team perform user research.
 It helps your team quickly and easily turn insights into experiments.
 It has deep integrations with other systems used to drive business growth.
15.Your team is evaluating different content management systems (CMS). Which of the
following questions should your team members ask themselves?

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 Does this CMS remove bottlenecks and empower our non-technical team members to
take action?
 Is this CMS fast, secure from hackers, and reliable?
 Which CMS allows us to take action on data and best supports our GDD efforts?
 Is this the best CMS to help us achieve our goals and drive business growth?
 All of the above
16.Which statement best describes when user research is used during Growth-Driven
Design?
 User research is used throughout the entire GDD methodology, but it’s especially
common during the strategy stage and the plan step of the continuous
improvement stage.
 User research is primarily done when first kicking off a new GDD engagement to
better understand your audience.
 User research is primarily done during the launch pad stage when you’re testing
various prototypes with actual customers.
 User research is primarily done after running an experiment that doesn’t perform like
you predicted.
17.What are the three high-level steps of the user research process?
 Develop user questions, perform research, analyze and report on findings.
 Quantitative analysis, qualitative verification, experimentation validation.
 Perform research, develop user questions, create hypothesis.
 Develop user questions, create prototype, run user testing.
18.Fill in the blank: You’re training a new team member on the research and
brainstorming process. Your teammate asks, “Why are the user questions the first step
in the research process?” You respond with, “Starting with creating user questions
helps us _______.”
 focus our research efforts in the right areas and helps us determine the best
research methods to use
 communicate expectations between the users and the stakeholders
 scope the number of action items we implement in that cycle
 determine which action items we should test and which ones should simply be
implemented without testing
19.True or false? It’s common to answer a user question by conducting one type of
research.
 True
 False
20.Which of the following statements is NOT an example of a time you need to use
qualitative research?
 When you need to find out “why” users are behaving a certain way.
 When you’re first starting out and/or lacking quantitative data.

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 When you need to dig deeper into a specific topic.
 When you need to save time on research to hit a deadline.
21. Imagine you’re reviewing your website’s analytics and notice a large percentage of
users exiting the site on the third step of your conversion funnel. The third step of the
conversion funnel is the “product comparison page.” You want to review the behaviors
and interactions each user has on that page just before they exit. Which research
category would be best to use in the scenario above?
 Observational
 Qualitative
 Quantitative
 Prototyping
22.When is quantitative research a good option for your team to use?
 When you’re looking for trends.
 When you want to see how users interact with a new prototype.
 When you’re testing and validating your experiments.
 A and C
 All of the above
23.Which statement best defines a launch pad website?
 A website that looks and performs better than the one you have today but is built
quickly and is not a final product. Rather, your launch pad is the foundation
you’ll build and optimize from using data.
 A website that is built quickly by removing the majority of pages and functionality.
The result is a pared-down version of your old website.
 A fully built website that includes all of the ideas your team and stakeholders
developed in the strategy stage.
 An interactive prototype built in PowerPoint that can be used to gather user feedback
and iterate on. Once the feedback is collected, the launch pad is turned into a full
website.
24.Imagine your boss asks you, “Why is it important that we launch the launch pad
website quickly?” Which of the following statements is the best response?
 “Two reasons. First, the faster we launch, the less risky assumptions are made.
Once it’s live, we can start collecting data to inform our decisions. And second,
the faster we launch, the sooner we’ll start seeing a return on our investment.
Remember, we’ll continue to build and optimize the site after it’s live.”
 “The primary reason we need to launch quickly is to allow our team to shift focus
from the website to other marketing activities. It’s common to spend too much time on
the website and forget about everything else.”
 “Since we’re an enterprise website with lots of content that can’t be cut, we’re not able
to build a launch pad website. Instead, it’s better to follow traditional web design and
then run optimization after.”

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 “Launch pad websites are not compatible with our ecommerce website. It’s impossible
for us to cut down the number of products we sell. Therefore, we should do traditional
web design with optimization after.”
25.What is the difference between a launch pad website and a traditional website?
 The end result is a fully built website for both. It’s the behind-the-scenes process
involved in the launch pad site that the company and users don’t see that enables
a faster launch.
 A launch pad and a traditional website do look quite different. Launch pad websites
are much smaller and require a great deal of content to be removed or archived.
 The launch pad is only seen by a small group of users during the user testing process.
The rest of the company and users don’t see the website until you launch the full
traditional site.
 None of the above accurately describe why it’s hard to tell the difference.
26.Which of the following technique(s) can be used to increase speed and quality of the
new launch pad website?
 Customizing your approach
 Implementing sprint workshops
 Effective content development
 Stakeholder-driven brainstorming
 Investing in internal efficiencies
 C and D
 A, B, C, and E
 All of the above
27. When customizing your launch pad acceleration approach, which of the following
possible acceleration methods should you NOT use?
 Launch and expand
 Wise investor
 80/20
 Kickstart
 All hands on deck
28.Imagine your team launched a new website three months ago, before you were hired.
The website is performing well, but there’s still opportunity to improve using Growth-
Driven Design. Based on this scenario, which is the BEST approach to recommend to
your boss?
 Use the “refresh” method by reviewing the strategy stage, auditing the existing
website, developing the list of required updates, and moving into continuous
improvement starting with your list of required updates.
 It’s best to start over from scratch and build a brand new launch pad website using the
“80/20” method. This way, you know everything on the website aligns with your
vision.

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 Because you already have a website, you should skip the strategy and launch pad
stages and move directly to the continuous improvement stage. The first theme to use
would be the establish theme.
 Growth-Driven Design is not a good fit because the website is already performing
well. Growth-Driven Design is only used when the website is performing poorly.
29. Which of the following is NOT a good way to speed up the process of building a
launch pad website?
 Prioritize the 20% of the wish list items that will make 80% of the impact.
 Build the site as quickly as possible, regardless of quality.
 Develop a streamlined process to focus time where it will make the most impact.
 Adopt the agile process to speed up your internal efficiencies.
30.True or false? The only way to speed up the creation of a launch pad website is to cut
out the majority of the content.
 True — most of the content on a website is not critical to the success of the site, so it
is better to simplify and delete it.
 True — the only way to ensure a quick launch is to remove all of the content except
the most important pages.
 False — the second way to speed up the launch pad website is to limit the stakeholders
to only one revision on all content and designs.
 False — cutting down the amount of content on the site is only one of many
options for speeding up a launch pad website and may not be the right choice for
your specific website.
31.Fill in the blanks: A sprint workshop is a _________ where _______ step(s) out of the
day-to-day to collaborate and develop a set of _________ that will be ________.
 focused period of time, the team, specific deliverables, tested on website users
 week-long event, your users, website ideas, pitched to management.
 quarterly meeting, stakeholders, guiding principles, implemented on the website that
quarter.
 sporting event, your team, athletic events, used for team-building.
32. Fill in the blank: Running a sprint workshop is time consuming for the team, but it’s
worth the time investment because: ___________.
 pulling everyone, including stakeholders, together for a focused time period ends up
saving time by avoiding slow communication, distractions, and approval delays
 you can pull on the collective knowledge of a diverse group, which results in better
ideas
 having everyone together, including stakeholders, creates better buy-in and alignment
across the company
 All of the above
33.Your team and the stakeholders are discussing where to run sprint workshops. In
which parts of the GDD process is it common to run a sprint workshop?

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 During the strategy kick-off, wish list brainstorming, designs, and new site
launch.
 During the user interviews, content creation, launch, and start of the continuous
improvement stage.
 During the strategy kick-off, designs, sales team presentation, and the launch media
press release.
 Sprint workshops are only run during the strategy kick-off.
34.Why is it important to focus on effective content development?
 Content is the core of your website and is key to driving user behavior.
 Content creation is often the biggest cause in delays during the redesign process.
 Although nice to have, effective content development should not be a primary focus.
It’s more important to focus on making the website look better than your competitors’
websites.
 The final copy is needed before the site can be designed or developed. This is why
content development is important to start directly after the GDD engagement kicks off.
 A and B
 All of the above
35. Which of the following is NOT a way to create remarkable content?
 Get started as soon as possible.
 Weekly check-ins with content contributors.
 Invest in using content professionals.
 Have the CEO create the content from scratch to ensure it’s in their voice and
makes a personal connection with website users.
 Jump from hand-sketched wireframes to building prototypes directly in your CMS
while simultaneously collaborating on content in the CMS.
36.True or false? It’s important to code a marketer-friendly website.
 True — this removes bottlenecks, allows your team to move faster, and keeps
developers building interesting projects versus spending their time making small
updates.
 True — marketers love to jump into the CSS and API code to adjust and improve the
code the developers created.
 False — the website has always been managed by IT and they always push website
improvements to the top of their work list. There’s no reason to get marketers
involved.
 False — a CMS does not need to make it easy for marketers to work on the website,
and most developers hate learning new systems.
37.Fill in the blank: The continuous improvement stage is a repeatable, _____ process
for the team to continuously collect ______, build _______, and generate more
momentum as they go.
 agile, real user data, high-impact items
 agile, stakeholder feedback, brand new pages
 waterfall, and analyze, new items

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 fast-moving, data, new action items
38. Imagine while planning your yearly budget, your CEO asks you, “We have many
people asking for funding. Why should we invest in continuous improvement? Can’t we
just stop at the launch pad website?” What is the best response?
 “The continuous improvement of our website is an investment in driving even
more value to our users and better results for the company. In a 2017 web design
agency survey, it was found that running GDD resulted in 16.9% more leads and
11.2% more revenue six months after launch!”
 “Investing in continuous improvement ensures that the website will always look
beautiful and position us well against competitors when leads are doing research.”
 “The continuous improvement of our website is important because the company is
always launching new products and soon the website will be out of date. If we have
budget to keep the existing content up to date, both customers and sales reps will be
happy.”
 “Continuous improvement is important to keep the website up to date and avoid our
site being hacked. However, our team doesn’t have to manage it. We could hire an
intern to manage the website and instead invest in other marketing activities.”
39.What is the goal of the “plan” step in the sprint cycle?
 To determine the most impactful action items to implement to get closer to the
current focus metric goal.
 To get face time with the team and the stakeholders.
 To reflect on the previous cycle.
 To design and develop new features for the website.
40.While going through the sprint cycles, where should your team focus all their time
and energy?
 Improving the focus area selected by the strategist at the beginning of the cycle.
 Developing high-quality photos and videos.
 Filling out the fundamental assumptions chart.
 Talking to stakeholders about what to build next.
41.Which statement best describes why it’s important to run experiments to test the
action items your team is building?
 Running experiments is important for having a structured way to learn about
your users and how the business can interact with them.
 Running experiments is important to be able to report every single action your team
implemented to management.
 Running experiments is important to keep your team busy on documentation and
critical thinking.
 Running experiments is only important once you set the “optimize” theme and your
team is trying to improve your existing content.
42.True or false? A/B or split testing is the only way to validate your hypothesis.

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 True
 False
43. What is the goal of the “learn” step in the sprint cycle?
 To reflect on your experiments to gain a deeper understanding of your users so
you can make smarter decisions and drive more value in the next sprint cycle.
 To interview five users to answer questions about their challenges.
 To make recommendations to other teams on how to best solve the user’s challenges.
 To teach users about your products and services so they can learn the benefits of them.
44.How many sprint cycles should you run on each focus area?
 You should run as many sprint cycles as it takes to reach the predetermined
focus metric goal of that focus area.
 The individual sprint cycles are not connected to the performance roadmap in any
way.
 Run a minimum of three sprint cycles during each one of the focus areas.
 Run a maximum of ten sprint cycles during each one of the focus areas.
45. What is the website performance roadmap?
 A framework used by the strategist when they’re planning during the continuous
improvement stage.
 A step-by-step guide for auditing and identifying improvements on your website.
 A milestone-based approach for determining when to build new pages or sections onto
the website.
 A framework used by the stakeholders to determine when they should redesign a new
website versus continue to optimize an existing website.
46. The website performance roadmap is a framework structured into a decision tree
with three levels. In what order are the three tree levels?
 Theme, focus area, tactics
 Theme, tactics, focus area
 Theme, focus area, experiments
 Focus area, tactics, focus metric
47.Imagine you’re trying to educate your team on the website performance roadmap.
How would you best describe what a “theme” is?
 A directional mindset the team should use to think through building and
optimizing the website. It’s used to help direct and focus the team.
 The branding and styling of the new website, which is often compared to competitors’
websites.
 A process used to audit the existing website and find different search engine
optimization opportunities.
 A process that dictates the capacity and speed the team uses to execute action items
during sprint cycles.

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48.What is the recommended minimum number of months to stay on a particular
theme?
 One
 Two
 Three
 Six
 None of these are correct
49.Each focus area has a specific focus metric associated with it. Which of the following
best describes what a focus metric is?
 A single metric that provides focus for ideation and prioritization while also
serving as a direct measure of the progress you make toward the current goal.
 Another name for business revenue.
 The metric your team should not focus on because it’s distracting and pulls away from
more important metrics.
 A single metric that’s used to show progress throughout the entire engagement, from
the start of the strategy to the end of the continuous improvement phase.
 None of the above.
50.Select the definition that best describes the “establish” theme.
 The core foundational activities you need to do once you’ve built something new.
 The process of internal marketing within your company to showcase the new website
and the impact it’s having.
 The completion of the core strategy documents, such as the fundamental assumptions
and the journey map.
 The organization of the initial Growth-Driven Design team, the setup of your initial
tool set, and the creation of your first quarterly gameplan.
51.Which focus area is often worked on directly after your new launch pad website goes
live?
 Harvest. You build high-impact items that are easy and quick to accomplish.
 Conversion rate optimization (CRO). You eliminate the friction points and reduce the
number of steps in your conversion funnel.
 Usability. You ensure the website is intuitive, inviting, and easy to use to help users
solve problems.
 Personalization. You provide a hyper-relevant experience for each user to ensure they
get the perfect experience for their needs.
52.Why is the “value” focus area important to complete early on after launching a new
launch pad or website initiative?
 If you don’t first validate that the solution you built does, in-fact, solve users’
pain points and provide value, your team might waste time optimizing something
users don’t care about in the first place.

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 The value focus area should be implemented immediately after launching the new
website to ensure the business is capturing as many leads as possible, thus maximizing
the value of the website to the business.
 The value focus area should be implemented immediately after launching a new
website product to ensure your stakeholders see value in your GDD efforts and
continue to fund your team.
 It’s a misconception that the value step must be completed early on. It’s actually better
to implement the value focus area as late as possible in the process.
53.True or false? The two primary focus areas of the “optimize” theme are conversion
rate optimization and personalization.
 True
 False
54.What is the difference between Growth-Driven Design and conversion rate
optimization (CRO)?
 Conversion rate optimization efforts are just one piece of a bigger puzzle. The
bigger puzzle is the Growth-Driven Design methodology.
 Growth-Driven Design primarily focus on uncovering what to build, whereas
conversion rate optimization is primarily focused on testing the effectiveness of what
you build.
 Growth-Driven Design is a way of thinking, and conversion rate optimization is the
step- by-step process of putting that thinking into action.
 Conversion rate optimization is only about optimizing your existing website pages,
whereas Growth-Driven Design is only about building new pages onto the website.
55.Why is the “expand” theme important to consider when thinking of the website as a
tool for company-wide growth?
 It’s easy to think of the website as a tool for the marketing team to acquire new
leads, but the website is a tool that the entire company can use to achieve their
goals and provide value across the user’s journey.
 Once you’ve launched the initial website, expanding your efforts to also include paid
marketing is key to continuing growth.
 The “expand” theme does not refer to company-wide growth; rather, it refers to
expanding the focus of the website to include new personas that were not discovered
in the strategy stage.
 To boost organic SEO traffic, your team must expand the number of pages to include a
page focused at every single industry topic and keyword. You can then funnel the new
traffic to different departments to help them gain exposure to the website visitors.
56.Fill in the blank: Growth-Driven Design is a smarter approach to web design that
____________, ____________, and ____________.
 reduces frustration and risk, drives optimal results using data, improves the
entire company by using the website as a tool for company-wide learning and
growth.

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 uses the latest design trends, incorporates responsive design, optimizes the site using
experimentation.
 makes redesigns more fun, improves website navigations, uses overseas outsourcing to
move quicker.
 None of the above are correct.
57.Which statement best describes the purpose of the strategy stage?
 Develop an empathetic understanding of your audience’s world and how the
website can solve problems along their journey.
 Gain a deeper understanding of what others in the organization, including
stakeholders, value in having on the website.
 Collaborate with outside industry designers to ensure your new website incorporates
the latest design trends.
 Dive deep into your brand and your competitors to develop designs and positioning
that’s superior to your competitors.
58.Fill in the blank: The primary goal of the continuous improvement stage is to
_______.
 run conversion rate optimization on existing pages.
 keep the website content, platform, and plug-ins up to date.
 to collect data so you have information for your next redesign.
 use data to identify and build high-impact actions to drive business growth.
59.Which of the following statements best describes how to think of the website in
relation to other departments?
 The website is a tool that can be used by all departments to scale and hit
individual department goals.
 Other departments can send customers to the website to increase website visitors each
month.
 It’s distracting to work with other departments, and the website should stay focused on
the marketing team’s goals.
 Contact information should be listed on the website to give visitors easy access to
communicate with each department.
60.True or false? You can skip the strategy stage and move right to building the launch
pad if you have a senior team member who has been working at the company for a while
because they will already know what should be built on the website.
 True
 False
61.Which of the following statements best describes the goal of a journey map?
 To gain a holistic view of your persona’s life throughout their journey of
accomplishing their job to be done.
 To understand the page funnels that users are moving through on the current website
to identify where they’re dropping off.

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 To identify gaps in your content strategy by mapping out all of your current content
offers and matching them to their respective lifecycle stages.
 To understand the steps the user goes through while working with a competitor to find
areas of weakness.
62.Which of the following items could be included on your website wish list?
 Specific on-page elements
 Website sections and pages
 CRM integration details
 Browser compatibility requirements
 Quoting calculator
 They all could be included on the website wish list
63. True or false? Your strategist’s (or team leader’s) role is to master the process of
uncovering answers from your users and turning those answers into items to build to
drive value and business results.
 True
 False
64.True or false? It’s impossible to build a launch pad website for a large, enterprise
website.
 True — they’re often too big to make it worthwhile to run Growth-Driven Design
versus traditional web design.
 True — complex functions like multiple languages, ecommerce, forums, etc., make it
impossible to build a launch pad website.
 False — it is possible. You’ll likely have to adjust your approach, and it will
likely take you longer to build your initial launch pad, but it will still be quicker
than if you built the website using traditional web design.
 False — in the strategy process, you’ll need to convince stakeholders to cut out the
majority of the website’s content and create a small website.
65.Who should choose the team’s theme to focus on, and when will it be announced to
the team?
 Strategist, the quarterly summit
 Strategist, the plan step of the sprint cycle
 Stakeholder, the quarterly summit
 Stakeholder, the plan step of the sprint cycle
66.How do you prioritize which wish list items to work on?
 A combination of highest impact score, lowest effort required to build, and
urgency to implement.
 By selecting the action items based on which team members have the capacity to
complete them.
 By selecting action items that are the quickest for your team to implement.

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 By putting any stakeholder or CEO requests at the top and pushing everything else
until you have more time.
67.How many action items should you aim to complete in each sprint cycle?
 Start at the top of the prioritized wish list and select as many action items as you
can complete based on the effort required by each item and the team’s capacity.
 First complete any items your CEO mandates. Then use the remaining time to
complete any action items, updates, or maintenance items.
 The general rule is to complete a minimum of five action items per sprint to continue
the momentum.
 The number of action items you complete will depend on how busy you are with other
work. The slower you are, the more action items you can complete.
68.True or false? It’s important to leave a certain percentage of flex time in each sprint
cycle for implementing updates, maintenance, or CEO-mandated items.
 True
 False
69.What is the goal of the “transfer” step in the sprint cycle?
 To help teams improve their efforts by informing them of your user learnings,
and vice versa.
 To transfer inactive users to the archive as they are no longer engaged with your
marketing.
 To find complementary businesses and transfer links between websites to improve
referral traffic and SEO authority.
 To transfer onto a new software platform that’s a better fit for your needs.
70. Imagine your launch pad website is now live, and you’re moving into the continuous
improvement stage. Which of the following frameworks provides focus to the team, sets
clear expectations, and helps track and measure progress?
 The website performance roadmap
 The stakeholder mapping document
 The journey map
 Fundamental assumptions

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HubSpot Inbound
Certification Answers


Exam Name: HubSpot Inbound Certification Exam
Exam URL: https://academy.hubspot.com/courses/inbound
Pages: 27
Questions: 151

136. 136

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
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62. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
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By earning and maintaining HubSpot certifications, you ensure that your knowledge
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content that can help you deepen your knowledge and stay ahead of the curve.

137. 137

HubSpot Inbound Certification Answers
1.What occurs during the attract stage of the inbound methodology?
 You answer questions and provide solutions for the challenges your prospects and
customers face and strategies to accomplish the goals they set.
 You focus on bringing prospects and customers to your social pages or website
through relevant and helpful content.
 You exceed a prospect or customer’s expectations so much that they’ll want to tell
their friends and family about you.
 You collect information about the individual you’re working with.
2.When does the engage stage of the inbound methodology begin?
 The engage stage begins when a purchase occurs.
 The engage stage begins when a customer leaves you.
 The engage stage begins when a prospect or customer takes a desired action.
 The engage stage begins when a prospect or customer proposes you give them a
discount.
3. True or false? As buying behavior changes, the inbound philosophy will also evolve.
 True
 False
4.What is the purpose of the delight stage of the inbound methodology?
 To exceed expectations
 To provide an outstanding experience every time a prospect or customer interacts with
your company
 To go the extra step to ensure a prospect or customer accomplishes what they set out
to do
 All of the above
5.True or false? Most buyers start researching potential solutions before they meet with
a salesperson.
 True
 False
6.Fill in the blank: The inbound methodology is a ____________.
 Funnel
 Obelisk
 Flywheel
 Cyclone

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7.Fill in the blank: Your __________ is your strongest acquisition lever.
 content library
 current customer base
 inbound tool stack
 sales-qualified leads
8.What is the relationship between the inbound methodology and the concept of a
flywheel?
 The inbound methodology has arrows to show the direction your flywheel should spin.
 The inbound methodology is shown as a circle. It presents the flywheel that will
drive your businesses growth.
 The only way to make your company operate like a flywheel is to use inbound
techniques.
 The inbound methodology represents a funnel that exists in one part of your
company’s flywheel.
9.Which of the following is a problem with thinking of your business as a funnel?
 Movement through a funnel immediately stops when things stop flowing into the
top of the funnel.
 The shape of a funnel doesn’t match the actual shape of a conversion chart.
 There are many different kinds of funnels, each with its own shape.
 When you pour liquid into a funnel, some of the liquid will stick to the sides of the
funnel instead of coming out the bottom.
10.Who is responsible for delighting prospects and customers?
 Services
 Marketing and Services
 Sales and Services
 Marketing, Sales, and Services
11. True or false? Attracting is the role of marketing. Engaging is the role of sales.
Delighting is the role of services.
 True
 False
12.Which of the following is NOT a reason to think of your business as a flywheel?
 Flywheels store momentum.
 Flywheels represent a circular process rather than a linear one.
 Flywheels are able to stand unsupported for an indefinite amount of time.
 Flywheels accelerate as you add more energy to them.
13.True or false? Every customer has to have a fantastic experience in order for your
company’s flywheel to accelerate.

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 True — even a single unhappy customer will scare away potential customers, so you
need to hold your teams to a standard of pleasing every single customer they work
with.
 True — if you aren’t providing a flawless customer experience to every one of your
customers, you aren’t operating a flywheel company.
 False — not all customers are going to be happy all the time, but your flywheel can
counteract their unhappiness by increasing the total size of your customer base.
 False — thinking of your company as a flywheel will encourage your teams to
provide as good of an experience as possible, even to your most difficult
customers.
14.What are the five inbound principles?
 Standardize, Contextualize, Optimize, Personalize, Empathize
 Standardize, Conceptualize, Optimize, Personalize, Empathize
 Standardize, Contextualize, Organize, Personalize, Empathize
 Standardize, Contextualize, Optimize, Prioritize, Empathize
15. True or false? When you standardize, you’re creating a single standard answer that
has no variations.
 True
 False
16.Which of the following is NOT something you would take into account when
contextualizing information?
 What actions have happened prior to this point
 What activities brought someone to this point
 What your product/service best attributes are
 What type of question is being asked, and how the prior actions and activities
influenced the current situation
17.Why is it common for companies to think of themselves in terms of a funnel?
 Because flywheels were only recently invented, but funnels have been around for
much longer.
 Because funnels are powered by gravity, just as businesses are anchored by revenue.
 Because companies that don’t use the inbound methodology are inherently funnel-
shaped.
 Because many business charts show conversion rates, and those charts are often
shaped like a funnel.
18.How can you apply flywheel thinking to your company’s budget?
 By investing as much money into things that drive customer happiness—such as
support teams and product improvements—as you do into acquiring new
customers through marketing and sales.

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 By making sure funds are evenly distributed to each section of the flywheel.
Marketing, sales, and customer support should each have equal proportions of the
overall budget.
 If your flywheel is truly successful, you won’t need to allocate resources to marketing
at all because customer word of mouth will provide all of your new prospects.
 If your flywheel ever slows down, you can speed it back up by funding more customer
discounts.
19.In a flywheel business, which of the following is the most important source of new
prospects?
 Marketing
 Sales
 Advertisements
 Word-of-mouth
20.How can thinking of your business as a flywheel foster cross-team collaboration?
 If each team has separate funnels, a flywheel can help them understand how
those funnels fit together and support each other.
 It’s impossible for a funnel to apply to multiple teams.
 Funnels inevitably cause friction between teams.
 A flywheel replaces the standard org chart by showing each individual employee and
team their relationship to every other employee and team.
21. When it comes to inbound best practices, you personalize for:
 Comfort
 Clarity
 Creativity
 Impact
22.Fill in the blank: You standardize for ______________.
 Quality
 Simplicity
 Explanation
 Consistency
23.Fill in the blank: When optimizing your content for clarity, your goal is to
______________.
 Leverage the strengths of a given channel and remove its weaknesses
 Leverage the strengths of a given channel and mitigate its weaknesses
 Leverage the weaknesses of a given channel with content
 Leverage the strengths and weaknesses of a given channel
24.Which place is recommended for the storage of your prospect’s information?
 A knowledge base

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 A notepad
 A CRM system
 An email provider
25.Why do the inbound principles exist?
 The principles define inbound
 The principles can be used instead of the methodology
 The principles connect the methodology with the resources of inbound
 The principles are aspirational goals
26.Fill in the blanks: You ________ have to provide the _________ right response,
before delivering the __________ correct information.
 Never, emotionally, factually
 Often, emotionally, factually
 Rarely, emotionally, factually
 Don’t, factually, emotionally
27.What does a knowledge strategy allow you to do?
 Identify questions that might be asked
 Identify topics you need to have information on
 Identify topics you may have information on, and what types of questions may be
asked
 Identify content for your blog and marketing pages that would be used to generate
leads
28.Which of the following is the best way to align a company’s employees around a
single purpose?
 Defining a culture that encourages employees to focus on fulfilling the company’s
purpose
 Holding regular training sessions to remind employees what the company’s purpose is
and teach them what they need to do to fulfill it
 Having a randomly selected employee recite the company’s purpose verbatim at the
beginning of every meeting
 Adding the company purpose to every employee’s email signature
29.If a salesperson is speaking with a specific person and discovers that the person
doesn’t exactly match their assigned persona, what should the salesperson do?
 Rely on the information in the persona and ignore apparent differences. Personas often
contain information that people don’t know about themselves and should be trusted
over anything the individual person says.
 Focus on serving the person using the information they provide even if it doesn’t
match the persona. If the same discrepancy comes up repeatedly, the persona
might need to be updated.
 Send the person back to marketing. Marketing will nurture the person until they are
more qualified for sales outreach and match their persona more closely.

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 Create a new persona. In order for personas to be as accurate as possible, your team
may need to have almost as many personas as you have prospects, leads, and
customers.
30.Which of the following is NOT a key part of a company’s culture?
 The company’s mission
 The company’s values
 What customers say about the company
 The way employees behave when unsupervised
31.When you use Jobs Theory to develop a timeline of events, where does that timeline
start?
 The first time a potential employee hears about your company.
 The first time a potential customer realizes they have a need.
 The day your company was founded.
 The day you were hired into your current role.
32.What is Jobs Theory?
 A framework for defining internal job titles and descriptions.
 The idea that a company should only have as many employees as it has “vital, relevant
jobs” to do.
 A method for understanding why people buy certain products and services.
 A management system created by Steve Jobs.
33. Which of the following is NOT a “job dimension” that Jobs Theory might uncover?
 Demographic information
 Functional requirements
 Financial requirements
 Personal identity
34.How does your company’s purpose affect “back office” teams (accounting, legal,
etc.)?
 Your back office teams should define and maintain your company’s purpose and find
ways to share it with the rest of the company.
 Back office teams should find ways to make sure accounting processes, legal
forms, etc. are focused on the needs of your customers.
 Back office teams should be aware of your company’s purpose but will not be affected
by it directly.
 Back office teams should audit customer facing teams to ensure the company’s
purpose is being fulfilled.
35. When it comes to goal setting, what are key results?
 Key results are how you quantitatively benchmark and monitor how you get to
the objective.

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 Key results are how you qualitatively benchmark and monitor how you get to the
objective.
 Key results are statements you use to benchmark the performance of every individual
contributor.
 Key results are reports that explain how you know how your competitors are
performing.
36.What is the three horizon framework?
 The three horizon framework is a way to conceptualize what your business wants
to accomplish in the short term, mid term, and long term.
 The three horizon framework is the sun’s relative position to the earth at any point of
day.
 The three horizon framework is a way to allocate stock in your business’ investment
portfolio.
 The three horizon framework is a performance plan that enables you to see the best
and worst performers on your team.
37.When it comes to goal setting, what are objectives?
 Objectives are statements that define the quantitative outcome of your goal.
 Objectives are statements that define the qualitative outcome of your goal.
 Objectives are statements you use to benchmark and monitor the progress toward your
key result.
 Objectives are statements you use to benchmark the performance of every individual
contributor.
38.In the three horizon framework, what does horizon one symbolize?
 The initiatives you take to power short-term success
 The initiatives you take to power mid-term success
 The initiatives you take to power long-term success
 The initiatives you choose to omit or de-prioritize
39.True or false? Every business exists primarily to create profits.
 True — A business might have other goals it wants to achieve, but its leaders must be
focused on profits first in order to achieve those other goals.
 True — A business only exists to create profits for the people it employs.
 False — Businesses should not think about profits at all. Instead, they should find a
higher purpose to fulfill.
 False — Although most businesses have to generate profits in order to sustain
themselves, every business exists to fulfill a specific purpose.
40.In the three horizon framework, what does horizon two symbolize?
 The initiatives you to take to power short-term success
 The initiatives you take to power mid-term success
 The initiatives you take to power long-term success
 The initiatives you choose to omit or de-prioritize

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41. True or false? Objectives typically have a designated time period, while key results
can be long lived.
 True
 False
42.What’s the maximum number of top priorities a company should have at any given
time?
 5-6
 7-8
 2-3
 9-10
43.In the three horizon framework, what does horizon three symbolize?
 The initiatives you to take to power short-term success
 The initiatives you take to power mid-term success
 The initiatives you take to power long-term success
 The initiatives you choose to omit or de-prioritize
44. True or false? If one horizon begins to underperform, you should reallocate
resources to those initiatives until they start performing well.
 True
 False
45.Which of the following best describes a buyer persona?
 A description of your ideal buyer that sounds like it’s talking about an individual
person but is based on aggregated information about your target market
 An individual prospect that your company has identified as a good fit for your offering
who will likely be receptive to outreach from your teams
 A list of demographic information that correlates with an interest in buying your
product
 A sentiment analysis of a prospect that tells you how cooperative they’ll be during the
sales conversation
46.What kinds of information does your sales team likely need included in each
persona?
 The size of the target market represented by each persona
 The full name, title, and direct phone number of the persona so they can reach out and
initiate a sales conversation
 The goals and challenges the persona typically has that your product can help
with
 They’re quota for the number of sales they need to close with that persona each
quarter

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47.What kinds of information does your customer service team likely need included in
each persona?
 They’re service level agreement (SLA) when serving people who match that persona
 The percentage of your customer base represented by that persona
 The persona’s full contact information and purchasing history so they know how to
respond to service calls from them
 The parts of your offering that the persona likes most and least
48.True or false? There should be one person who is tasked with creating and
maintaining your buyer personas.
 True — You need to get input from as many people as possible, but you should
have one person who is accountable for making sure personas are created and
maintained.
 True — Having more than one person involved in the creation process can lead to
inconsistencies within a single persona.
 False — If one person is in charge of personas, they’re point of view will be
disproportionately represented in the personas they produce.
 False — Personas should be created and maintained by a cross-functional task force
that operates with a flat structure where no one member of the team has any more
authority or responsibility than any other team member.
49.What is the relationship between your company’s purpose and your buyer personas?
 Your company’s purpose is found by combining your buyer personas together into a
single company persona.
 Your company’s purpose describes the culture your employees experience while buyer
personas describe your company’s responsibility to customers.
 The people who buy from your company (personas) are the only ones who understand
the mission your company is trying to accomplish (purpose).
 Having a deep understanding of the problem your company solves (purpose) can
help you identify the people who have that problem (personas).
50.Who at your company will buyer personas most benefit?
 The marketing department because buyer personas are primarily a marketing tool.
 The sales team because buyer personas are primarily meant for qualifying leads.
 All customer-facing teams because a good buyer persona can provide value to
marketing, sales, and services.
 Executive leadership because a good buyer persona will rally the company around the
leadership’s vision of the ideal customer.
51.What is the role of “back office” teams (accounting, legal, etc.) in creating buyer
personas?
 Back office teams don’t need to be involved in creating buyer personas, but they
should understand and accept the finished personas.
 Back office teams often have key insights to offer during the creation process and
should be invited to help create your buyer personas.

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 Back office teams should own the buyer persona creation process because they are less
biased than customer facing teams.
 Back office teams shouldn’t be involved with buyer personas at all because they don’t
interact with customers directly.
52.Who should be involved in creating your buyer personas?
 Marketing should create your buyer personas because they have the most data about
prospects.
 Services should create your personas because they have the most data about
customers.
 Your executive leadership should create your buyer personas because they best
understand the company vision.
 Anybody who interacts with your customers, directly or indirectly, should be
invited to give input.
53. True or false? A customer’s buying journey is ever-evolving. You should make
updates as you learn more about your buyer persona.
 True
 False
54.What is the buyer’s journey?
 It’s the active research process someone goes through leading up to a purchase.
 It’s the experience your prospect goes through when learning about your brand.
 It’s the Inbound Methodology but from the buyer’s perspective.
 It’s the set of actions that a buyer goes through after he or she made a purchase.
55.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?
 Awareness
 Consideration
 Decision
 All of the above
56.What are the stages in the inbound methodology?
 Get Found, Convert, Analyze
 Attract, Engage, Close
 Attract, Engage, Delight
 Attract, Convert, Close, Delight
57.Fill in the blank: Inbound is knowledge _________.
 Awareness
 Activation
 Monetization
 Optimization

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58.Which departments should be involved in creating content?
 All departments
 Just marketing
 Just marketing and sales
 All customer-facing departments
59. What is the relationship of funnels and flywheels to each other?
 The flywheel replaces all funnels.
 A flywheel and a funnel represent the same basic premise.
 Individual funnels can be interconnected within a flywheel.
 Creating a flywheel is the first step in developing a robust funnel.
60.True or false? It is a recommended best practice to gate and deliver majority of your
content over live chat.
 True
 False
61.According to Jobs Theory, which of the following is an example of a job story?
 Our customers buy our product because it helps them feel more confident in social
situations.
 When I’m on my way to work, I want a quick and easy breakfast so that I can
finish eating before I get to work and not get hungry again until after my first
meeting of the day.
 XYZ, Inc. was founded in 1902 in Paris, France as a manufacturer of electric
generators. Over the past century, they’ve grown from a regional manufacturer into an
international power solutions leader.
 Our support team is responsible for helping customers find the answers they need as
quickly as possible.
62.What kinds of information does your marketing team likely need included in a
persona?
 The number of people represented by that persona that they need to bring to the
website each month
 How the persona finds answers to problems and how they prefer to be
communicated with
 The persona’s first name and email address so that they can be sent personalized
marketing emails
 The size of the target market represented by each persona
63.What does CRM stand for?
 Custom Rendering for Mobile
 Custom Relationship Modules
 Customer Relationship Management
 Customer Rotation Model

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64. 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?
 Research, identify trends, and create persona stories
 Create persona story, test and optimize, and make assumptions
 Make assumptions, identify trends, and ask company employees for input
 A buyer persona shouldn’t be developed at this time.
65. 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?
 Awareness
 Consideration
 Decision
 None of the above
66. 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?
 Yes, you should try to interview all types of customers. That way you’ll have a
better idea of the ideal buyer you’re trying to market and sell to.
 Yes, interview as many current customers as you possibly can. You should avoid
reaching out to prospects since they haven’t used your product/service.
 No, you shouldn’t be interviewing customers. Instead, you should interview ideal
customers, prospects, and those that don’t know your organization.
 No, you shouldn’t be reaching out to bad customers. They will skew the buyer persona
story since they aren’t your ideal customer.
67.Fill in the blank: Inbound marketing represents a fundamental shift in the way that
organizations operate because it is ______-centric.
 marketer
 customer
 sales
 company
68.True or false? Buyer personas are effective for all organization types.
 True
 False
69.What are the four stages of the Inbound Methodology?
 Attract, Convert, Close, and Delight
 Awareness, Consideration, Decision, and Delight
 Find, Engage, Convert, and Nurture
 Identify, Connect, Explore, and Advise

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70. 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?
 Attract
 Convert
 Close
 Delight
71.What is the definition of a buyer persona?
 A semi-fictional representation of your ideal customer based on real data and
some select educated speculation
 A lead in your database
 A true view of your personas
 A completely fictional representation of your ideal customer based on real data and
some select educated speculation
72.True or false? In the context of inbound, buyer personas and ideal buyer profiles are
the same thing.
 True
 False
73.Optimizing your content helps improve __________.
 reach
 engagement
 conversions
 All of the above
74.To help increase awareness for an upcoming product launch, your manager increases
paid promotion funds by 300%. Which channels could you disperse these funds to?
 Twitter
 LinkedIn
 Google
 A and B
 All of the above
75.If you’re looking for a place to start with creating topic clusters and pillar pages,
consider deconstructing your existing awareness- or consideration-stage offers into 10x
content pillar pages.
 True
 False
76. True or false? Social media is a key driver for word-of-mouth marketing.

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 True
 False
77.True or false? You should only create video content if you have a high-quality
camera and lights.
 True
 False
78.Fill in the blank: When creating a content offer, use _________ to determine the best
content offer format.
 your buyer personas
 the buyer’s journey
 content distribution
 industry benchmarks
79.What are the steps of conversion optimization?
 Define your objective, form a hypothesis, design your tests, establish your baseline,
analyze your data.
 Define your objective, establish your baseline, form a hypothesis, design your
tests, analyze your data.
 Analyze your data, design your tests, form a hypothesis, establish your baseline,
define your objective.
 Form a hypothesis, analyze your data, establish your baseline, define your objectives,
design your tests.
80.True or false? Conversion optimization is NOT an iterative process.
 True
 False
81.What is conversion optimization?
 Conversion optimization is investment that produces reliable month-over-month
growth. Your website becomes stronger as you continue to measure, iterate, and act.
 Conversion optimization is focused on attracting customers through relevant and
helpful content and adding value at every stage in your customer’s buying journey.
 Conversion optimization is the process of testing hypotheses on elements of your
site with the ultimate goal of increasing the percentage of visitors who take the
desired action.
 Conversion optimization is the technology, processes, and content that empower sales
teams to sell efficiently at a higher velocity.
82.What are the steps for creating a conversion path?
 Attract, convert a lead, close a deal, and delight a customer.
 Create awareness, determine your end point, chart your course, and analyze.

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 Create awareness, determine your end point, chart your course, build a ship, ahoy
matey.
 Create awareness, chart your course, optimize, convert a qualified lead.
83.True or false? If you have an ideal customer profile, you don’t need buyer personas.
 True
 False
84.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.
 True
 False
85. True or false? When starting out, make sure you are engaging with customers on
every single social media channel.
 True
 False
86.Define a conversion path.
 The method by which you encourage someone on your site to move down your
funnel.
 The method by which you encourage someone to visit your site from social media.
 The method by which you encourage someone to spend 30 minutes or more on your
website.
 The method by which you encourage someone to read your well-crafted automated
email.
87.This call-to-action isn’t performing as well as it should. What is the first thing to
assess about the call-to-action?
 The offer and its relevance to the page content
 The placement of the call-to-action on the page
 How the design does or does not grab attention
 Whether or not the call-to-action has an action verb
88.What is the main purpose of a landing page?
 To capture a visitor’s information via a form
 To deliver an offer that a business is promoting
 To promote an offer on a website page, blog post or email
 To help nurture leads in order to turn them into customers
89.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.

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 Hotjar
 Google analytics
 Quora
 Buzzsumo
90. All of the following are true about forms and lead flows EXCEPT:
 Lead flows collect more detailed information than forms.
 Lead flows appear on top of the page while forms are embedded in the page.
 Forms usually have more fields than lead flows.
 Submissions from lead flows and forms both appear on the contact timeline.
91.True or False: Responsive design relies on predefined screen sizes.
 True
 False
92.When designing site architecture and navigation, whose experience should be the
primary consideration?
 The designer
 The visitor
 The marketer
 The salesperson
93.Fill in the blank: While most pages should be optimized for user interaction,
responsive blogs should be first optimized for _________.
 easy sharing.
 fast-loading images.
 readability.
 shorter content.
94.Fill in the blank: _______________ is a friendly, harmonious relationship; a
relationship characterized by agreement, mutual understanding, or empathy that makes
communication possible or easy.
 Friendship
 Professionalism
 Communication
 Rapport
95.What is the definition of lead nurturing? (Duplicate 1)
 The process of building relationships with your prospects with the goal of earning
their business when they’re ready
 The process of building relationships with leads specifically to convert them for the
first time
 The process of developing your sales relationships
 The process of developing your relationships through inbound service

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96.An inbound sales strategy focuses on identifying people who _________.
 might already be interested
 work at major corporations
 have a budget, the right authority, a need, and a timeline
 are already familiar with your product or service
97. What is the goal of the identify phase of an inbound sales strategy?
 To identify good-fit leads from within the large pool of available prospects.
 To identify the goals and challenges of specific prospects.
 To identify the ways your product or service can benefit people who match your buyer
personas.
 To identify ways to differentiate your offering from your chief competitors’ offerings.
98.What is the difference between a sales process and an inbound sales strategy?
 A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces
the need for a sales process.
 Every sales team has its own sales process, but an inbound sales strategy can be
implemented by every sales team.
 A sales process describes the steps a seller takes during a sales cycle, while an
inbound sales strategy describes the steps a buyer takes.
 An inbound sales strategy is a type of sales process.
99. True or false? An inbound sales approach is necessary because the world has
changed and salespeople need to adapt to new technologies and buying patterns.
 True
 False
100.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.
 True
 False
101.60% of a buyer’s purchase decision has already been made before even talking to a
sales representative. What does that mean for inbound sales?
 Sales representatives must evolve their selling to keep up with customers’ buying
habits.
 Buyers are more educated, so there’s less work for the sales representatives.
 Sales representatives need to push and sell harder to convince buyers to make the right
decision.
 Sales representatives should keep this in mind, but this doesn’t change the way the
world should sell.
102.True or false? Having an inbound sales strategy is important because of changes
made by the invention of the internet.

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 True
 False
103.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?
 Collect survey responses
 Send emails
 Gather testimonials from your users
 Talk to team members
104.When should you focus on delighting people?
 From the very first moment someone interacts with your business
 From the moment they become a customer to delight them into promoters
 At the beginning of the sales process
 After they have used your product or service
105. What is social listening? (HubSpot)
 Having conversations with individuals talking about your industry, brand, products,
and services
 Actively looking for mentions and conversations that pertain to your brand, products,
hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
106.True or false? Social Content is only used during the attract and delight stages of
the inbound methodology.
 True
 False
107. Fill in the blank: ______________ are people who respond to the NPS with a score
between 0 and 6.
 Promoters
 Passives
 Detractors
108.Imagine you surveyed 100 training attendees. If 10% were detractors, 30% were
passives, and 60% were promoters, what would your NPS be?
 30
 40
 50
 60

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109.True or false? NPS is calculated by subtracting the detractors percentage from the
passives percentage.
 True
 False
110. 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.
 True
 False
111.True or false? An effective conversion path must include a landing page.
 True
 False
112.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 pages that the visitor has
viewed on your website. The CRM may also be able to find company information
about the person and create a company record based on their email domain.
 True. If a person provides an email address, you’ll be able to send them an email to
ask for more information. This is also a good opportunity to find out what products
they’re interested in and attempt to make a sale.
 False. An email address without a name is meaningless. At a minimum, your lead
flows should collect name and email.
 False. Lead flows should collect as much information as possible about a visitor. You
should have a goal of having 5 to 10 fields in each lead flow.
113.What are the three core tenents of inbound?
 Human, Helpful, Holistic
 Goal, Guide, Grow
 Attract, Engage, Delight
 Marketing, Sales, Services
114. True or false? A website page should always have three goals. There should be one
primary goal and two secondary goals.
 True
 False
115.True or false? A call-to-action must be a button.
 True
 False

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116. Which of the following is NOT a lead nurturing tactic?
 Lead scoring
 Targeted content
 Marketing qualification matrix
 Multi-channel
117.What are the phases of an inbound sales strategy?
 Attract, Convert, Close
 Identify, Connect, Explore, Advise
 Educate, Guide, Grow
 Attract, Guide, Sell, Close
118.Fill in the blank: ____________ is the process of listening to customer feedback
about their experience using a product or service, sharing results within the
organization, and interpreting feedback to improve customer experience and retention.
 Voice of the customer
 Social listening
 Inbound services
 Customer personas
119.Which of the following delight terms is considered to be reactive to your customers’
needs?
 Customer service
 Customer support
 Customer success
120. What are the phases for the inbound sales framework?
 Engage, Guide, Grow
 Attract, Convert, Close, Delight
 Help, Empower, Delight
 Engage, Empower, Delight, Grow
121. True or false? Most buyers are naturally trusting of salespeople.
 True
 False
122.True or false? An inbound sales strategy aims to connect with buyers when they’re
in the decision stage of the buyer’s journey.
 True
 False
123.Which of the following is the best technique for helping people progress through the
buyer’s journey?

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 View the journey from the buyer’s perspective and focus on the tasks they need
to accomplish
 Set goals based on the commission you want to earn this month
 Don’t push people. If a prospect is moving slowly, move on to someone else.
 Follow up multiple times a day
124. Which is true about content and its relationship with the Inbound Methodology?
 a. Content is needed to attract people to your site.
 b. Content is needed to attract visitors and convert them into leads.
 c. Content is needed to close leads into customers and turn customers into promoters.
 d. All of the above
125.The inbound methodology is a circle. What does it represent?
 funnel
 obelisk
 flywheel
 cyclone
126. Fill in the blank: Inbound is about _____ with the world.
 sharing your brand
 expressing your opinions
 sharing your knowledge
 building a brand
127.True or false? The buyer’s journey is only used by your marketing team.
 True
 False
128.True or false? Delight is only about the customer experience your service delivers.
 True
 False
129.What could a marketer use in the engage stage to engage with different segments of
their audience?
 Ad retargeting
 Calling
 Pillar pages
 All of the above
130.What are the principles of inbound? (Choose all that apply.)
 Personalize for impact.
 Energize for consistency.
 Synergize for gratuity.

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 Empathize for perspective.
131.Fill in the blank: You can attract people by using _________ to create content and
experiences.
 a contact database
 external thought leaders
 your expertise
 sales reps’ knowledge
132.How can thinking of your business as a flywheel improve the handoff between sales
and services?
 By merging the sales and services teams into a single team
 By giving more visibility into the steps involved to make the handoff go smoothly
 By having salespeople take on post-sale responsibilities
 By providing more granular reporting during the sales process
133.How many customers do you need to interview to identify the job your product
does?
 1
 2 or 3
 5 to 10
 A minimum of 10
134.Fill in the blank: To build trust with your target audience, you need to align with the
way they _________. (Choose all that apply.)
 think
 research
 purchase
 experiment
135.What is the relationship between a company’s profits and its purpose?
 A company’s purpose is to generate profits.
 A company’s profits enable it to fulfill its purpose.
 A company’s profits distracts from its purpose.
 A company’s purpose drives profits.
136.If a sales rep is speaking with a specific person and discovers that the person doesn’t
exactly match their assigned persona, what should the sales rep do?
 Rely on the information in the persona and ignore apparent differences. Personas often
contain information that people don’t know about themselves and should be trusted
over anything the individual person says.
 Focus on serving the person using the information they provide even if it doesn’t
match the persona. If the same discrepancy comes up repeatedly, the persona
might need to be updated.

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 Send the person back to marketing. Marketing will nurture the person until they’re
more qualified for sales outreach and match their persona more closely.
 Create a new persona. In order for personas to be as accurate as possible, your team
may need to have almost as many personas as you have prospects, leads, and
customers.
137.Which of the following are principles of inbound? (Choose all that apply.)
 Personalize for impact.
 Energize for consistency.
 Synergize for gratuity.
 Empathize for perspective.
138.True or false? If you want to think of your company as a flywheel, you shouldn’t
think of your sales process as a funnel.
 True
 False
139. Why is it important to make sure the people buying your product are happy?
 Happy customers generate more customers through word-of-mouth recommendations.
 Word-of-mouth from unhappy customers can prevent potential customers from
buying.
 Happy customers are more likely to become repeat customers.
 All of the above
140. Fill in the blank: During the attract stage of the inbound methodology, an inbound
business focuses on __________________. (Choose all that apply.)
 becoming a trusted advisor to a prospect
 attracting prospects and customers through relevant and helpful content
 immediately adding value to a prospect’s buyer’s journey
 exceeding a prospect’s expectations in the buying process so that they’ll want to tell
their friends and family about your company
141. In the engage stage what do you collect from an individual?
 goals
 first name
 information
 email address
142. True or false? It’s a best practice to gate and deliver the majority of your content
over live chat.
 True
 False
143.Which of the following is NOT true about a flywheel?

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 Flywheels store momentum.
 Flywheels represent a circular process rather than a linear one.
 Flywheels are able to stand unsupported for an indefinite amount of time.
 Flywheels accelerate as you add more energy to them.
144. Fill in the blank: _________ of customers will never do business with a company
again after one negative experience.
 61%
 46%
 51%
 34%
145.What might your customer service team use the buyer’s journey for?
 Cross-sell
 Up-sell
 Resell
 All of the above
146.Fill in the blank: _________ of consumers have discontinued communications with a
company because of irrelevant promotions or messages.
 94%
 74%
 77%
 85%
147.How is your product’s “job to be done” tied to your customer’s personal identity?
 Your customer wants your product to reflect what they believe about the world.
 You have to understand a customer’s personal identity in order to understand the job
they’re hiring your product to do.
 By researching the job your product does, you’ll better understand the identity of your
customer.
 By researching your customer’s personal identity, you’ll uncover the job they’re trying
to get done.
148.Your friend is starting a company and wants to identify the job their product will do
for people. What advice would you give them?
 Make your best guess based on the reason you’re starting your company.
 Wait until you have at least 100 customers, and then interview 10 or 12 of them.
 Put a plan in place to interview your first few customers soon after they buy from
you.
 Ask customers of your competitors why they bought the products they did.
149.True or false? If you have an ideal customer profile, you don’t need buyer personas.
 True

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 False
150.Fill in the blank: The inbound methodology is a ____________.
 Funnel
 Obelisk
 Flywheel
 Cyclone
151.Which of the following is the best technique for helping people progress through the
buyer’s journey?
 View the journey from the buyer’s perspective and focus on the tasks they need
to accomplish
 Set goals based on the commission you want to earn this month
 Don’t push people. If a prospect is moving slowly, move on to someone else.
 Follow up multiple times a day

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HubSpot Inbound Marketing
Certification


Exam Name: HubSpot Inbound Marketing Certification Exam
Exam URL: https://academy.hubspot.com/courses/inbound-marketing
Pages: 36
Questions: 201

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
64. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
65. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
66. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
67. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
68. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
69. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
70. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

164. 164

HubSpot Inbound Marketing Certification
1.A grouping of technologies that marketers leverage to conduct and improve their
marketing activities” is the definition of what term?
 Marketing automation
 Data hygiene
 Tech stack
 Segmentation
2.You should conduct buyer persona interviews with all of the following people
EXCEPT:
 Your customers.
 Prospects actively going through the sales cycle.
 People who never considered your solution.
 People who considered your solution, but chose a competitor.
3.Why are chatbots a great tool for strategically using marketing automation and AI?
 They can mitigate friction regarding availability.
 They are the primary tool for streamlining cadence and content.
 They are used for journey mapping.
 They can create buyer personas.
4.Cobbling together software parts that do not all use the same database increases the
risk of what?
 Marketing automation
 AI
 Clean data
 Dirty data
5.Developing a content distribution goal begins with identifying the purpose behind your
distribution efforts. Which questions can help you identify your purpose? Select all that
apply.
 Why are you sharing this content?
 What are your expectations after promoting this content?
 What content are you sharing?
 What distribution channels are you planning to use?
6.Fill in the blank. Behavioral marketing empowers your ability as a marketer to
personalize your customers’ experience. Personalization is about creating _______.
 Buyer personas
 Workflows
 Independence
 Mutuality

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7. Fill in the blank. Explicit segmentation is synonymous with ______.
 Behavioral marketing
 Strategy
 Correlation
 Causation
8.Fill in the blank; In the concept, “fire bullets, then cannonballs,” bullets represent —
———, while cannonball represent ———— .
 unproven ideas; proven hits.
 proven hits; unproven ideas.
 small, proven ideas; huge, well-resourced hits.
 huge, well-resourced ideas; small, proven ideas.
9. Fill in the blank: Most tools require you have a confidence threshold of ———— , in
order to declare a winner in an A/B test.
 78%
 85%
 90%
 95%
10.Fill in the blank. As an inbound marketer, you don’t just want your touchpoints to be
efficient, you want them to be __________.
 Effortless
 Energizing
 Empathetic
 Elephants
11.Fill in the blank. Effective segmentation identifies where your customers are in the
___________, and assists your customers in taking the appropriate next step in
their___________.
 buyer’s journey / individual customer journey
 landing page / journey map
 internet / inbound marketing
 universe / careers
12.Fill in the blank. Marketing automation is a software platform designed to help
marketers automate ______ tasks.
 Ineffective
 Repetitive
 Lucrative
 Boring
13. How can audience segmentation enhance your inbound marketing efforts?

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 Audience segmentation can help you automate the most mundane marketing task so
you can free up time for your and your team to focus on creative.
 Audience segmentation can help you A/B test and experiment with the type of
experience you are providing to continue to optimize your marketing efforts.
 Audience segmentation can help you monitor your competitors social media efforts so
you can see what resonates with your potential leads and customers.
 Audience segmentation can help you deliver personalized, unique experiences in
your marketing outreach.
14. How can you balance multiple content distribution goals?
 Identify your primary goal against any secondary goals.
 Assign a DRI for each of your goals.
 Identify your primary goal and ignore all other goals.
 Revise your goal because you can’t have multiple initiatives.
15. How can you ensure your blog content initiates action? Select all that apply.
 Include CTA offers for each of your personas.
 Use actionable and specific language.
 Design your CTA to stand out.
 Add exit intent pop-ups for each blog.
16. How can you ensure your content drives action?
 Add a link to your company’s website.
 Include your company logo.
 Include a CTA.
 Add testimonials from customers.
17. How can you ensure your podcast content initiates action? Select all that apply.
 Include your CTA link in the show notes.
 Increase the volume when mentioning the CTA.
 Shorten your URL to keep CTAs concise.
 Consider mid-roll CTAs.
18.How can you ensure your video content initiates actions? Select all that apply.
 Experiment with different types of CTAs, like visual and verbal.
 Design your CTA to stand out.
 Include a CTA to your website if the content is hosted on YouTube.
 Repeat your CTA at least five times throughout your video.
19. How can you refine your content distribution strategy?
 Set a content distribution goal.
 Identify your audience’s preferred channels.
 Run tests for new marketing channels.
 Align your strategy with sales initiatives.

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20.How does the full path attribution model calculate credit?
 Equal credit is assigned to all interactions that occurred before the conversion.
 22.5% of credit to the first interaction, the interaction that created the contact,
the interaction that created the deal, and to the interaction that closed the deal.
The final 10% is assigned to the remaining interactions evenly.
 More credit is given to interactions that happen closer in time to the conversion.
 All credit is assigned to the last interaction that led to a conversion like a closed won
deal.
21.How does the linear attribution model calculate credit?
 Equal credit is assigned to all interactions that occurred before the conversion.
 22.5% of credit to the first interaction, the interaction that created the contact, the
interaction that created the deal, and to the interaction that closed the deal. The final
10% is assigned to the remaining interactions evenly.
 More credit is given to interactions that happen closer in time to the conversion.
 All credit is assigned to the last interaction that led to a conversion like a closed won
deal.
22.How many buyer persona interviews should you aim to complete?
 1-2
 8-10
 30-40
 There is no number of buyer personas interviews to aim to complete
23.If you don’t have time to conduct thorough research about your target audience’s
preferred channels, what is a helpful way to gather information?
 Run focus groups.
 Tap into audience insight tools.
 Review your analytics.
 Conduct one-on-one interviews.
24. Leveraging the data that’s already accessible to you is a part of which step of
implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.
25. Selecting a web analytics tool would be a part of which step of implementing
behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.

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26.The following content distribution goal is missing a SMART goal element. What is
missing? // Since we generated 300 leads from our previous e-Book, we want to generate
400 leads when we promote our next e-Book. This will support our inbound marketing
initiatives to increase our number of qualified leads this year.
 Measurable
 Attainable
 Relevant
 Time-bound
27. True or False? An effective content distribution strategy is all about getting your
content in front of the most people.
 True
 False
28.True or false? Behavioral marketing and customer segmentation can help you rectify
your mistakes and rebuild trust effectively.
 True
 False
29.True or False? Buyer personas can help you identify your target audience’s preferred
content distribution channels.
 True
 False
30.True or false? It’s appropriate to offer monetary incentives for buyer persona
interviews.
 True
 False
31.True or false? Segmentation is a process that helps you understand your leads and
customers better, and behavioral marketing is how you categorize them based on the
understanding you gain.
 True
 False
32.True or false: The “independent variable” in an A/B test is the control or the
variation that remains unchanged.
 True
 False
33.True or False? The most effective way to initiate a buyer persona interview request is
through a phone call.

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 True
 False
34. True or False? This is an example of a person in the decision stage of their buyer’s
journey. // Dog-owner Dia is struggling to walk their dog in their neighborhood. Their
dog struggles with obedience and anxiety when approaching new dogs. They’re looking
for a local dog trainer that provides obedience training and can socialize their dog to
overcome its anxiety. Dia uses Yelp to compare local dog trainers.
 True
 False
35. True or false? Using people’s information in inbound marketing is not inherently
unethical.
 True
 False
36.True or False? When conducting buyer persona interviews, make sure to include
your colleagues who were involved in the sales process.
 True
 False
37.True or False? You should have at least 3 buyer personas.
 True
 False
38.Try to uncover all of the following during a buyer persona interview EXCEPT:
 Their onboarding experience
 Hobbies
 Shopping preferences
 Blogs they read
39.Using software to enroll every person who downloads a specific ebook into a month-
long email campaign is an example of what?
 Marketing automation
 AI
 Clean data
 Dirty data
40. What are some ways you can deliver personalized experiences to your visitors?
Select all that apply.
 Tailored Recommendations
 Email Blasts
 Dynamic Content

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 Pillar Pages
41.What is a buyer persona?
 A semi-fictional representation of your ideal customer based on data.
 The demographic information of a particular sales prospect.
 A categorization of leads that indicates how “sales ready”? they are.
 A story that describes your sales process from the buyer’s point of view.
or
 Your customers
 A fictional representation of your ideal customer
 A summary of your last 10 customers
 People who aren’t a good fit for your business
42.What is a marketing experiment?
 A marketing experiment is a form of market research in which your goal is to
discover new strategies for future campaigns or validate existing ones.
 A set of statistical rules that helps you define the credit assigned to each interaction a
visitor takes along their buyer’s journey at your organization.
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
43.Fill in the blank: A negative persona is a person who_______.
 isn’t a good fit for your business.
 speaks negatively about your business.
 is the exact opposite of your buyer persona.
 you have not gotten the chance to talk to.
44.What is the difference between the buyer’s journey and customer journey?
 The buyer’s journey focuses on activities leading up to a purchase, while the
customer journey extends beyond a purchase.
 The buyer’s journey is used by the marketing team, while the customer journey is used
by the customer support team.
 The buyer’s journey focuses on attracting and engaging leads, while the customer
journey focuses on delighting customers.
 The buyer’s journey focuses on how leads engage with your website, while the
customer journey focuses on how customers engage with your website.
45.What question can help define your awareness stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 What criteria do buyers use to evaluate the available offers?

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 Who needs to be involved in the purchasing decision?
46.What question can help define your consideration stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 How do buyers describe their challenges or goals?
 What criteria do buyers use to evaluate the available offers?
47.What question can help define your decision stage?
 How do buyers describe their challenges or goals?
 What are possible solutions to address their challenge or goal?
 How do buyers perceive the pros and cons of each solution?
 What criteria do buyers use to evaluate the available offers?
48.What role can a CRM play in effective martech stack?
 A CRM can help you measure, monitor and evaluate your online visibility and contain
tools to help you build links, conduct keyword research and competitive analysis,
audit your site and more.
 A CRM can help you create and curate awesome social content and schedule your
posts as well as manage your social media tasks and measure your ROI.
 A CRM provides a centralized location to store all your customer data so you can
nurture leads contextually, based on their information and where they are in the
buyer’s journey.
 A CRM provides a centralized location to create and distribute valuable content to
attract and retain a clearly defined audience.
49. What step should you always incorporate into your content creation workflow?
 Editing
 Writing
 Designing
 Distributing
50.What types of questions can marketing attribution answer? Select all that apply.
 What was the marketing team’s contribution to generated revenue this year?
 What assets drove the most leads last quarter?
 Which type of customers have the highest propensity to return and buy from us again?
 Why did our search campaigns outperform our social campaigns last month?
51.When implementing marketing automation and AI into your internal processes,
journey mapping can be helpful to which aspect?
 Customer segmentation
 Scalability
 Data hygiene
 Cadence and content

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52. When is an appropriate time to conduct a buyer persona interview?
 When the prospect is evaluating your solution
 A year after the customer purchased your solution
 After the customer went through onboarding
 After the customer completed the sales cycle, but before they go through
onboarding
53. Which distribution channel drives results fastest?
 Social media
 Google ads
 Website
 Brand mentions
54.Which distribution channels allow you the most control over your content? Select all
that apply.
 Guest posts
 Paid influencer ads
 Website
 Email
55.From an inbound perspective, why is it important to know your audience and who
you’re trying to reach online?
 Understanding your ideal customers and key demographic information (such as
income) can help you set realistic goals in terms of how much money you can make
off of each customer.
 Understanding the type of content that your ideal customers want to engage will
help you create content that delights them across all of your marketing channels.
 Understanding what your ideal customers are thinking and feeling as they browse your
website helps you better manipulate their emotions and propensity to buy from you.
 Understanding your ideal customers helps you identify where you have the
competitive advantage over your competitors.
56.Why should you create a negative persona?
 To prioritize your marketing and sales efforts to the right people
 To know where to spend your ad budget
 To better curate a buyer persona story
 All of the above.
57.Why should you curate a buyer persona story?
 It’s easier for your employees to remember your persona
 It humanizes your persona to your employees
 It allows your employees to easily find commonalities when speaking to customers
 All of the above

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58.You’re on the lead generation team at a wine reseller called Partners in Wine. You’ve
noticed that the user open rate of your emails has dropped over the last couple of
months. What are some first steps you could take to solve this issue?
 Stop sending the emails immediately. The subscribers have spoken.
 Reinvest all email marketing resources into social media platforms like TikTok, to see
if users prefer to engage there.
 Start to A/B test areas like your subject lines to see if you can improve your open
rate. If things don’t improve, consider reaching out to select customers for more
information.
 Continue to send the emails. It’s likely a drop due to seasonality, but nothing to worry
about immediately.
59. You’ve just joined the blogging team for a new fashion retailer called VintageVines.
What are some strategies you could adopt to reach and resonate with your target
audience? Select all that apply.
 Fully understand your persona and what they like to read about.
 Develop a unique brand voice and tone.
 Write at least one blog article a day to prove to your audience that you’re a thought
leader.
 Use a blogging layout that makes it easy for the reader to locate evergreen
content.
60.Which of the following content would be the most helpful to Dog-owner Dia in the
decision stage? Review the following scenario to answer the question.
 A quiz that asks questions about their dog’s behavior and identifies what their dog is
struggling with
 A YouTube video that provides recommendations on healthy dog food
 A blog post that explains the differences between a dog trainer, dog behaviorist, and
veterinarian
 A case study that shares how a company helped a first-time dog owner overcome
anxiety and teach obedience
61. Blogging, SEO, and social publishing are key pieces to any marketer’s strategy.
Which phase of your flywheel can benefit from the implementation of these three
strategies?
 Delight
 Engage
 Attract
 Consideration
62.Customer segmentation is:
 The active research process someone goes through leading up to a purchase.
 The process by which an anonymous visitor becomes a known lead.
 Unnecessary for inbound marketing.
 The process of separating your contacts into smaller groups of similar profiles.

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63.Database segmentation, marketing automation, and multichannel communication are
examples of strategies that happen at which stage of your marketing flywheel?
 Attract
 Engage
 Delight
 Consideration
64.Fill in the blank. An effective behavioral marketing and segmentation strategy is built
on a foundation of good ________.
 Data
 Cookies
 Buyer personas
 Funnel reports
65.How do you develop an effective content distribution strategy?
 Set a content distribution goal, identify your audience’s preferred channels, and
run tests for new marketing channels.
 Select one distribution channel, identify your audience’s preferred channels, and stay
up to date with emerging channels.
 Set a content distribution goal, identify your audience’s preferred channels, and
outline your distribution plan.
 Select one distribution channel, run tests for new marketing channels, and outline your
distribution plan.
66. How do you set an effective content distribution goal? Select all that apply.
 Determine your DRIs.
 Identify a purpose.
 Confirm it aligns with sales.
 Craft a SMART goal.
67. If you’re trying to improve customer lifetime value, which phase should you focus on
in your marketing flywheel?
 Attract
 Engage
 Delight
 Consideration
68.Passing on a group of customers directly to the sales team is an example of an action
you can take in which step of implementing behavioral marketing and customer
segmentation?
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.
 Use your segmentation to nurture.

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69. True or false? Artificial intelligence is technology that executes tasks based on if-then
statements.
 True
 False
70. True or false? People are protective of their privacy and do not want their
experiences to be highly personalized.
 True
 False
71.True or false: Statistical significance is an optional part of A/B testing.
 True
 False
72.Using software to check my writing for tone, level of formality, and fluency is an
example of what?
 Clean data
 Dirty data
 Marketing automation
 AI
73.What is A/B testing?
 A statistical model that helps you define the credit assigned to each interaction a
visitor takes along their buyer’s journey at your organization.
 A type of marketing experiment where you split your audience to test a number
of variations of a campaign to determine which performs better.
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
74.What role can attribution play in your reporting strategy? Select all that apply.
 Marketing attribution can help you identify your highest and lowest performing
pieces of content.
 Marketing attribution can help you conduct market research to forecast what types of
changes you should make to optimize your content.
 Marketing attribution can help you effectively assign different tasks and to-do lists to
your team members to ensure your entire team continues to collectively solve for your
customers.
 Marketing attribution can help you determine what channels and campaigns are
effectively generating leads and customers for your organization.
75.What tools should you consider to help streamline your content creation process?
Select all that apply.

176. 176

 A CMS
 A content planning tool
 A CRM
 An analytics tool
76.Checking for statistical significance when testing a new marketing channel ensures:
 You developed a strong hypothesis.
 You’ve chosen the correct KPIs.
 You achieve similar results next time.
 Your hypothesis is correct.
77.Which distribution channels help drive new audiences? Select all that apply.
 Online forums
 Social media ads
 Email
 Guest posts
78.Why do you need to know what your audience is thinking and feeling on their path-
to-purchase with your organization?
 If you understand the underlying motivations and roadblocks of your audience
members, you can start to create content that speaks to their needs.
 If you understand the underlying motivations and roadblocks of your audience
members, you can unlock why they may go to your competitors and proactively write
content to prevent that.
 If you understand the underlying motivations and roadblocks of your audience
members, you are likely collecting other demographic data — like where your target
audience lives and what radio stations they listen to. This makes it easier to place
strategic outbound ads that align with their schedules and behaviors.
 Trick question. You don’t need to understand the underlying motivations and
roadblocks of your audience members to create excellent content that sells. Great
products sell themselves.
79. You are a marketer for a daycare, and a parent fills out a form to enroll their 3-year-
old into the program. You add this person into a group labeled “parents of toddlers.”
What is this an example of?
 Creating a buyer persona
 Journey mapping
 Implicit segmentation
 Explicit segmentation
80.You are a marketer for a retirement community. Grouping users that explore several
landing pages about different types of homes in your community as “people seeking to
retire” is an example of what?
 Creating a buyer persona
 Journey mapping

177. 177

 Implicit segmentation
 Explicit segmentation
81.You’re on a social media team for a outdoors brand called Appalachia. They’ve
decided to revitalize their Pinterest account and see if they can engage customers there.
What ways might you bring inbound marketing into the content creation process for
this channel? Select all that apply.
 Instead of posting repetitive photos of your traditional (but oh-so-comfy) hiking
boots, feature ways customers can use your products. Feature stunning photos of
sunrise hikes and crackling campfires.
 Post the same content you post on your Instagram or Facebook accounts. Because that
content already resonates with customers on those channels, it will most likely
resonate with customer browsing Pinterest.
 Try out several different brand voices and concepts across your content, even if they
don’t directly match your brand. Even if it feels off-brand at first, you’ll find your
niche. Worst case, you have a couple of posts that fall flat.
 Curating Pinterest boards around the aspirations of your target customer— such
as popular hiking and travel destinations.
82.Which of the following content would be the most helpful to Dog-owner Dia in the
consideration stage? Review the following scenario to answer the question.
 A quiz that asks questions about their dog’s behavior and identifies what their dog is
struggling with
 A blog post that explains the differences between a dog trainer, dog behaviorist,
and veterinarian
 A YouTube video that provides recommendations on healthy dog food
 A case study that shares how a company helped a first-time dog owner overcome
anxiety and teach obedience
83.Fill in the blank. Behavioral marketing is the method by which companies target
audiences based on their behavior, interests, intentions, geolocation, and other metrics
using _________, cookies, search history, and other insights.
 Advertising
 Web Analytics
 Funnel reports
 TikTok
84.Noticing spikes or dips in specific behaviors and quantifying them is an example of
which step of implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use your segmentation to nurture.
85.What is an attribution model?

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 The rule, or set of rules, that determines how credit for sales and conversions is
assigned to touch points along conversion paths
 A code that gets generated and stored on a website visitor’s computer when they visit
your site
 An online advertising method in which marketers place ads on search engine results
pages (SERPs)
 The use of artificial and machine learning to buy ads in real-time, instead of going
through human negotiations and pre-set prices
or
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing experiment where you split your audience to test a number of
variations of a campaign to determine which performs better.
 A set of statistical rules that helps you define the credit assigned to each
interaction a visitor takes along their buyer’s journey at your organization.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
86.Which of the following is an example of someone in the awareness stage of their
buyer’s journey?
 Dog-owner Dia struggles to handle their dog while walking because it whines and
barks whenever another dog approaches. Dia wants their dog to stop this behavior, but
isn’t sure why their dog is behaving this way. Dia watches a few YouTube videos and
learns their dog is suffering from anxiety. Dia gives the dog anti-anxiety medicine.
 Dog-owner Dia struggles to handle their dog while walking because it whines and
barks whenever another dog approaches. Dia wants their dog to stop this
behavior, but isn’t sure why their dog is behaving this way. Dia conducts
research by reading blog articles and watching YouTube videos.
 Dog-owner Dia struggles to handle their dog while walking because it disobeys and
has anxiety when approaching new dogs. Dia is looking for a dog specialist to help,
but isn’t sure whether to talk with a dog trainer, dog behaviorist, or veterinarian.
 Dog-owner Dia struggles to handle their dog while walking because it disobeys and
has anxiety when approaching new dogs. They’re looking for a dog trainer that
provides obedience training and can socialize their dog to overcome its anxiety. Dia
uses Yelp to compare local dog trainers.
87.Which of the following is NOT a way to strategically utilize marketing automation
and AI in your customer-facing processes regarding cadence and content?
 Content accuracy
 Journey mapping
 The level of personalization to the individual
 Send-time optimization
88. Your boss asks you to identify your target audience’s preferred channels by
collecting feedback. What are the different ways you can collect accurate feedback?
Select all that apply.

179. 179

 Run social media polls.
 Interview your marketing team.
 Run focus groups with customers.
 Publish online surveys.
89.Addressing data privacy is a portion of which part of your internal processes?
 Tech stack organization
 Cadence and content
 Data hygiene
 Journey mapping
90. Fill in the blank: In order to determine when you should deliver certain content to
your audience, you need to understand _____.
 Your martech stack
 The buyer’s journey
 How social media platforms work
 How to publish blog content
91.Roughly how long should your buyer persona interviews take?
 10 minutes
 1 hour
 20 minutes
 20 minutes a week for a month
92.What is the drawback to using the last touch attribution model?
 This model would show low-value touches (like email clicks) equal to high-value
conversion activities (like demo requests).
 This model makes it difficult to justify your team’s impact on your company’s bottom
line.
 This model lacks the ability to recognize actions that occurred outside a certain
window of time.
 This model ignores potentially influential interactions that occurred on the path
to purchase.
93.What should you consider when identifying a marketing channel to test? Select all
that apply.
 Target audience
 Your goals
 KPIs (key performance indicators)
 Available resources to create promotional assets
94.True or false: If neither variation in an A/B is statistically better, you pick the
variation you like best and proceed to make the change.
 True

180. 180

 False
95.What’s the difference between single source attribution and multi-touch attribution
models?
 There is no difference between single source attribution and multi-touch attribution
models.
 Single source attribution models assign each contributing channel a slice of credit for
the final conversion, while multi-touch attribution models only give credit to the
channel most responsible for the final conversion.
 Single source attribution models assign credit to one touch point along the
buyer’s while multi-touch attribution gives each contributing channel a slice of
credit for the final conversion.
 Single source attribution reporting was invented first. Once technology advanced,
multi-source attribution became the new method of reporting.
96.Buying insights reveal all of the following EXCEPT:
 Which buyers are receptive and which will ignore you
 What attitudes prevent your buyers from considering your solutions
 The age range of your buyers
 What resources your buyers trust as they evaluate their options
97.Which of the following is an example of a buyer’s journey?
 Dog-owner Dia is a first-time dog owner that rescued an adult dog from a local
shelter. They work from home and enjoy playing with their dog on breaks. They enjoy
watching dog training YouTube videos and subscribe to channels like “The Pawfect
Pup” and “Ruff Life”.
 Dog-owner Dia hired a local dog trainer to teach their dog obedience. They want to
make the most of their sessions with their dog trainer, but unsure how. Dia receives a
reminder email about their upcoming session, which includes details on how to prep
for the session.
 Dog-owner Dia struggles to handle their dog on walks. Their dog disobeys
commands and has anxiety when approaching new dogs. They’re looking for a
local dog trainer that provides obedience training and can socialize their dog to
overcome its anxiety.
 Dog-owner Dia hired a local dog trainer to teach their dog obedience. They’ve
completed three dog training sessions and are already seeing a positive change in their
dog’s behavior. They leave a five-star Yelp review for the dog trainer and recommend
the trainer to friends.
98.All of the following are examples of a SMART goal EXCEPT:
 Increase year over year traffic by 30%.
 Significantly reduce the amount of time the team spends on creating content.
 Add five new content formats to the website by end of year.
 All of the above are SMART goals.
99.Which of the following is NOT a category you should organize your content audit by?

181. 181

 Buyer’s journey stage
 Content length
 Marketing funnel stage
 Content title
100.True or false? A customer’s buying journey is ever-evolving. You should make
updates as you learn more about your buyer persona.
 True
 False
101.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.
 Hotjar
 Google analytics
 Quora
 Buzzsumo
102.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.
 True
 False
103.All of the following are helpful ways to promote your pillar pages on your website
EXCEPT:
 Top navigation
 A dedicated section with a CTA near the top of the homepage
 A link on every website page even if the content isn’t relevant
 All are true
104.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.
 Panda
 Hummingbird
 RankBrain
 Penguin
105. True or false? It’s recommended that you offer the content on a 10x content pillar
page as a packaged downloadable resource.
 True
 False

182. 182

106. True or false? A resource pillar page should only be made up of internal website
links.
 True
 False
107. True or false? Social media is a key driver for word-of-mouth marketing.
 True
 False
108.There are many benefits to having a social media strategy. Which answer is NOT
one of them?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
109.True or false? A buyer persona is as important as business objectives when
developing a social media strategy.
 True
 False
110.True or false? One of the best uses of Twitter is networking in private groups.
 True
 False
111.Which network has the longest life for a piece of content?
 Facebook
 LinkedIn
 Snapchat
 Pinterest
112. On which social network should you share content most frequently?
 Facebook
 LinkedIn
 Twitter
 Pinterest
113.What is Snapchat’s largest age demographic?
 12 years to 24 years
 18 years to 30 years
 22 years to 35 years
 30 years to 50 years

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114.What is social listening? (HubSpot)
 Having conversations with individuals talking about your industry, brand, products,
and services
 Actively looking for mentions and conversations that pertain to your brand, products,
hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
115.What is social monitoring?
 Having conversations with individuals talking about your industry, brand, products,
and services
 Actively looking for mentions and conversations that pertain to your brand,
products, hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
116.What is social engagement? (Duplicate 1)
 The step you take to have conversations with individuals talking about your
industry, brand, products, and services.
 The method of actively looking for mentions and conversations that pertain to your
brand, products, hashtags, and more.
 How you track, analyze, and respond to conversations across the internet.
 A method of changing art, music, governments, and businesses.
117.What is social engagement? (Duplicate 2)
 Having conversations with individuals talking about your industry, brand,
products, and services
 Actively looking for mentions and conversations that pertain to your brand, products,
hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
118. True or false? Social listening can help you find leads.
 True
 False
119.True or false? Social Content is only used during the attract and delight stages of
the inbound methodology.
 True
 False
120.Fill in the blank: If you plan to do real-time marketing, you’ll need to use
__________.

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 An influencer marketing agency
 Paid advertising
 Social listening
 Animated .gifs
121.Fill in the blank: Instagram stories are a great way to _____________.
 demonstrate complex concepts quickly and easily
 directly message a customer to answer a question
 deliver video podcasts
 drive traffic and engagement
122. True or false? It’s necessary to conduct a social media audit every 2–3 years.
 True
 False
123.All of the following are metrics you need to track in your social media audit
EXCEPT:
 Engagement
 Bounce rate
 Content performance
 Content publish times
124.What is a social media audit?
 A hard look at the data from all your social accounts and the social conversations
about your brand and your competitors
 A method to direct your audience in all channels to the best way they can have a
conversation with you
 A way to reach your customers and prospects in unprecedented ways, with greater
reach and more specific targeting than ever before
 A tool to look for unhappy customers of a competitor and reach out with an offer to
help, thus generating leads
125.True or false? Prospects who follow a company’s social channels are more likely to
convert into customers.
 True
 False
126. What is the definition of lead nurturing? (Duplicate 2)
 A process of building relationships with prospects with the goal of earning their
business when they’re ready
 A marketing effort focused on engaging with only your leads in a way that encourages
them to progress toward a specific action
 A marketing effort focused on engaging with your leads AND customers in a way that
encourages them to progress toward multiple actions at the same time

185. 185

 A sales effort focused on engaging with your warm leads in a way that encourages
them to progress toward a purchase
127.What is lead nurturing’s three-pronged approach for delivering helpful content?
 Timely, efficient, and targeted
 Timely, contextual, and process-based
 Effective, efficient, and targeted
 Targeted, persona-driven, and contextual
128. 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?
 Close
 Delight
 Attract
 Convert
129.If a contact downloads your newsletter titled, “The Best Ways to Create Subject
Lines for Email,” what would be the best next step to continue the conversation with this
contact?
 Send an email to schedule a demo call with your sales rep.
 Send a follow-up piece of content that builds off that subject.
 Send 2-3 pieces of content that encompass how to build a complete email strategy.
 Don’t send anything yet, wait for them to reach back out.
130.What are three key elements that any lead nurturing strategy will need?
 Contact management, segmentation, and the buyer’s journey
 Buyer personas, the buyer’s journey, and lead nurturing software
 Lead nurturing software, contact management, and segmentation
 Segmentation, buyer personas, and the buyer’s journey
131. 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?
 Contact management is a strategy that focuses on using a software program to
easily store and source a contact’s information.
 Contact management is tool that helps you manage your contacts.
 Contact management is a strategy that focuses on tool-agnostic strategy to manage
your contacts.
 Contact management is how you track the email deliverability rate of your contacts.
132.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?

186. 186

 Awareness, consideration, and decision
 Attract, consideration, and delight
 Awareness, consideration, and conversion
 Awareness, decision, and delight
133. 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?
 Creating content, identifying the timeline, and measuring and improving
 Identifying the timeline, measuring your content, and segmenting your contacts
 Testing your content, identifying the timeline, and creating additional content
 Organizing your contacts, creating content, and identifying the timeline
134.True or false? You can nurture both your leads and your customers.
 True
 False
135. Fill in the blank: 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. This is an example of a
__________.
 SMART goal
 Conversion path
 Lead nurturing campaign
 Content strategy
136.What is a conversation?
 A conversation is an interactive communication between two or more parties.
 A conversation is an interactive communication that can only occur in person or over
the phone.
 A conversation is an interactive communication between robots.
 A conversation is the passive communication that occurs through likes and shares on
social media channels.
137.Where do conversations fit into your inbound marketing strategy?
 Conversations fit into your inbound marketing strategy because you’re going to need
to have one with your team now that you know what inbound is all about.
 Conversations are only for outbound marketers. Content and promotion is for inbound
marketers.
 By using channels that deliver or simulate a conversation with your website
visitors, you can deliver your content in a consistent and relationship-focused
way.
 By using channels that your buyers personas consider “trendy,” your brand maintains
its reputation of being relevant and up to date.
138.What is a conversational growth strategy?

187. 187

 The long-term planning, creation, and management of your content marketing efforts
 The delivery of the right message to the right person at the right time, every time
 The creation and management of your combined conversion efforts
 The long-term planning, creation, and management of your professional network
139. Why are conversations important in an inbound strategy?
 You need to have conversations with your team once you know what inbound is all
about.
 Conversations are only for outbound marketers. Content and promotion are for
inbound marketers.
 Conversations can deliver your content in a consistent and relationship-focused
way.
 Conversations might be considered trendy by your buyer personas, so your brand will
gain more traction in the social media space.
140.What are the steps to implementing a conversational growth strategy?
 Think, Plan, Build
 Think, Plan, Grow
 Think, Optimize, Chat
 Chat, Spend, Share
141.Which three elements are important to consider when determining if you should
start to automate a conversation on your website?
 That it is repeatable, predictable, and impactful.
 That it is significant, cheap, and easy.
 That it is purposeful, replicable, and impactful.
 That it is relationship-focused, replicable, and easy.
142. What role does optimization play in your conversational growth strategy?
 Unlike conversions, conversations are evergreen and don’t need to be optimized.
 As conversations are unique exchanges with many website visitors, they cannot be
optimized.
 Conversations need to be optimized once every four months.
 You need to iterate and optimize your conversations over time.
143. What is shared knowledge?
 The collective hive mind of HubSpot users.
 Information or data that is accessible by all tools (like chatbots), and participants
(like people), in your campaigns.
 Shared knowledge is the data you purchase in lists.
 The information you repurpose across channels for your website visitors.
144.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.

188. 188

 True
 False
145.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
 False
146.True or false? An effective conversion path must include a landing page.
 True
 False
147.How do you calculate a conversion rate?
 Divide the number of people who viewed your conversion opportunity by the number
of people on your marketing team.
 Divide your total number of website visitors who had visited your site to date by the
total number of people who converted on your net new form.
 Divide the number of people who converted on your call-to-action, form, etc., by
the total number of people who viewed it.
 Divide your total number of website visitors by your total number of company
employees.
148. Each of these examples is a great way to prevent too much distraction in your
conversion path EXCEPT:
 Adding more buttons to your page to frame the conversion
 Removing the navigation bar
 Carefully placing your pop-ups
 Experimenting with the design and elements on a page
149. What is the difference between reporting and analytics?
 Reporting explains what has happened, while analytics is an attempt to explain
why something has happened.
 Analytics explains what has happened, while reporting is an attempt to explain why
something has happened.
 Trick question! There isn’t one.
 Reporting is for journalists, while analytics is for marketing, sales, and services
representatives.
150. What are SMART goals?
 Specific, Marketable, Attractive, Responsible, Testable
 Specific, Marketable, Attainable, Relevant, Testable
 Specific, Measurable, Attainable, Relevant, Timely
 Specific, Measurable, Attractive, Relevant, Timely

189. 189

151.Define a conversion path.
 The method by which you encourage someone on your site to move down your
funnel.
 The method by which you encourage someone to visit your site from social media.
 The method by which you encourage someone to spend 30 minutes or more on your
website.
 The method by which you encourage someone to read your well-crafted automated
email.
152.What are the steps for creating a conversion path?
 Attract, convert a lead, close a deal, and delight a customer.
 Create awareness, determine your end point, chart your course, and analyze.
 Create awareness, determine your end point, chart your course, build a ship, ahoy
matey.
 Create awareness, chart your course, optimize, convert a qualified lead.
153. 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?
 8.3%
 16.6%
 33.3%
 50%
154.True or false? Conversion optimization is NOT an iterative process.
 True
 False
155.True or false? Conversion optimization can positively impact your return on
investment.
 True
 False
156.What is conversion optimization?
 Conversion optimization is investment that produces reliable month-over-month
growth. Your website becomes stronger as you continue to measure, iterate, and act.
 Conversion optimization is focused on attracting customers through relevant and
helpful content and adding value at every stage in your customer’s buying journey.
 Conversion optimization is the process of testing hypotheses on elements of your
site with the ultimate goal of increasing the percentage of visitors who take the
desired action.
 Conversion optimization is the technology, processes, and content that empower sales
teams to sell efficiently at a higher velocity.

190. 190

157.What are the steps of conversion optimization?
 Define your objective, form a hypothesis, design your tests, establish your baseline,
analyze your data.
 Define your objective, establish your baseline, form a hypothesis, design your
tests, analyze your data.
 Analyze your data, design your tests, form a hypothesis, establish your baseline,
define your objective.
 Form a hypothesis, analyze your data, establish your baseline, define your objectives,
design your tests.
158.How long should you let your conversion optimization experiments run (on
average)?
 1 week
 4 weeks
 12 weeks
 48 weeks
159.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. Which of the following is an example of a good hypothesis for
this optimization experiment?
 I think this change will work because I know my buyer persona really well.
 By changing this page’s copy, the conversion rate will increase because it frames
our product and service page in a way that better aligns with our buyer persona’s
needs.
 The conversion rate will increase by 87%. Constant change on product and services
pages increases trust.
 By changing this page’s copy, the conversion rate will increase.
160.What is SCOPE?
 Standardize, Contextualize, Optimize, Personalize, Empathize
 Specialize, Contextualize, Optimize, Personalize, Epitomize
 Standardize, Contextualize, Organize, Personalize, Energize
 Standardize, Contextualize, Organize, Personalize, Expertize
161.What is the definition of a buyer persona?
 A semi-fictional representation of your ideal customer based on real data and
some select educated speculation
 A lead in your database
 A true view of your personas
 A completely fictional representation of your ideal customer based on real data and
some select educated speculation
162.True or false? A call-to-action must be a button.

191. 191

 True
 False
163.What is another commonly used term for conversion optimization?
 Conversion content strategy optimization
 Lead conversion optimization
 Relationship rate optimization
 Conversion rate optimization
164.Marketing automation is a key piece of lead nurturing because it’s how you deliver
information. How is marketing automation defined?
 The software that exists with the goal of automating your marketing actions
 Automation tools to help automate sales-specific actions
 The thought process behind delivering information in lead nurturing
 The software that is used for your entire inbound strategy
165.Fill in the blank: If lead nurturing is the content, then segmentation is __________.
 how content is created
 a contact management strategy
 how you provide context
 None of the above
166.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?
 You could invest more resources in the short term, exponentially driving up the
amount of traffic coming to your site to increase revenue. This would increase the
amount of people in your funnel and therefore the amount of people moving through
your funnel.
 You could increase the chances of your current traffic choosing to convert and
move down your funnel. Over time, this has the potential to drastically lower
your cost to acquire a customer and positively impact your return on investment.
 ou could invest additional resources in your sales team. The more you increase that
team’s overall job satisfaction, the more encouraged they will feel to make each and
every sale count. This will have a positive impact on the efficiency of your funnel.
 You could increase the budget of your services team. By increasing the amount of
customers that retain with your company, you will need less net new gains to generate
the desired level of revenue.
167. Fill in the blank: Contact management is a __________.
 strategy that focuses on using a software program to easily store and source a
contact’s information
 tool for managing your contacts
 tool-agnostic strategy for managing your contacts
 process for how you track the email deliverability rate of your contacts

192. 192

168.Which of the following is NOT a benefit of having a social media strategy?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
169. True or false? It’s necessary to conduct a social media audit every 2–3 years.
 True
 False
170. Fill in the blank: __________ visually represents users’ clicks, taps, and scrolling
behavior so that you can understand what users want, care about, and interact with on
your site.
 Hotjar
 Google analytics
 Quora
 Buzzsumo
171.What are the three stages of the buyer’s journey?
 Awareness, consideration, and decision
 Attract, consideration, and delight
 Awareness, consideration, and conversion
 Awareness, decision, and delight
or
 Awareness, Consideration, Decision
 Attract, Engage, Delight
 TOFU, MOFU, BOFU
172.What does the acronym SMART stand for in SMART goals?
 Specific, Marketable, Attractive, Responsible, Testable
 Specific, Marketable, Attainable, Relevant, Testable
 Specific, Measurable, Attainable, Relevant, Timely
 Specific, Measurable, Attractive, Relevant, Timely
173. Conversion optimization is __________.
 investment that produces reliable month-over-month growth
 focused on attracting customers through relevant and helpful content and adding value
at every stage in your customer’s buying journey
 the process of testing hypotheses on elements of your site with the ultimate goal of
increasing the percentage of visitors who take the desired action
 the technology, processes, and content that empower sales teams to sell efficiently at a
higher velocity

193. 193

174.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, which of the following is the most strategic approach to take?
 You could invest more resources in the short term, exponentially driving up the
amount of traffic coming to your site to increase revenue.
 You could increase the chances of your current traffic choosing to convert and
move down your funnel.
 You could invest additional resources in your sales team.
 You could increase the budget of your services team.
175.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?
 The latest trip that your agency organized for a family
 The affordable pricing of your family-friendly vacation packages
 The best family-friendly vacation destinations
 Why your agency provides the best experience for families
176. Your boss wants a report on the success of your blog. What information should you
NOT analyze?
 Number of views for each post
 Popular articles by topic, author, or promotion channel
 Number of clicks on the offer within the post
 Number of keywords per blog post
177. When creating a blog title, why do the number of characters in the title matter?
 It doesn’t matter as long as the title is descriptive.
 Search engines show a limited amount of characters and a cut off title could
affect click-through rates.
 If the blog post will be shared on Twitter, a tweet can only have 140 characters.
 You should only be including one primary keyword within your title.
178. Your boss wants you to blog primarily about your company news, its services, and
various corporate events. What is your response?
 “That’s a good idea. We want to attract the most qualified visitors with our posts, so
we should help people understand our business.”
 “That’s not a good idea. We’re trying to attract new visitors with our posts.
These people haven’t yet heard of our company. If we write about ourselves, they
won’t find us organically.”
 “That’s a good idea. Blogging not only helps attract new visitors but convert leads as
well. We can generate more qualified leads by including event calls-to-action at the
end of the posts.”
 “That’s not a good idea. The more focus our blog can have, the better. We need to
decide between company news, service, and corporate event announcements.”

194. 194

179. What are some reasons to have a Facebook business page rather than a personal
page? Choose all that apply.
 You must have a business page by Facebook.
 You have access to analytics.
 You can have up to 10,000 followers.
 You can add a mission statement.
180.Why would you want to conduct a social media audit? Choose all that apply.
 To track a new campaign you are developing
 To discover trends you can use to create or modify social media campaigns
 To receive valuable insight into customer sentiment and perception of your
brand
 To help you determine where you may have broken website links
181.Where might you consider placing links to your social media channels?
 On your business cards
 In your presentation templates
 On your website
 At the bottom of your newsletter
 All of the above
182.The five fundamentals of inbound marketing are:
 SEO, social media promotion, conversion, reporting, email marketing
 Buyer personas, buyer’s journey, setting goals, lead nurturing, SEO
 Contacts, buyer personas, buyer’s journey, content, setting goals
 Attract, engage, delight, segmentation, SEO
183.Why is goal setting important to inbound marketing?
 Creates alignment among your marketing, sales, and services teams
 Helps you measure the success of your inbound marketing efforts
 Gives you guard rails for your content
 All of the above
184.What is a contact?
 One of your existing customers
 Anybody your company markets to, sells to, partners with, engages with, or
employs
 A person sent by the intelligence agency of his or her own country who approaches an
intelligence agency in the hope of being recruited as a spy
 A piece of software or a platform that helps you keep track of your leads, prospects,
and customers
185.True or false? Marketing only occurs during the Attract stage of the inbound
methodology.

195. 195

 True
 False
186. When identifying buyer’s journey content for a long-term content strategy, it’s
important to focus on content for which stage(s)?
 Awareness
 Consideration
 Decision
 All of the above
187.What three criteria should you use when deciding to automate a conversation on
your website?
 That it is significant, cheap, and easy.
 That it is purposeful, replicable, and impactful.
 That it is repeatable, predictable, and impactful.
 That it is relationship-focused, replicable, and easy.
188.Which of the following questions can help you determine which channel is right for
you?
 Are my visitors engaging with this channel?
 Does this channel solve for my visitors’ needs?
 Is this channel right for my team?
 All of the above
189. Each example below is a great way to prevent too much distraction in your
conversion path EXCEPT:
 Adding more buttons to your page to frame the conversion
 Removing the navigation bar
 Using simple, compelling copy to frame your content offer
 Experimenting with the design or layout of the page
190.Which of the following would be the most appropriate call-to-action to place at the
bottom of an awareness-stage blog post?
 “Request Your Free Consultation”
 “Your Custom Quote Is Waiting for You”
 “Download a Team Communication Guide”
 “Download Our Pricing Guide”
191. All of the following elements will help readers easily digest the content of a blog
post EXCEPT:
 Images
 Calls-to-action
 Bolding
 Whitespace

196. 196

192.What is an example of a great value offer?
 Educational videos
 Free tools
 Blog posts
 Whitepapers
 All of the above
193.Fill in the blank: a conversion path is the method by which you encourage someone
to __________.
 move down your funnel
 visit your site from social media
 spend 30 minutes or more on your website
 read your well-crafted automated email
194. What area(s) can you experiment with when you’re optimizing a conversion
opportunity?
 The design of the conversion opportunity itself (e.g., the CTA colors, length of form,
etc.)
 Any copy on or surrounding the conversion opportunity
 Supporting images, links, headlines, testimonials, social proof
 All of the above
195.What does a content compass helps organize monthly initiatives by?
 SMART goals
 Sales campaigns
 Inbound marketing campaigns
 All of the above
196.Noticing spikes or dips in specific behaviors and quantifying them is an example of
which step of implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use your segmentation to nurture.
197. Checking for statistical significance when testing a new marketing channel ensures:
 You developed a strong hypothesis.
 You’ve chosen the correct KPIs.
 You achieve similar results next time.
 Your hypothesis is correct.
198.True or false? Artificial intelligence is technology that executes tasks based on if-
then statements.

197. 197

 True
 False
199.True or false: Statistical significance is an optional part of A/B testing.
 True
 False
200. What question can help define your awareness stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 What criteria do buyers use to evaluate the available offers?
 Who needs to be involved in the purchasing decision?
201. What question can help define your consideration stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 How do buyers describe their challenges or goals?
 What criteria do buyers use to evaluate the available offers?

198. 198

HubSpot Inbound Marketing
Certification


Exam Name: HubSpot Inbound Marketing Certification Exam
Exam URL: https://academy.hubspot.com/courses/inbound-marketing
Pages: 36
Questions: 201

199. 199

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
71. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
72. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
73. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
74. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
75. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
76. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
77. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

200. 200

HubSpot Inbound Marketing Certification
1.A grouping of technologies that marketers leverage to conduct and improve their
marketing activities” is the definition of what term?
 Marketing automation
 Data hygiene
 Tech stack
 Segmentation
2.You should conduct buyer persona interviews with all of the following people
EXCEPT:
 Your customers.
 Prospects actively going through the sales cycle.
 People who never considered your solution.
 People who considered your solution, but chose a competitor.
3.Why are chatbots a great tool for strategically using marketing automation and AI?
 They can mitigate friction regarding availability.
 They are the primary tool for streamlining cadence and content.
 They are used for journey mapping.
 They can create buyer personas.
4.Cobbling together software parts that do not all use the same database increases the
risk of what?
 Marketing automation
 AI
 Clean data
 Dirty data
5.Developing a content distribution goal begins with identifying the purpose behind your
distribution efforts. Which questions can help you identify your purpose? Select all that
apply.
 Why are you sharing this content?
 What are your expectations after promoting this content?
 What content are you sharing?
 What distribution channels are you planning to use?
6.Fill in the blank. Behavioral marketing empowers your ability as a marketer to
personalize your customers’ experience. Personalization is about creating _______.
 Buyer personas
 Workflows
 Independence
 Mutuality

201. 201

7. Fill in the blank. Explicit segmentation is synonymous with ______.
 Behavioral marketing
 Strategy
 Correlation
 Causation
8.Fill in the blank; In the concept, “fire bullets, then cannonballs,” bullets represent —
———, while cannonball represent ———— .
 unproven ideas; proven hits.
 proven hits; unproven ideas.
 small, proven ideas; huge, well-resourced hits.
 huge, well-resourced ideas; small, proven ideas.
9. Fill in the blank: Most tools require you have a confidence threshold of ———— , in
order to declare a winner in an A/B test.
 78%
 85%
 90%
 95%
10.Fill in the blank. As an inbound marketer, you don’t just want your touchpoints to be
efficient, you want them to be __________.
 Effortless
 Energizing
 Empathetic
 Elephants
11.Fill in the blank. Effective segmentation identifies where your customers are in the
___________, and assists your customers in taking the appropriate next step in
their___________.
 buyer’s journey / individual customer journey
 landing page / journey map
 internet / inbound marketing
 universe / careers
12.Fill in the blank. Marketing automation is a software platform designed to help
marketers automate ______ tasks.
 Ineffective
 Repetitive
 Lucrative
 Boring
13. How can audience segmentation enhance your inbound marketing efforts?

202. 202

 Audience segmentation can help you automate the most mundane marketing task so
you can free up time for your and your team to focus on creative.
 Audience segmentation can help you A/B test and experiment with the type of
experience you are providing to continue to optimize your marketing efforts.
 Audience segmentation can help you monitor your competitors social media efforts so
you can see what resonates with your potential leads and customers.
 Audience segmentation can help you deliver personalized, unique experiences in
your marketing outreach.
14. How can you balance multiple content distribution goals?
 Identify your primary goal against any secondary goals.
 Assign a DRI for each of your goals.
 Identify your primary goal and ignore all other goals.
 Revise your goal because you can’t have multiple initiatives.
15. How can you ensure your blog content initiates action? Select all that apply.
 Include CTA offers for each of your personas.
 Use actionable and specific language.
 Design your CTA to stand out.
 Add exit intent pop-ups for each blog.
16. How can you ensure your content drives action?
 Add a link to your company’s website.
 Include your company logo.
 Include a CTA.
 Add testimonials from customers.
17. How can you ensure your podcast content initiates action? Select all that apply.
 Include your CTA link in the show notes.
 Increase the volume when mentioning the CTA.
 Shorten your URL to keep CTAs concise.
 Consider mid-roll CTAs.
18.How can you ensure your video content initiates actions? Select all that apply.
 Experiment with different types of CTAs, like visual and verbal.
 Design your CTA to stand out.
 Include a CTA to your website if the content is hosted on YouTube.
 Repeat your CTA at least five times throughout your video.
19. How can you refine your content distribution strategy?
 Set a content distribution goal.
 Identify your audience’s preferred channels.
 Run tests for new marketing channels.
 Align your strategy with sales initiatives.

203. 203

20.How does the full path attribution model calculate credit?
 Equal credit is assigned to all interactions that occurred before the conversion.
 22.5% of credit to the first interaction, the interaction that created the contact,
the interaction that created the deal, and to the interaction that closed the deal.
The final 10% is assigned to the remaining interactions evenly.
 More credit is given to interactions that happen closer in time to the conversion.
 All credit is assigned to the last interaction that led to a conversion like a closed won
deal.
21.How does the linear attribution model calculate credit?
 Equal credit is assigned to all interactions that occurred before the conversion.
 22.5% of credit to the first interaction, the interaction that created the contact, the
interaction that created the deal, and to the interaction that closed the deal. The final
10% is assigned to the remaining interactions evenly.
 More credit is given to interactions that happen closer in time to the conversion.
 All credit is assigned to the last interaction that led to a conversion like a closed won
deal.
22.How many buyer persona interviews should you aim to complete?
 1-2
 8-10
 30-40
 There is no number of buyer personas interviews to aim to complete
23.If you don’t have time to conduct thorough research about your target audience’s
preferred channels, what is a helpful way to gather information?
 Run focus groups.
 Tap into audience insight tools.
 Review your analytics.
 Conduct one-on-one interviews.
24. Leveraging the data that’s already accessible to you is a part of which step of
implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.
25. Selecting a web analytics tool would be a part of which step of implementing
behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.

204. 204

26.The following content distribution goal is missing a SMART goal element. What is
missing? // Since we generated 300 leads from our previous e-Book, we want to generate
400 leads when we promote our next e-Book. This will support our inbound marketing
initiatives to increase our number of qualified leads this year.
 Measurable
 Attainable
 Relevant
 Time-bound
27. True or False? An effective content distribution strategy is all about getting your
content in front of the most people.
 True
 False
28.True or false? Behavioral marketing and customer segmentation can help you rectify
your mistakes and rebuild trust effectively.
 True
 False
29.True or False? Buyer personas can help you identify your target audience’s preferred
content distribution channels.
 True
 False
30.True or false? It’s appropriate to offer monetary incentives for buyer persona
interviews.
 True
 False
31.True or false? Segmentation is a process that helps you understand your leads and
customers better, and behavioral marketing is how you categorize them based on the
understanding you gain.
 True
 False
32.True or false: The “independent variable” in an A/B test is the control or the
variation that remains unchanged.
 True
 False
33.True or False? The most effective way to initiate a buyer persona interview request is
through a phone call.

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 True
 False
34. True or False? This is an example of a person in the decision stage of their buyer’s
journey. // Dog-owner Dia is struggling to walk their dog in their neighborhood. Their
dog struggles with obedience and anxiety when approaching new dogs. They’re looking
for a local dog trainer that provides obedience training and can socialize their dog to
overcome its anxiety. Dia uses Yelp to compare local dog trainers.
 True
 False
35. True or false? Using people’s information in inbound marketing is not inherently
unethical.
 True
 False
36.True or False? When conducting buyer persona interviews, make sure to include
your colleagues who were involved in the sales process.
 True
 False
37.True or False? You should have at least 3 buyer personas.
 True
 False
38.Try to uncover all of the following during a buyer persona interview EXCEPT:
 Their onboarding experience
 Hobbies
 Shopping preferences
 Blogs they read
39.Using software to enroll every person who downloads a specific ebook into a month-
long email campaign is an example of what?
 Marketing automation
 AI
 Clean data
 Dirty data
40. What are some ways you can deliver personalized experiences to your visitors?
Select all that apply.
 Tailored Recommendations
 Email Blasts
 Dynamic Content

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 Pillar Pages
41.What is a buyer persona?
 A semi-fictional representation of your ideal customer based on data.
 The demographic information of a particular sales prospect.
 A categorization of leads that indicates how “sales ready”? they are.
 A story that describes your sales process from the buyer’s point of view.
or
 Your customers
 A fictional representation of your ideal customer
 A summary of your last 10 customers
 People who aren’t a good fit for your business
42.What is a marketing experiment?
 A marketing experiment is a form of market research in which your goal is to
discover new strategies for future campaigns or validate existing ones.
 A set of statistical rules that helps you define the credit assigned to each interaction a
visitor takes along their buyer’s journey at your organization.
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
43.Fill in the blank: A negative persona is a person who_______.
 isn’t a good fit for your business.
 speaks negatively about your business.
 is the exact opposite of your buyer persona.
 you have not gotten the chance to talk to.
44.What is the difference between the buyer’s journey and customer journey?
 The buyer’s journey focuses on activities leading up to a purchase, while the
customer journey extends beyond a purchase.
 The buyer’s journey is used by the marketing team, while the customer journey is used
by the customer support team.
 The buyer’s journey focuses on attracting and engaging leads, while the customer
journey focuses on delighting customers.
 The buyer’s journey focuses on how leads engage with your website, while the
customer journey focuses on how customers engage with your website.
45.What question can help define your awareness stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 What criteria do buyers use to evaluate the available offers?

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 Who needs to be involved in the purchasing decision?
46.What question can help define your consideration stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 How do buyers describe their challenges or goals?
 What criteria do buyers use to evaluate the available offers?
47.What question can help define your decision stage?
 How do buyers describe their challenges or goals?
 What are possible solutions to address their challenge or goal?
 How do buyers perceive the pros and cons of each solution?
 What criteria do buyers use to evaluate the available offers?
48.What role can a CRM play in effective martech stack?
 A CRM can help you measure, monitor and evaluate your online visibility and contain
tools to help you build links, conduct keyword research and competitive analysis,
audit your site and more.
 A CRM can help you create and curate awesome social content and schedule your
posts as well as manage your social media tasks and measure your ROI.
 A CRM provides a centralized location to store all your customer data so you can
nurture leads contextually, based on their information and where they are in the
buyer’s journey.
 A CRM provides a centralized location to create and distribute valuable content to
attract and retain a clearly defined audience.
49. What step should you always incorporate into your content creation workflow?
 Editing
 Writing
 Designing
 Distributing
50.What types of questions can marketing attribution answer? Select all that apply.
 What was the marketing team’s contribution to generated revenue this year?
 What assets drove the most leads last quarter?
 Which type of customers have the highest propensity to return and buy from us again?
 Why did our search campaigns outperform our social campaigns last month?
51.When implementing marketing automation and AI into your internal processes,
journey mapping can be helpful to which aspect?
 Customer segmentation
 Scalability
 Data hygiene
 Cadence and content

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52. When is an appropriate time to conduct a buyer persona interview?
 When the prospect is evaluating your solution
 A year after the customer purchased your solution
 After the customer went through onboarding
 After the customer completed the sales cycle, but before they go through
onboarding
53. Which distribution channel drives results fastest?
 Social media
 Google ads
 Website
 Brand mentions
54.Which distribution channels allow you the most control over your content? Select all
that apply.
 Guest posts
 Paid influencer ads
 Website
 Email
55.From an inbound perspective, why is it important to know your audience and who
you’re trying to reach online?
 Understanding your ideal customers and key demographic information (such as
income) can help you set realistic goals in terms of how much money you can make
off of each customer.
 Understanding the type of content that your ideal customers want to engage will
help you create content that delights them across all of your marketing channels.
 Understanding what your ideal customers are thinking and feeling as they browse your
website helps you better manipulate their emotions and propensity to buy from you.
 Understanding your ideal customers helps you identify where you have the
competitive advantage over your competitors.
56.Why should you create a negative persona?
 To prioritize your marketing and sales efforts to the right people
 To know where to spend your ad budget
 To better curate a buyer persona story
 All of the above.
57.Why should you curate a buyer persona story?
 It’s easier for your employees to remember your persona
 It humanizes your persona to your employees
 It allows your employees to easily find commonalities when speaking to customers
 All of the above

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58.You’re on the lead generation team at a wine reseller called Partners in Wine. You’ve
noticed that the user open rate of your emails has dropped over the last couple of
months. What are some first steps you could take to solve this issue?
 Stop sending the emails immediately. The subscribers have spoken.
 Reinvest all email marketing resources into social media platforms like TikTok, to see
if users prefer to engage there.
 Start to A/B test areas like your subject lines to see if you can improve your open
rate. If things don’t improve, consider reaching out to select customers for more
information.
 Continue to send the emails. It’s likely a drop due to seasonality, but nothing to worry
about immediately.
59. You’ve just joined the blogging team for a new fashion retailer called VintageVines.
What are some strategies you could adopt to reach and resonate with your target
audience? Select all that apply.
 Fully understand your persona and what they like to read about.
 Develop a unique brand voice and tone.
 Write at least one blog article a day to prove to your audience that you’re a thought
leader.
 Use a blogging layout that makes it easy for the reader to locate evergreen
content.
60.Which of the following content would be the most helpful to Dog-owner Dia in the
decision stage? Review the following scenario to answer the question.
 A quiz that asks questions about their dog’s behavior and identifies what their dog is
struggling with
 A YouTube video that provides recommendations on healthy dog food
 A blog post that explains the differences between a dog trainer, dog behaviorist, and
veterinarian
 A case study that shares how a company helped a first-time dog owner overcome
anxiety and teach obedience
61. Blogging, SEO, and social publishing are key pieces to any marketer’s strategy.
Which phase of your flywheel can benefit from the implementation of these three
strategies?
 Delight
 Engage
 Attract
 Consideration
62.Customer segmentation is:
 The active research process someone goes through leading up to a purchase.
 The process by which an anonymous visitor becomes a known lead.
 Unnecessary for inbound marketing.
 The process of separating your contacts into smaller groups of similar profiles.

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63.Database segmentation, marketing automation, and multichannel communication are
examples of strategies that happen at which stage of your marketing flywheel?
 Attract
 Engage
 Delight
 Consideration
64.Fill in the blank. An effective behavioral marketing and segmentation strategy is built
on a foundation of good ________.
 Data
 Cookies
 Buyer personas
 Funnel reports
65.How do you develop an effective content distribution strategy?
 Set a content distribution goal, identify your audience’s preferred channels, and
run tests for new marketing channels.
 Select one distribution channel, identify your audience’s preferred channels, and stay
up to date with emerging channels.
 Set a content distribution goal, identify your audience’s preferred channels, and
outline your distribution plan.
 Select one distribution channel, run tests for new marketing channels, and outline your
distribution plan.
66. How do you set an effective content distribution goal? Select all that apply.
 Determine your DRIs.
 Identify a purpose.
 Confirm it aligns with sales.
 Craft a SMART goal.
67. If you’re trying to improve customer lifetime value, which phase should you focus on
in your marketing flywheel?
 Attract
 Engage
 Delight
 Consideration
68.Passing on a group of customers directly to the sales team is an example of an action
you can take in which step of implementing behavioral marketing and customer
segmentation?
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use this information to segment your contacts.
 Use your segmentation to nurture.

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69. True or false? Artificial intelligence is technology that executes tasks based on if-then
statements.
 True
 False
70. True or false? People are protective of their privacy and do not want their
experiences to be highly personalized.
 True
 False
71.True or false: Statistical significance is an optional part of A/B testing.
 True
 False
72.Using software to check my writing for tone, level of formality, and fluency is an
example of what?
 Clean data
 Dirty data
 Marketing automation
 AI
73.What is A/B testing?
 A statistical model that helps you define the credit assigned to each interaction a
visitor takes along their buyer’s journey at your organization.
 A type of marketing experiment where you split your audience to test a number
of variations of a campaign to determine which performs better.
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
74.What role can attribution play in your reporting strategy? Select all that apply.
 Marketing attribution can help you identify your highest and lowest performing
pieces of content.
 Marketing attribution can help you conduct market research to forecast what types of
changes you should make to optimize your content.
 Marketing attribution can help you effectively assign different tasks and to-do lists to
your team members to ensure your entire team continues to collectively solve for your
customers.
 Marketing attribution can help you determine what channels and campaigns are
effectively generating leads and customers for your organization.
75.What tools should you consider to help streamline your content creation process?
Select all that apply.

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 A CMS
 A content planning tool
 A CRM
 An analytics tool
76.Checking for statistical significance when testing a new marketing channel ensures:
 You developed a strong hypothesis.
 You’ve chosen the correct KPIs.
 You achieve similar results next time.
 Your hypothesis is correct.
77.Which distribution channels help drive new audiences? Select all that apply.
 Online forums
 Social media ads
 Email
 Guest posts
78.Why do you need to know what your audience is thinking and feeling on their path-
to-purchase with your organization?
 If you understand the underlying motivations and roadblocks of your audience
members, you can start to create content that speaks to their needs.
 If you understand the underlying motivations and roadblocks of your audience
members, you can unlock why they may go to your competitors and proactively write
content to prevent that.
 If you understand the underlying motivations and roadblocks of your audience
members, you are likely collecting other demographic data — like where your target
audience lives and what radio stations they listen to. This makes it easier to place
strategic outbound ads that align with their schedules and behaviors.
 Trick question. You don’t need to understand the underlying motivations and
roadblocks of your audience members to create excellent content that sells. Great
products sell themselves.
79. You are a marketer for a daycare, and a parent fills out a form to enroll their 3-year-
old into the program. You add this person into a group labeled “parents of toddlers.”
What is this an example of?
 Creating a buyer persona
 Journey mapping
 Implicit segmentation
 Explicit segmentation
80.You are a marketer for a retirement community. Grouping users that explore several
landing pages about different types of homes in your community as “people seeking to
retire” is an example of what?
 Creating a buyer persona
 Journey mapping

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 Implicit segmentation
 Explicit segmentation
81.You’re on a social media team for a outdoors brand called Appalachia. They’ve
decided to revitalize their Pinterest account and see if they can engage customers there.
What ways might you bring inbound marketing into the content creation process for
this channel? Select all that apply.
 Instead of posting repetitive photos of your traditional (but oh-so-comfy) hiking
boots, feature ways customers can use your products. Feature stunning photos of
sunrise hikes and crackling campfires.
 Post the same content you post on your Instagram or Facebook accounts. Because that
content already resonates with customers on those channels, it will most likely
resonate with customer browsing Pinterest.
 Try out several different brand voices and concepts across your content, even if they
don’t directly match your brand. Even if it feels off-brand at first, you’ll find your
niche. Worst case, you have a couple of posts that fall flat.
 Curating Pinterest boards around the aspirations of your target customer— such
as popular hiking and travel destinations.
82.Which of the following content would be the most helpful to Dog-owner Dia in the
consideration stage? Review the following scenario to answer the question.
 A quiz that asks questions about their dog’s behavior and identifies what their dog is
struggling with
 A blog post that explains the differences between a dog trainer, dog behaviorist,
and veterinarian
 A YouTube video that provides recommendations on healthy dog food
 A case study that shares how a company helped a first-time dog owner overcome
anxiety and teach obedience
83.Fill in the blank. Behavioral marketing is the method by which companies target
audiences based on their behavior, interests, intentions, geolocation, and other metrics
using _________, cookies, search history, and other insights.
 Advertising
 Web Analytics
 Funnel reports
 TikTok
84.Noticing spikes or dips in specific behaviors and quantifying them is an example of
which step of implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use your segmentation to nurture.
85.What is an attribution model?

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 The rule, or set of rules, that determines how credit for sales and conversions is
assigned to touch points along conversion paths
 A code that gets generated and stored on a website visitor’s computer when they visit
your site
 An online advertising method in which marketers place ads on search engine results
pages (SERPs)
 The use of artificial and machine learning to buy ads in real-time, instead of going
through human negotiations and pre-set prices
or
 A measure of the likelihood that the difference in conversion rates between a given
variation and the baseline is not due to random chance.
 A type of marketing experiment where you split your audience to test a number of
variations of a campaign to determine which performs better.
 A set of statistical rules that helps you define the credit assigned to each
interaction a visitor takes along their buyer’s journey at your organization.
 A type of marketing dashboard that helps you measure how well you’re solving for
your buyer’s as they progress through their buyer’s journey.
86.Which of the following is an example of someone in the awareness stage of their
buyer’s journey?
 Dog-owner Dia struggles to handle their dog while walking because it whines and
barks whenever another dog approaches. Dia wants their dog to stop this behavior, but
isn’t sure why their dog is behaving this way. Dia watches a few YouTube videos and
learns their dog is suffering from anxiety. Dia gives the dog anti-anxiety medicine.
 Dog-owner Dia struggles to handle their dog while walking because it whines and
barks whenever another dog approaches. Dia wants their dog to stop this
behavior, but isn’t sure why their dog is behaving this way. Dia conducts
research by reading blog articles and watching YouTube videos.
 Dog-owner Dia struggles to handle their dog while walking because it disobeys and
has anxiety when approaching new dogs. Dia is looking for a dog specialist to help,
but isn’t sure whether to talk with a dog trainer, dog behaviorist, or veterinarian.
 Dog-owner Dia struggles to handle their dog while walking because it disobeys and
has anxiety when approaching new dogs. They’re looking for a dog trainer that
provides obedience training and can socialize their dog to overcome its anxiety. Dia
uses Yelp to compare local dog trainers.
87.Which of the following is NOT a way to strategically utilize marketing automation
and AI in your customer-facing processes regarding cadence and content?
 Content accuracy
 Journey mapping
 The level of personalization to the individual
 Send-time optimization
88. Your boss asks you to identify your target audience’s preferred channels by
collecting feedback. What are the different ways you can collect accurate feedback?
Select all that apply.

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 Run social media polls.
 Interview your marketing team.
 Run focus groups with customers.
 Publish online surveys.
89.Addressing data privacy is a portion of which part of your internal processes?
 Tech stack organization
 Cadence and content
 Data hygiene
 Journey mapping
90. Fill in the blank: In order to determine when you should deliver certain content to
your audience, you need to understand _____.
 Your martech stack
 The buyer’s journey
 How social media platforms work
 How to publish blog content
91.Roughly how long should your buyer persona interviews take?
 10 minutes
 1 hour
 20 minutes
 20 minutes a week for a month
92.What is the drawback to using the last touch attribution model?
 This model would show low-value touches (like email clicks) equal to high-value
conversion activities (like demo requests).
 This model makes it difficult to justify your team’s impact on your company’s bottom
line.
 This model lacks the ability to recognize actions that occurred outside a certain
window of time.
 This model ignores potentially influential interactions that occurred on the path
to purchase.
93.What should you consider when identifying a marketing channel to test? Select all
that apply.
 Target audience
 Your goals
 KPIs (key performance indicators)
 Available resources to create promotional assets
94.True or false: If neither variation in an A/B is statistically better, you pick the
variation you like best and proceed to make the change.
 True

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 False
95.What’s the difference between single source attribution and multi-touch attribution
models?
 There is no difference between single source attribution and multi-touch attribution
models.
 Single source attribution models assign each contributing channel a slice of credit for
the final conversion, while multi-touch attribution models only give credit to the
channel most responsible for the final conversion.
 Single source attribution models assign credit to one touch point along the
buyer’s while multi-touch attribution gives each contributing channel a slice of
credit for the final conversion.
 Single source attribution reporting was invented first. Once technology advanced,
multi-source attribution became the new method of reporting.
96.Buying insights reveal all of the following EXCEPT:
 Which buyers are receptive and which will ignore you
 What attitudes prevent your buyers from considering your solutions
 The age range of your buyers
 What resources your buyers trust as they evaluate their options
97.Which of the following is an example of a buyer’s journey?
 Dog-owner Dia is a first-time dog owner that rescued an adult dog from a local
shelter. They work from home and enjoy playing with their dog on breaks. They enjoy
watching dog training YouTube videos and subscribe to channels like “The Pawfect
Pup” and “Ruff Life”.
 Dog-owner Dia hired a local dog trainer to teach their dog obedience. They want to
make the most of their sessions with their dog trainer, but unsure how. Dia receives a
reminder email about their upcoming session, which includes details on how to prep
for the session.
 Dog-owner Dia struggles to handle their dog on walks. Their dog disobeys
commands and has anxiety when approaching new dogs. They’re looking for a
local dog trainer that provides obedience training and can socialize their dog to
overcome its anxiety.
 Dog-owner Dia hired a local dog trainer to teach their dog obedience. They’ve
completed three dog training sessions and are already seeing a positive change in their
dog’s behavior. They leave a five-star Yelp review for the dog trainer and recommend
the trainer to friends.
98.All of the following are examples of a SMART goal EXCEPT:
 Increase year over year traffic by 30%.
 Significantly reduce the amount of time the team spends on creating content.
 Add five new content formats to the website by end of year.
 All of the above are SMART goals.
99.Which of the following is NOT a category you should organize your content audit by?

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 Buyer’s journey stage
 Content length
 Marketing funnel stage
 Content title
100.True or false? A customer’s buying journey is ever-evolving. You should make
updates as you learn more about your buyer persona.
 True
 False
101.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.
 Hotjar
 Google analytics
 Quora
 Buzzsumo
102.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.
 True
 False
103.All of the following are helpful ways to promote your pillar pages on your website
EXCEPT:
 Top navigation
 A dedicated section with a CTA near the top of the homepage
 A link on every website page even if the content isn’t relevant
 All are true
104.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.
 Panda
 Hummingbird
 RankBrain
 Penguin
105. True or false? It’s recommended that you offer the content on a 10x content pillar
page as a packaged downloadable resource.
 True
 False

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106. True or false? A resource pillar page should only be made up of internal website
links.
 True
 False
107. True or false? Social media is a key driver for word-of-mouth marketing.
 True
 False
108.There are many benefits to having a social media strategy. Which answer is NOT
one of them?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
109.True or false? A buyer persona is as important as business objectives when
developing a social media strategy.
 True
 False
110.True or false? One of the best uses of Twitter is networking in private groups.
 True
 False
111.Which network has the longest life for a piece of content?
 Facebook
 LinkedIn
 Snapchat
 Pinterest
112. On which social network should you share content most frequently?
 Facebook
 LinkedIn
 Twitter
 Pinterest
113.What is Snapchat’s largest age demographic?
 12 years to 24 years
 18 years to 30 years
 22 years to 35 years
 30 years to 50 years

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114.What is social listening? (HubSpot)
 Having conversations with individuals talking about your industry, brand, products,
and services
 Actively looking for mentions and conversations that pertain to your brand, products,
hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
115.What is social monitoring?
 Having conversations with individuals talking about your industry, brand, products,
and services
 Actively looking for mentions and conversations that pertain to your brand,
products, hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
116.What is social engagement? (Duplicate 1)
 The step you take to have conversations with individuals talking about your
industry, brand, products, and services.
 The method of actively looking for mentions and conversations that pertain to your
brand, products, hashtags, and more.
 How you track, analyze, and respond to conversations across the internet.
 A method of changing art, music, governments, and businesses.
117.What is social engagement? (Duplicate 2)
 Having conversations with individuals talking about your industry, brand,
products, and services
 Actively looking for mentions and conversations that pertain to your brand, products,
hashtags, and more
 Tracking, analyzing, and responding to conversations across the internet
 Participating in art, music, and government
118. True or false? Social listening can help you find leads.
 True
 False
119.True or false? Social Content is only used during the attract and delight stages of
the inbound methodology.
 True
 False
120.Fill in the blank: If you plan to do real-time marketing, you’ll need to use
__________.

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 An influencer marketing agency
 Paid advertising
 Social listening
 Animated .gifs
121.Fill in the blank: Instagram stories are a great way to _____________.
 demonstrate complex concepts quickly and easily
 directly message a customer to answer a question
 deliver video podcasts
 drive traffic and engagement
122. True or false? It’s necessary to conduct a social media audit every 2–3 years.
 True
 False
123.All of the following are metrics you need to track in your social media audit
EXCEPT:
 Engagement
 Bounce rate
 Content performance
 Content publish times
124.What is a social media audit?
 A hard look at the data from all your social accounts and the social conversations
about your brand and your competitors
 A method to direct your audience in all channels to the best way they can have a
conversation with you
 A way to reach your customers and prospects in unprecedented ways, with greater
reach and more specific targeting than ever before
 A tool to look for unhappy customers of a competitor and reach out with an offer to
help, thus generating leads
125.True or false? Prospects who follow a company’s social channels are more likely to
convert into customers.
 True
 False
126. What is the definition of lead nurturing? (Duplicate 2)
 A process of building relationships with prospects with the goal of earning their
business when they’re ready
 A marketing effort focused on engaging with only your leads in a way that encourages
them to progress toward a specific action
 A marketing effort focused on engaging with your leads AND customers in a way that
encourages them to progress toward multiple actions at the same time

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 A sales effort focused on engaging with your warm leads in a way that encourages
them to progress toward a purchase
127.What is lead nurturing’s three-pronged approach for delivering helpful content?
 Timely, efficient, and targeted
 Timely, contextual, and process-based
 Effective, efficient, and targeted
 Targeted, persona-driven, and contextual
128. 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?
 Close
 Delight
 Attract
 Convert
129.If a contact downloads your newsletter titled, “The Best Ways to Create Subject
Lines for Email,” what would be the best next step to continue the conversation with this
contact?
 Send an email to schedule a demo call with your sales rep.
 Send a follow-up piece of content that builds off that subject.
 Send 2-3 pieces of content that encompass how to build a complete email strategy.
 Don’t send anything yet, wait for them to reach back out.
130.What are three key elements that any lead nurturing strategy will need?
 Contact management, segmentation, and the buyer’s journey
 Buyer personas, the buyer’s journey, and lead nurturing software
 Lead nurturing software, contact management, and segmentation
 Segmentation, buyer personas, and the buyer’s journey
131. 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?
 Contact management is a strategy that focuses on using a software program to
easily store and source a contact’s information.
 Contact management is tool that helps you manage your contacts.
 Contact management is a strategy that focuses on tool-agnostic strategy to manage
your contacts.
 Contact management is how you track the email deliverability rate of your contacts.
132.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?

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 Awareness, consideration, and decision
 Attract, consideration, and delight
 Awareness, consideration, and conversion
 Awareness, decision, and delight
133. 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?
 Creating content, identifying the timeline, and measuring and improving
 Identifying the timeline, measuring your content, and segmenting your contacts
 Testing your content, identifying the timeline, and creating additional content
 Organizing your contacts, creating content, and identifying the timeline
134.True or false? You can nurture both your leads and your customers.
 True
 False
135. Fill in the blank: 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. This is an example of a
__________.
 SMART goal
 Conversion path
 Lead nurturing campaign
 Content strategy
136.What is a conversation?
 A conversation is an interactive communication between two or more parties.
 A conversation is an interactive communication that can only occur in person or over
the phone.
 A conversation is an interactive communication between robots.
 A conversation is the passive communication that occurs through likes and shares on
social media channels.
137.Where do conversations fit into your inbound marketing strategy?
 Conversations fit into your inbound marketing strategy because you’re going to need
to have one with your team now that you know what inbound is all about.
 Conversations are only for outbound marketers. Content and promotion is for inbound
marketers.
 By using channels that deliver or simulate a conversation with your website
visitors, you can deliver your content in a consistent and relationship-focused
way.
 By using channels that your buyers personas consider “trendy,” your brand maintains
its reputation of being relevant and up to date.
138.What is a conversational growth strategy?

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 The long-term planning, creation, and management of your content marketing efforts
 The delivery of the right message to the right person at the right time, every time
 The creation and management of your combined conversion efforts
 The long-term planning, creation, and management of your professional network
139. Why are conversations important in an inbound strategy?
 You need to have conversations with your team once you know what inbound is all
about.
 Conversations are only for outbound marketers. Content and promotion are for
inbound marketers.
 Conversations can deliver your content in a consistent and relationship-focused
way.
 Conversations might be considered trendy by your buyer personas, so your brand will
gain more traction in the social media space.
140.What are the steps to implementing a conversational growth strategy?
 Think, Plan, Build
 Think, Plan, Grow
 Think, Optimize, Chat
 Chat, Spend, Share
141.Which three elements are important to consider when determining if you should
start to automate a conversation on your website?
 That it is repeatable, predictable, and impactful.
 That it is significant, cheap, and easy.
 That it is purposeful, replicable, and impactful.
 That it is relationship-focused, replicable, and easy.
142. What role does optimization play in your conversational growth strategy?
 Unlike conversions, conversations are evergreen and don’t need to be optimized.
 As conversations are unique exchanges with many website visitors, they cannot be
optimized.
 Conversations need to be optimized once every four months.
 You need to iterate and optimize your conversations over time.
143. What is shared knowledge?
 The collective hive mind of HubSpot users.
 Information or data that is accessible by all tools (like chatbots), and participants
(like people), in your campaigns.
 Shared knowledge is the data you purchase in lists.
 The information you repurpose across channels for your website visitors.
144.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.

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 True
 False
145.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
 False
146.True or false? An effective conversion path must include a landing page.
 True
 False
147.How do you calculate a conversion rate?
 Divide the number of people who viewed your conversion opportunity by the number
of people on your marketing team.
 Divide your total number of website visitors who had visited your site to date by the
total number of people who converted on your net new form.
 Divide the number of people who converted on your call-to-action, form, etc., by
the total number of people who viewed it.
 Divide your total number of website visitors by your total number of company
employees.
148. Each of these examples is a great way to prevent too much distraction in your
conversion path EXCEPT:
 Adding more buttons to your page to frame the conversion
 Removing the navigation bar
 Carefully placing your pop-ups
 Experimenting with the design and elements on a page
149. What is the difference between reporting and analytics?
 Reporting explains what has happened, while analytics is an attempt to explain
why something has happened.
 Analytics explains what has happened, while reporting is an attempt to explain why
something has happened.
 Trick question! There isn’t one.
 Reporting is for journalists, while analytics is for marketing, sales, and services
representatives.
150. What are SMART goals?
 Specific, Marketable, Attractive, Responsible, Testable
 Specific, Marketable, Attainable, Relevant, Testable
 Specific, Measurable, Attainable, Relevant, Timely
 Specific, Measurable, Attractive, Relevant, Timely

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151.Define a conversion path.
 The method by which you encourage someone on your site to move down your
funnel.
 The method by which you encourage someone to visit your site from social media.
 The method by which you encourage someone to spend 30 minutes or more on your
website.
 The method by which you encourage someone to read your well-crafted automated
email.
152.What are the steps for creating a conversion path?
 Attract, convert a lead, close a deal, and delight a customer.
 Create awareness, determine your end point, chart your course, and analyze.
 Create awareness, determine your end point, chart your course, build a ship, ahoy
matey.
 Create awareness, chart your course, optimize, convert a qualified lead.
153. 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?
 8.3%
 16.6%
 33.3%
 50%
154.True or false? Conversion optimization is NOT an iterative process.
 True
 False
155.True or false? Conversion optimization can positively impact your return on
investment.
 True
 False
156.What is conversion optimization?
 Conversion optimization is investment that produces reliable month-over-month
growth. Your website becomes stronger as you continue to measure, iterate, and act.
 Conversion optimization is focused on attracting customers through relevant and
helpful content and adding value at every stage in your customer’s buying journey.
 Conversion optimization is the process of testing hypotheses on elements of your
site with the ultimate goal of increasing the percentage of visitors who take the
desired action.
 Conversion optimization is the technology, processes, and content that empower sales
teams to sell efficiently at a higher velocity.

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157.What are the steps of conversion optimization?
 Define your objective, form a hypothesis, design your tests, establish your baseline,
analyze your data.
 Define your objective, establish your baseline, form a hypothesis, design your
tests, analyze your data.
 Analyze your data, design your tests, form a hypothesis, establish your baseline,
define your objective.
 Form a hypothesis, analyze your data, establish your baseline, define your objectives,
design your tests.
158.How long should you let your conversion optimization experiments run (on
average)?
 1 week
 4 weeks
 12 weeks
 48 weeks
159.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. Which of the following is an example of a good hypothesis for
this optimization experiment?
 I think this change will work because I know my buyer persona really well.
 By changing this page’s copy, the conversion rate will increase because it frames
our product and service page in a way that better aligns with our buyer persona’s
needs.
 The conversion rate will increase by 87%. Constant change on product and services
pages increases trust.
 By changing this page’s copy, the conversion rate will increase.
160.What is SCOPE?
 Standardize, Contextualize, Optimize, Personalize, Empathize
 Specialize, Contextualize, Optimize, Personalize, Epitomize
 Standardize, Contextualize, Organize, Personalize, Energize
 Standardize, Contextualize, Organize, Personalize, Expertize
161.What is the definition of a buyer persona?
 A semi-fictional representation of your ideal customer based on real data and
some select educated speculation
 A lead in your database
 A true view of your personas
 A completely fictional representation of your ideal customer based on real data and
some select educated speculation
162.True or false? A call-to-action must be a button.

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 True
 False
163.What is another commonly used term for conversion optimization?
 Conversion content strategy optimization
 Lead conversion optimization
 Relationship rate optimization
 Conversion rate optimization
164.Marketing automation is a key piece of lead nurturing because it’s how you deliver
information. How is marketing automation defined?
 The software that exists with the goal of automating your marketing actions
 Automation tools to help automate sales-specific actions
 The thought process behind delivering information in lead nurturing
 The software that is used for your entire inbound strategy
165.Fill in the blank: If lead nurturing is the content, then segmentation is __________.
 how content is created
 a contact management strategy
 how you provide context
 None of the above
166.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?
 You could invest more resources in the short term, exponentially driving up the
amount of traffic coming to your site to increase revenue. This would increase the
amount of people in your funnel and therefore the amount of people moving through
your funnel.
 You could increase the chances of your current traffic choosing to convert and
move down your funnel. Over time, this has the potential to drastically lower
your cost to acquire a customer and positively impact your return on investment.
 ou could invest additional resources in your sales team. The more you increase that
team’s overall job satisfaction, the more encouraged they will feel to make each and
every sale count. This will have a positive impact on the efficiency of your funnel.
 You could increase the budget of your services team. By increasing the amount of
customers that retain with your company, you will need less net new gains to generate
the desired level of revenue.
167. Fill in the blank: Contact management is a __________.
 strategy that focuses on using a software program to easily store and source a
contact’s information
 tool for managing your contacts
 tool-agnostic strategy for managing your contacts
 process for how you track the email deliverability rate of your contacts

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168.Which of the following is NOT a benefit of having a social media strategy?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
169. True or false? It’s necessary to conduct a social media audit every 2–3 years.
 True
 False
170. Fill in the blank: __________ visually represents users’ clicks, taps, and scrolling
behavior so that you can understand what users want, care about, and interact with on
your site.
 Hotjar
 Google analytics
 Quora
 Buzzsumo
171.What are the three stages of the buyer’s journey?
 Awareness, consideration, and decision
 Attract, consideration, and delight
 Awareness, consideration, and conversion
 Awareness, decision, and delight
or
 Awareness, Consideration, Decision
 Attract, Engage, Delight
 TOFU, MOFU, BOFU
172.What does the acronym SMART stand for in SMART goals?
 Specific, Marketable, Attractive, Responsible, Testable
 Specific, Marketable, Attainable, Relevant, Testable
 Specific, Measurable, Attainable, Relevant, Timely
 Specific, Measurable, Attractive, Relevant, Timely
173. Conversion optimization is __________.
 investment that produces reliable month-over-month growth
 focused on attracting customers through relevant and helpful content and adding value
at every stage in your customer’s buying journey
 the process of testing hypotheses on elements of your site with the ultimate goal of
increasing the percentage of visitors who take the desired action
 the technology, processes, and content that empower sales teams to sell efficiently at a
higher velocity

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174.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, which of the following is the most strategic approach to take?
 You could invest more resources in the short term, exponentially driving up the
amount of traffic coming to your site to increase revenue.
 You could increase the chances of your current traffic choosing to convert and
move down your funnel.
 You could invest additional resources in your sales team.
 You could increase the budget of your services team.
175.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?
 The latest trip that your agency organized for a family
 The affordable pricing of your family-friendly vacation packages
 The best family-friendly vacation destinations
 Why your agency provides the best experience for families
176. Your boss wants a report on the success of your blog. What information should you
NOT analyze?
 Number of views for each post
 Popular articles by topic, author, or promotion channel
 Number of clicks on the offer within the post
 Number of keywords per blog post
177. When creating a blog title, why do the number of characters in the title matter?
 It doesn’t matter as long as the title is descriptive.
 Search engines show a limited amount of characters and a cut off title could
affect click-through rates.
 If the blog post will be shared on Twitter, a tweet can only have 140 characters.
 You should only be including one primary keyword within your title.
178. Your boss wants you to blog primarily about your company news, its services, and
various corporate events. What is your response?
 “That’s a good idea. We want to attract the most qualified visitors with our posts, so
we should help people understand our business.”
 “That’s not a good idea. We’re trying to attract new visitors with our posts.
These people haven’t yet heard of our company. If we write about ourselves, they
won’t find us organically.”
 “That’s a good idea. Blogging not only helps attract new visitors but convert leads as
well. We can generate more qualified leads by including event calls-to-action at the
end of the posts.”
 “That’s not a good idea. The more focus our blog can have, the better. We need to
decide between company news, service, and corporate event announcements.”

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179. What are some reasons to have a Facebook business page rather than a personal
page? Choose all that apply.
 You must have a business page by Facebook.
 You have access to analytics.
 You can have up to 10,000 followers.
 You can add a mission statement.
180.Why would you want to conduct a social media audit? Choose all that apply.
 To track a new campaign you are developing
 To discover trends you can use to create or modify social media campaigns
 To receive valuable insight into customer sentiment and perception of your
brand
 To help you determine where you may have broken website links
181.Where might you consider placing links to your social media channels?
 On your business cards
 In your presentation templates
 On your website
 At the bottom of your newsletter
 All of the above
182.The five fundamentals of inbound marketing are:
 SEO, social media promotion, conversion, reporting, email marketing
 Buyer personas, buyer’s journey, setting goals, lead nurturing, SEO
 Contacts, buyer personas, buyer’s journey, content, setting goals
 Attract, engage, delight, segmentation, SEO
183.Why is goal setting important to inbound marketing?
 Creates alignment among your marketing, sales, and services teams
 Helps you measure the success of your inbound marketing efforts
 Gives you guard rails for your content
 All of the above
184.What is a contact?
 One of your existing customers
 Anybody your company markets to, sells to, partners with, engages with, or
employs
 A person sent by the intelligence agency of his or her own country who approaches an
intelligence agency in the hope of being recruited as a spy
 A piece of software or a platform that helps you keep track of your leads, prospects,
and customers
185.True or false? Marketing only occurs during the Attract stage of the inbound
methodology.

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 True
 False
186. When identifying buyer’s journey content for a long-term content strategy, it’s
important to focus on content for which stage(s)?
 Awareness
 Consideration
 Decision
 All of the above
187.What three criteria should you use when deciding to automate a conversation on
your website?
 That it is significant, cheap, and easy.
 That it is purposeful, replicable, and impactful.
 That it is repeatable, predictable, and impactful.
 That it is relationship-focused, replicable, and easy.
188.Which of the following questions can help you determine which channel is right for
you?
 Are my visitors engaging with this channel?
 Does this channel solve for my visitors’ needs?
 Is this channel right for my team?
 All of the above
189. Each example below is a great way to prevent too much distraction in your
conversion path EXCEPT:
 Adding more buttons to your page to frame the conversion
 Removing the navigation bar
 Using simple, compelling copy to frame your content offer
 Experimenting with the design or layout of the page
190.Which of the following would be the most appropriate call-to-action to place at the
bottom of an awareness-stage blog post?
 “Request Your Free Consultation”
 “Your Custom Quote Is Waiting for You”
 “Download a Team Communication Guide”
 “Download Our Pricing Guide”
191. All of the following elements will help readers easily digest the content of a blog
post EXCEPT:
 Images
 Calls-to-action
 Bolding
 Whitespace

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192.What is an example of a great value offer?
 Educational videos
 Free tools
 Blog posts
 Whitepapers
 All of the above
193.Fill in the blank: a conversion path is the method by which you encourage someone
to __________.
 move down your funnel
 visit your site from social media
 spend 30 minutes or more on your website
 read your well-crafted automated email
194. What area(s) can you experiment with when you’re optimizing a conversion
opportunity?
 The design of the conversion opportunity itself (e.g., the CTA colors, length of form,
etc.)
 Any copy on or surrounding the conversion opportunity
 Supporting images, links, headlines, testimonials, social proof
 All of the above
195.What does a content compass helps organize monthly initiatives by?
 SMART goals
 Sales campaigns
 Inbound marketing campaigns
 All of the above
196.Noticing spikes or dips in specific behaviors and quantifying them is an example of
which step of implementing behavioral marketing and customer segmentation?
 Define the interactions you want to track.
 Implement tracking.
 Analyze and report how people are behaving on your website.
 Use your segmentation to nurture.
197. Checking for statistical significance when testing a new marketing channel ensures:
 You developed a strong hypothesis.
 You’ve chosen the correct KPIs.
 You achieve similar results next time.
 Your hypothesis is correct.
198.True or false? Artificial intelligence is technology that executes tasks based on if-
then statements.

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 True
 False
199.True or false: Statistical significance is an optional part of A/B testing.
 True
 False
200. What question can help define your awareness stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 What criteria do buyers use to evaluate the available offers?
 Who needs to be involved in the purchasing decision?
201. What question can help define your consideration stage?
 How do buyers perceive the pros and cons of each solution?
 What symptoms are your buyers experiencing?
 How do buyers describe their challenges or goals?
 What criteria do buyers use to evaluate the available offers?

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HubSpot Marketing
Software Certification
Answers


Exam Name: HubSpot Marketing Software Certification Exam
Exam URL: https://academy.hubspot.com/courses/hubspot-marketing-software
Pages: 19
Questions: 113

235. 235

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
78. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
79. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
80. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
81. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
82. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
83. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
84. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

236. 236

HubSpot Marketing Software Certification Answers
1.True or false? The Marketing Hub uses shared contact information with the Sales Hub
and Service Hub via the CRM contacts database.
 True
 False
2.Marketing Hub users will frequently use which of the following menus in HubSpot?
 Marketing
 Reports
 Contacts
 Automation
 All of the above
3. Which of the following options reflects the correct sequence for establishing goals with
your team?
 Specify Tactics -> Define Business Goals -> Identify Indicators of Success (KPIs)
 Identify Indicators of Success (KPIs) -> Define Business Goals -> Specify Tactics
 Define Business Goals -> Specify Tactics -> Identify Indicators of Success (KPIs)
 Identify Indicators of Success (KPIs) -> Specify Tactics -> Define Business Goals
 Define Business Goals -> Identify Indicators of Success (KPIs) -> Specify Tactics
4.Which of the following metrics are marketing teams NOT likely to report on?
 Monthly website traffic
 Rate of visitors converted to contacts
 Rate of contacts qualified to be handed over to sales
 Individual sales users’ monthly quota
5.True or false? The more completely you use the Marketing Hub, the better the
individual tools can help you.
 True
 False
6.What is the definition of contact management?
 A strategy that focuses on using only a marketing software to easily store and source a
contact’s information, including their name, contact history, email information, and
more
 A strategy that focuses on using a software program to easily store and source a
contact’s information, including their name, contact history, email information,
and more
 A strategy that focuses on using a software program to easily store and source
company information specific to making a deal in HubSpot CRM

237. 237

 A strategy that focuses on dividing marketing and sales to separate contact
information and store it separately in a software platform.
7. ________ software is the foundation for storing all the information you have on the
humans you’re connecting and building trust with.
 CMS
 CMC
 CRM
 CMR
8. Keeping your database healthy and up to date should always be a priority so that you
can create powerful and ___________.
 contextual conversations
 content conversations
 contextual pillar pages
 outbound conversations
9. True or false? When importing contacts, HubSpot automatically searches for matches
with your spreadsheet columns and pairs your existing properties, such as first name
and last name.
 True
 False
10.Which parts of your organization can benefit from buyer personas?
 Marketing team
 Sales team
 Services team
 A and B
 A, B, and C
11.True or false? Buyer personas are non-fictional case study examples of your most
successful customer.
 True
 False
12. True or false? When creating buyer personas, consider creating a different persona
based on job function. Grouping buyer personas together by the goal or challenge
they’re trying to overcome won’t be detailed enough to know who you’re talking to.
 True
 False

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13.Most organizations target how many buyer personas?
 1–2
 3–5
 6–10
 At least 10
14.All of the following are components of a topic cluster EXCEPT:
 Core topics, which will take the shape of your pillar page
 Subtopics, such as blog posts or videos
 Distribution channels, such as YouTube or Twitter
 Internal hyperlinks
15.Fill in the blank: When linking your topic cluster together, it’s critical that you
__________.
 link all subtopics to the pillar page
 only link the top 20 performing subtopics to the pillar page
 link the pillar page to all relevant subtopics
 A and C
 B and C
16. True or false? The higher your DA (Domain Authority), the easier it should be for
your topic clusters to rank.
 True
 False
17.All of the following are examples of on-page SEO best practices to consider when
optimizing your pillar page EXCEPT:
 The core topic is featured in the URL
 The core topic is featured in the H1
 The core topic is featured in a video at the top of the page
 The core topic is featured in the image alt text
18.True or false? Only reference the core topic on your pillar page. Using synonyms of
your core topic will confuse search engines on how to best rank this page.
 True
 False
19.Which type of pillar page is in the form of an ungated guide or ebook?
 Resource pillar page
 Guide-type pillar page
 Information-based pillar page
 10x content pillar page

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20.All of the following are ways you can report on a campaign EXCEPT:
 In the campaign itself
 In campaign analytics, under the reporting tool
 Both of the above
 None of the above: Campaign reporting is a default option in the marketing
dashboard
21.All of the following are examples of how you can export campaign data EXCEPT:
 XLSX
 XLS
 PDF
 CSV
22.All of the following are examples of SMART goals EXCEPT:
 Have 30% of your marketing leads attend an upcoming webinar.
 Have thought leaders contribute to an upcoming ebook.
 Increase sales qualified leads by 20% by the end of the year.
 Generate 10 customers within the first week of an upcoming product launch.
23.All of the following are tools you can connect to a HubSpot campaign EXCEPT:
 Blog
 Form
 Content strategy
 Email
24.True or false? You have up to one week to edit the name of a campaign.
 True
 False
25. True or false? Every time you publish a blog post, you’re creating a new, unique
page for your website.
 True
 False
26.What type of file can you import in draft mode instead of starting a blog post from
scratch?
 Word doc
 Google doc
 Evernote file
 PDF

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27.Fill in the blank: For distraction-free editing, click ___________.
 Zen Mode
 Text-Only Mode
 Draft Mode
 Inline Edit Mode
28.Fill in the blank: To preview your post, click __________.
 The Read more separator
 The Preview button
 The Content tab
 There is no preview mode
29.Which of the following tasks can be performed in settings?
 Managing navigation
 Setting a logo
 Choosing system pages
 Setting a favicon
 All of the above
30. Which sentence best describes collaboration in the CMS?
 The HubSpot CMS should only be used by one person at a time.
 Delegation and organization are integral to managing web assets in the HubSpot
CMS.
 The HubSpot CMS automates collaboration so you don’t have to worry about it.
 Marketers should defer to developers when it comes to CMS decisions.
31.True or false? Big companies require complex page templates.
 True
 False
32.True or false? Logos are always global content and can’t be swapped out on
individual pages.
 True
 False
33. How does a landing page typically gather information about site visitors?
 Using a meetings link
 Using a CTA
 Using an email
 Using a form

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34.What are the elements of a traditional conversion path?
 Chatbot, live chat, messaging app
 Landing page, form, chatbot
 Landing page, form, CTA, thank you page
 Thank you page, messaging app, CTA, landing page
35.True or false? Pillar pages make landing pages obsolete.
 True
 False
36.When should you ungate content?
 Contextually — ungate content when it makes the most sense for your business.
 Always — forms are dead.
 Never — pillar pages are a fad.
 To gate or ungate is an illusion.
37. What are the key components of a landing page?
 Copy, form, content offer
 Headline, chatbot, form, video
 Headline, copy, form, image
 Copy, form, video, content
38.Why is it considered a best practice to include an image or video on a landing page?
 Images give visitors a tangible idea of what they’ll receive.
 Images make landing pages much more visually dynamic.
 Images can tell complex stories faster than words can.
 A, B, and C
39.What is a call-to-action button?
 A clickable element on a website page, blog post, or email that promotes and
redirects visitors to an offer
 A pop-up form
 A snippet of text that Google serves on a search engine results page (SERP)
 Anybody your company communicates with in the course of doing business
40. What are/is the area(s) you need to consider when building a call-to-action?
 Visuals
 Copy
 Location
 A, B, and C

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41. Why should your call-to-action contain action-oriented language?
 Because Jorie said so.
 A call-to-action should inspire your visitors to take an action.
 You don’t want a visitor to have to think too hard about what they can expect when
clicking a button.
 B and C
42.A call-to-action button is also known as a:
 ATC
 CTA
 CAT
 TAC
43.You should base the design of your CTA on the following:
 Your buyer persona’s preferences
 Your brand
 Accessibility
 A, B, and C
44. True or false? You can use your HubSpot CTAs in externally hosted content.
 True
 False
45. True or false? You should always disable cookie tracking on forms, unless you have
a specific use case in mind.
 True
 False
46. Why should you limit the number of form fields you use on your form?
 Trick question! You should ask for all of a contact’s information up front so you can
personalize every conversation moving forward.
 The information you ask for should be a fair exchange for the content you’re
offering.
 Nobody has time to fill out a long form.
 Short forms show that you don’t really want to learn more about a prospect.
47.What is a form submission notification?
 A notification that your form has successfully published to your site
 The code you use to embed your HubSpot form externally
 A notification that is emailed to a set list of recipients when a visitor submits a
form
 The HubSpot tracking code installed to track and store your form submission data in
your CRM

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48. Your form submission rate tracks:
 The total number of views for all the pages your form appears on that also have your
HubSpot tracking code on them
 The total number of submissions divided by the total number of views for the
form
 The total number of times the form has been submitted across all your pages
 The total number of times your form appears across all your pages
49.Where is information collected by your form submissions stored in HubSpot?
 Buyer personas
 Your reports home
 Deal records
 Contact records
50.What is the advantage of using a form?
 Forms help you gauge how interesting a piece of content is to your target
audience.
 Forms can help you disqualify leads.
 With forms collecting information for you, you no longer need to talk to sales.
 Form submissions can be used to boost the vanity metrics of your site.
51.What is a lead flow?
 A pop-up form
 A bot programmed to chat with prospects conversationally
 A clickable element on a website page, blog post, or email that promotes and redirects
visitors to an offer
 An ungated piece of content
52.What’s the difference between a form and a pop-up form?
 Experience — forms are inbound. Pop-up forms are outbound.
 Location — forms only exist on landing pages. Pop-up forms only exist on pillar
pages.
 Forms can be used in the awareness, consideration, and decision stages of the buyer’s
journey. Pop-up forms are only used in the decision stage of the buyer’s journey.
 Experience — pop-up forms are a CTA, landing page, and thank you page all in
one. Forms are part of a larger conversion path.
53.How can a pop-up form supplement a visitor’s experience?
 By interrupting a visitor browsing irrelevant content
 By providing additional content or value
 By redirecting users to an interesting offer or asset
 By collecting information that can help you immediately personalize a visitor’s
experience

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54. Pop-up forms are best suited to which stage of the buyer’s journey?
 Awareness
 Consideration
 Decision
 All stages of the buyer’s journey
55.What are the two most important things to keep in mind when developing a HubSpot
social media strategy? Choose two:
 Using a free tool to develop great content
 Knowing your buyer persona
 Mapping your business goals to social objectives
 Adding social media links to your website header and footer
 Connecting your social media accounts in email
56.You can filter your HubSpot social inbox in a variety of ways. Which one is NOT one
of them?
 By the accounts you want to see engagements from
 By going to Twitter to see the lists you’ve created in HubSpot
 By conversations, so you can respond to audience comments
 By interactions or click-like engagements with content that has been published in
HubSpot
57.What is a Twitter stream?
 A contact list of followers you acquired from Twitter
 A data list of keywords to monitor that appears after uploading a list of your Twitter
contacts
 A display of tweets that you developed in the social inbox to promote a specific
campaign
 A display of tweets that match pre-defined, saved searches on specific criteria
58. What is the definition of segmentation?
 Creating filters for your contacts based on similarities
 Creating a segment based on buyer personas
 Breaking up your contacts into smaller groups of similar people
 Creating a static list based on an imported list of contacts
59.What are three examples of segments that every business should ideally have?
 Subscribers, leads, customers
 Leads, prospects, opted-out customers
 Subscribers, customers, users
 Unsubscribers, users, customers

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60.What are the three types of segments you can create in HubSpot?
 Saved filters, active lists, active filters
 Static filters, active lists, active filters
 Static filters, static lists, opted-out filters
 Saved filters, active lists, static lists
61. Quickly viewing a segment of your database right from the contacts, companies,
deals, or tickets dashboard is an example of which type of segment?
 Active list
 Saved filter
 Static list
 Saved list
62. True or false? Common uses for active lists include sending unique marketing emails
based on each contact’s behavior and properties.
 True
 False
63.The analyze tab for your marketing emails is most commonly used to __________.
 report on your individual marketing emails
 review emails before sending them out
 optimize your marketing emails
 analyze your email marketing channel as a whole
64. True or false? You can test your marketing emails in different email clients from
within the email editor.
 True
 False
65.When drafting an email, why would you enable a web version of your email?
 Enabling a web version of your email gives recipients the option to open the email
in a web browser if their email client doesn’t render it correctly.
 Enabling a web version of your email helps you create SEO with your email copy.
 Some email clients require a web version to render marketing emails.
 You should not enable a web version of your email. This is not a best practice.
66.True or false? Your email channel works with your other conversational channels to
help create conversations and experiences with the people you’re connecting with.
 True
 False

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67.True or false? Marketing automation is ONLY used to automate your marketing
actions.
 True
 False
68. _________ workflows will operate once a contact meets the enrollment triggers of
that workflow.
 Start from scratch
 Center on a date
 Center on a date property
 Center on a sales date property
69. True or false? You can set a workflow goal on the main workflows dashboard.
 True
 False
70.When should you report on your marketing campaign performance?
 Before a campaign
 After a campaign
 Throughout a campaign
 Never
71.What is key to the success of your reporting?
 Setting the right goals
 Identifying the correct success metrics
 Having the correct analytics in place
 A, B, and C
72. What is a session?
 A session tracks if the HubSpot tracking code has loaded on a page.
 A session tracks all the interactions a visitor is having across your site until they
have been inactive for 30 minutes or more.
 A session is anytime a visitor reaches your site from somewhere outside of your
website domain.
 A session is anytime a visitor shares one of your pages on social media.
73.True or false? A session expires after 30 minutes of inactivity.
 True
 False

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74.How does HubSpot calculate the source of a visitor to your site?
 Using the initial URL a visitor uses when first landing on your site
 Using the final URL a visitor uses when leaving your site
 Using their social media profiles to contextualize their favorite platforms
 Using Google Analytics
75. What is the reporting library?
 A resource that offers dozens of canned reports built around marketing best
practices
 A reporting add-on feature you can buy for an additional $300 a month
 Dozens of canned reports that help you dig a little deeper into your data — only
currently available to HubSpot Admins
 The section of your public library where HubSpot developers sit when creating the
HubSpot reporting tools
76.True or false? Choosing to not use the Marketing Hub blog tool to host your blog will
make your Marketing Hub campaign reporting less comprehensive.
 True
 False
77.Which is NOT an example of demographic information that can help bring value to
your buyer persona research?
 Age range
 Geographical location
 Shoe size
 Income range
78.When determining buyer personas, which type of information is most important to
capture?
 Psychographic information
 Demographic information
 Both are equal
 Neither. Your buyer personas are actual customers you’ve worked with.
79.Fill in the blank: Strive to choose a core topic with a monthly search volume that’s at
least __________.
 20
 300
 800
 1,500

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80.Which of the following are campaign metrics that can be tracked in HubSpot?
 Influenced contacts
 Closed deals
 New contacts (first touch)
 A, B, and C
81.True or false? All assets should be built before creating a campaign.
 True
 False
82.Which of the following is NOT a feature available to you in draft mode?
 Adding a call-to-action
 Italicizing text
 Inserting an H2 or H3 header
 Calling out a quoted sentence

83. Which sentence best describes the relationship between templates and pages?
 Templates and pages are the same thing.
 To create a page, a marketer must first build a new template using the design manager.
 Pages and templates are unrelated.
 Pages are created from templates, which can be built in the design manager or
downloaded from the marketplace.
84. Which statement about selecting marketplace templates is most accurate?
 Any template in the marketplace will be a great fit for your content.
 A web developer is recommended for best results.
 Learning to select the best templates for your needs can help your organization
build great pages faster.
 The most important consideration when selecting templates is brand alignment.
85.True or false? When creating a new page in the CMS, it’s important to choose your
title carefully since it will automatically become the HTML title of the published web
page.
 True
 False
86.What is a landing page?
 A single page that covers all aspects of the topic, with room for more in-depth
reporting
 A pop-up form

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 The page typically encountered first on a website that usually contains links to the
other pages of the site
 Website pages that are designed to convert visitors into leads
87. You can create a call-to-action to align with which stage of the buyer’s journey?
 Awareness
 Consideration
 Decision
 A, B, and C
88.True or false? Pop-up forms are outbound.
 True
 False
89. True or false? All scheduled social posts can be attached to an existing HubSpot
campaign, or you can create a new campaign with your post.
 True
 False
90.In the HubSpot email dashboard, there are two types of tabs that give you more
insight into how your emails are performing. What are they?
 Manage and Report
 Manage and Analyze
 Post-Send Details and Report
 Analyze and Report
91. What are the three ways you can add recipients to your marketing emails?
 Add a list of contacts, add individual contacts, or save the email as a sales email.
 Add a list of contacts, add individual contacts, or save the email as a services email.
 Add a list of contacts, add individual contacts, or save the email for automation.
 Add individual contacts, save the email for automation, or save the email as a
transactional email.
92. _______________ is the software that exists with the goal of automating your
marketing actions.
 Marketing automation
 Inbound Marketing
 Lead nurturing
 Marketing workflows

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93. There are three types of workflows you can create in HubSpot. What are they?
 Start from scratch, Center on a sales date, and Center on a date property
 Start from scratch, Center on a marketing date, and Center on a date property
 Start from scratch, Center on a date, and Center on a date property
 Start from a contact property, Center on a date, and Center on a date property
94.What were the original stages of the inbound marketing methodology?
 Get Found, Close, Analyze
 Get Found, Convert, Analyze
 Convert, Close, Delight
 Convert, Delight, Analyze
95. Which of the following should you do before setting new KPI goals?
 Identify current performance for your KPIs.
 Create a project plan to meet your goals.
 Identify your areas of opportunity.
 All of the above
96.True or false? You can import contacts into HubSpot that are opted-out of
communication.
 True
 False
97.Fill in the blank: To get started with adding a buyer persona in HubSpot, look for the
__________ on your dashboard.
 Smart List report
 Sources report
 Conversations report
 Top Personas report
98.True or false? You can collaborate with your team when drafting a blog post in edit
mode.
 True
 False
99.Where should you consider inserting calls-to-action throughout your blog post?
 Text-based call-to-action at the top
 Image-based call-to-action at the top
 At least one call-to-action per three paragraphs of text
 A and B
 A, B, and C

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100.True or false? Lead flows are outbound.
 True
 False
101. A(n) _______ list can help you gain an understanding of contacts who met a certain
criteria on a particular date. Then you can look back at that list later and see contacts
who may no longer meet the criteria.
 static
 active
 filtered
 Moving
102.True or false? A list and a report in HubSpot accomplish the same actions and
goals.
 True
 False
103.True or false? Pop-up forms are outbound.
 True
 False
104. What is a pop-up form?
 A dynamic form that acts as CTA, landing page, and thank you page, all-in-one
 A bot programmed to chat with prospects conversationally
 A clickable element on a website page, blog post, or email that promotes and redirects
visitors to an offer
 An ungated piece of content
105. What is the primary purpose of a topic cluster content strategy?
 To create more engaging blog content for your audience
 To generate more leads from your blog
 To attract more visitors to your website through your blog
 To rearrange your site architecture into clusters of related content
106.Choose all that apply: Blogging helps your inbound marketing by _____.
 It helps you attract new visitors
 It helps you convert visitors into leads
 It helps you report on your marketing funnel
 It helps you personalize your website

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107. Where can you view data about an individual blog post’s performance in HubSpot?
 In the Performance tab of that blog post
 On your Marketing dashboard
 In a contacts attribution report
 In the Optimize tab of the blog post editor
108.What can you add to a blog post to determine what content will show up on the
short form version of that post on your blog’s homepage?
 Read more separator
 Call to action
 Personalization token
 Paragraph break
109.True or False? In a topic cluster, subtopics are usually covered in blog posts.
 True
 False
110. What is the final step you should take before publishing a page?
 Preview the page
 Add a canonical URL
 Make sure you only have one H1 header
 Schedule the page to publish at a later date and time
 Share it on social media
111.Which of these is NOT one of the ways search has changed in the last 5 years?
 The rising popularity of voice search
 More conversational search
 Less emphasis on exact match keywords
 Fewer Google algorithm changes
112. True or False? You cannot add a featured image to a blog post.
 True
 False
113.“True or False? Google’s goal is to provide users with the most relevant, credible
content that exists on the web based on their search query.”
 True
 False

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HubSpot Reporting
Certification Answers


Exam Name: HubSpot Reporting Certification
Exam URL: https://academy.hubspot.com/courses/hubspot-reporting
Pages: 23
Questions: 115

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
85. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
86. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
87. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
88. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
89. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
90. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
91. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

255. 255

HubSpot Reporting Certification Answers
1. True or false? The majority of people are willing to continue communications with a
brand, even if they receive irrelevant promotions.
 True
 False
2.Fill in the blanks: Tail winds are to ________ : as headwinds are to _________.
 Forces, friction.
 Friction, force.
 Ships, force.
 Ships, friction.
3. Fill in the blank: SWOT analysis is ________
 a program and strategy you implement to speed up your flywheel.
 the result of a company’s efforts to gather and analyze information about its industry,
business environment, competitors, and competitive products and services.
 a technique used entirely for visualization purposes, to envision the impact of forces
and friction on a flywheel.
 used to identify an organization’s strengths and weaknesses, opportunities and
threats.
4.What happens during operational planning?
 Operational planning breaks down the long-term goals of the strategic plan into
short-term goals and activities.
 Operational planning focuses on long-term goals, which align with your purpose,
mission, and vision, and outline the direction of the business in the next three to five
years.
 Operational planning is a goal-setting system that helps to ensure that efforts are
focused on the same important issues throughout the organization.
 Operational planning is the result of a company’s efforts to gather and analyze
information about its industry, business environment, competitors, and competitive
products and services.
5.What happens during strategic planning?
 Strategic planning helps you organize your data points used to gauge your company’s
performance relative to a goal.
 Strategic planning breaks down the long-term goals of the strategic plan into short-
term goals and activities.
 Strategic planning is a goal-setting system that helps to ensure that efforts are focused
on the same important issues throughout the organization.
 Strategic planning focuses on long-term goals, which align with your purpose,
mission, and vision, and outline the direction of the business in the next three to
five years.

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6.How do effective goals differ from efficient goals?
 An efficient goal helps produce innovative, high-quality results. An effective goal
helps you and your team be more productive and resources.
 An efficient goal helps you and your team be more productive and resources. An
effective goal helps produce innovative, high-quality results.
 Efficient and effective goals are the same thing.
 An effective goal is inbound. An efficient goal is outbound.
7.When using pyramid goals, it’s important to have omissions because they:
 remind you and your team of the customers you’re solving for with your purpose.
 enable you and your team to prioritize the top milestones you want to achieve in
the year.
 are the top five objectives your company is trying to accomplish for the year.
 outline your ultimate goal, objective, or outcome.
8.Fill in the blank: Data literacy is the ability to __________.
 design accessible charts and graphs to communicate trends, outliers, and patterns.
 read, write, and communicate data in context.
 eliminate silos from your organization.
 read data in context.
9.Fill in the blank: Integrations are ___________.
 the way your data is structured by the software you use.
 a series of rules that allow for an application to extract and use information from a
piece of software in their own application.
 used to connect your software to third-party applications so they can share
information.
 the more bite-sized data tables your CRM breaks your data into to streamline storage,
management, and reporting.
10.What are APIs?
 APIs are a group of technology-based tools that help businesses to operate effectively,
market efficiently, and enable sales and service teams to provide an optimal customer
experience.
 APIs are an all-in-one event software that enables the delivery of unique attendee
experiences through intelligent, personalized, and intent-based engagement.
 APIs are a series of rules that allow for an application to extract and use
information from a piece of software in their own application.
 APIs are a full platform of marketing, sales, customer service, and CRM software —
plus the methodology, resources, and support — to help businesses grow better.

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11.Fill in the blank: An iPaaS solution is a __________.
 series of rules that allow for an application to extract and use information from a piece
of software in their own application.
 graphic that shows just how many companies are vying for your attention.
 cloud-based platform that connects various applications, systems, and
technologies within the cloud or on-premise.
 group of technology-based tools that help businesses to operate effectively, market
efficiently, and enable sales and service teams to provide an optimal customer
experience.
12.What are the best ways to find out more about APIs and their potential use cases?
Select all that apply.
 Ask a web developer to look at an API and discuss it with you.
 Start connecting systems and coding it on your own. Learning how to fix something is
the best way to learn it.
 Do the research on your own.
 Check out the HubSpot API documentation to see how you can build applications
and integrations using data from HubSpot.
13.What are the two factors you must consider when having a developer build a custom
integration? Select all that apply.
 Resources
 Time
 Experience
 Scale
14. What is the HubSpot App Marketplace?
 An app ecosystem that connects you with over 300 integrations and a host of
certified app partners to maximize the impact of your tech stack.
 An app ecosystem that connects your to thousands of agencies, service providers, tech
consultants, and expert professionals who have the credentials and experience to bring
your vision to life.
 An app ecosystem is a group of technology-based tools that help businesses to operate
effectively, market efficiently, and enable sales and service teams to provide an
optimal customer experience.
 An online shop where you can buy CDs that enable you to download HubSpot directly
to your device.
15.What is the HubSpot Solutions Partner Program?
 An ecosystem connects you with over 300 integrations and a host of certified app
partners to maximize the impact of your tech stack.
 An ecosystem is a group of technology-based tools that help businesses to operate
effectively, market efficiently, and enable sales and service teams to provide an
optimal customer experience.
 The world’s largest professional network on the internet.

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 An ecosystem where you can choose from thousands of agencies, service
providers, tech consultants, and expert professionals who have the credentials
and experience to bring your vision to life.
16.On average, how many apps do mid-sized businesses use?
 48
 67
 75
 89
17. Fill in the blank: Objects are _____________.
 metrics that track anytime someone has an interaction to with your website or assets,
such as page views, form submissions, or email clicks.
 the bite-sized data tables databases split data into to streamline storage,
management, and reporting.
 a material thing that can be seen and touched.
 a series of rules that allow for an application to extract and use information from a
piece of software in their own application.
18.Scenario: You’ve been tasked with debriefing your marketing team on the results of
the latest advertising campaign. Your primary goals were to generate new leads and
customers for the business. What reporting tools would best help you find the
information you’re looking for? Select all that apply.
 HubSpot Campaign Analytics
 HubSpot Ads
 HubSpot Forms
 HubSpot Traffic Analytics
19.Which HubSpot reporting tools would help you best analyze the performance of your
HubSpot pages and blog posts over time?
 HubSpot Report Builder
 HubSpot Website Analytics
 HubSpot Traffic Analytics
 HubSpot Campaign Analytics
20.What are the long-term effects of bad data? Select all that apply.
 Sabotaging your competitors by marketing your business as more successful.
 Costing your business between 15–25% of revenue a year.
 Negatively impact any lead nurturing processes in place — impacting sales and
marketing teams alike.
 Getting buy-in from key stakeholders to invest more in automation tools powered by
machine learning.

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21.Fill in the blank: Data cleansing is the process__________.
 of using the size, positioning, and color in your reports and widgets to draw your
persona’s attention to critical areas.
 of detecting and correcting inaccurate records from a table or database.
 your business takes to provide sales with the resources they need to effectively sell.
 that helps you review and invest in your customer experience in this age of the
empowered buyer.
22.What is data visualization?
 The written or spoken summary of the strategic, operating, or financial data of your
business.
 The process of compiling and organizing your data into accessible charts and
graphs to communicate trends, outliers, and patterns.
 The process of detecting and correcting inaccurate records from a table or database.
 The process that helps you review and invest in your customer experience in this age
of the empowered buyer.
23.True or false? When presenting your data on a bar chart, it’s effective to alter your
axes so your audience only needs to see the necessary information.
 True
 False
24.What are the disadvantages to using pie charts? Select all that apply.
 Pie charts do not showcase changes over time well.
 Pie charts are not available in the HubSpot Report Builder.
 Pie charts do not give you enough white space to accurately represent your data with
notes.
 Pie charts make it difficult to analyze data sets of equal or similar value.
25.Which tools are NOT part of the HubSpot reporting suite?
 HubSpot Report Builder
 HubSpot Workflows
 HubSpot Traffic Analytics
 HubSpot Dashboards
26.Fill in the blank: The purpose of the HubSpot analytics tools is to: ___________.
 dig into trends and determine which initiatives are creating the highest return on
investment.
 help you decide what metrics should appear on your dashboard by offering several
standard reports to answer industry-specific questions.
 measure the effectiveness of your marketing campaigns by providing HubSpot
information about visitors accessing your site through the URL.
 analyze your object data, including contacts, companies, deals, tickets, activities,
products, or feedback submissions.

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27.Fill in the blank: The silo mentality is ___________.
 when the management of a customer or account moves from one team or department
to another.
 a process where an organization listens to complaints or grievances to improve its
products or customer service.
 a process where a company listens to employees’ complaints or grievances, instead of
their customers and uses that feedback to improve its products or customer service.
 a mindset present when certain departments or sectors do not wish to share
information with others in the same company.
28.Fill in the blank: A data silo is when a group of raw data is __________.
 shared among departments and teams.
 accessible by only one department and isolated from the rest of the organization
 audited for the purpose of detecting and correcting inaccurate records from a table or
database
 only communicated to the entire organization three months after it’s gathered
29.How can managers prevent silos from occurring at an organization?
 Managers cannot prevent silos from occurring at an organization. They are inevitable.
 By creating their own set of goals, independent of other departments, for their team to
align behind.
 By creating a culture transparency and collaboration by aligning their teams
under shared vision and set of goals.
 By only communicating with their team when it’s necessary to prevent information
overload.
30.What negative impact(s) can silos have on your organization? How can silos
negatively impact your organization? Select all that apply.
 Reduce overall operational efficiency
 Lower team morale
 Contribute to the demise of a productive company culture
 Add force to your flywheel
31.Which of the following is NOT a step when running a marketing experiment?
 Revise your test
 Determine your objective
 Create a prediction
 Interpret your results
32. What do sessions track?
 Every time the HubSpot tracking code is loaded on your website.
 The percentage of visitors who land on a particular page on your website and then
leave.
 The number of visitors on your site that were initiated from a content offer.

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 All of the interactions a visitor has across your site until they have been inactive
for 30 minutes or more.
33.What type of data do analytics platforms like HubSpot log where visitors are coming
from?
 Source data
 Engagement data
 Website data
 Conversion data
34.Fill in the blank: UTM parameters _____________.
 are bite-sized data tables databases split data into to streamline storage, management,
and reporting.
 are tags you can add to the end of the URLs of your marketing or promotional
efforts.
 tracks an output of something that has already happened.
 are buttons you put on your site to encourage your audience to take a desired action.
35.Fill in the blank: Exit rate shows the percentage of sessions _________.
 that started on a particular page.
 started and ended after 30 minutes of inactivity.
 who land on a particular page on your website and then leave.
 that ended on a particular page.
36.If a contact has the original source of referrals in HubSpot, that means the contact
first accessed your site from:
 A link on a different website
 Your pay-per-click ads
 Directly typing your URL into their browser
 A search engine like Google or Bing
37.When a contact has an original source of “other campaigns” in HubSpot, that means
the contact first accessed your site through:
 Your paid social ads campaigns.
 Your tracking URLs.
 Your email campaigns.
 A search engine, like Google or Bing.

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38.Fill in the blank: A service level agreement (SLA) is an agreement between
__________.
 your marketing and sales on the definitions of MQL and SQL
 a service provider and its customer that guarantees a certain output.
 your customer and business on how quality your product is.
 your marketing and sales team where you agree on what metrics matter most to your
business.
39.Which of the following topics are beneficial to review at a smarketing meeting? Select
all that apply.
 Strategy or trend spotlights
 Team champions
 Performance of sales enablement efforts
 Review of SLAs
40.When would you use a contact create attribution report?
 To understand which marketing and sales activities are generating revenue for your
business.
 To analyze your object data, including contacts, companies, deals, tickets, activities,
products, or feedback submissions.
 To analyze the conversion rates between lifecycles or deal stages.
 To analyze the interactions that led to conversions on your website.
41.What happens in the engage stage of the inbound methodology?
 You attract visitors with useful content and eliminate barriers as they try to learn about
your company.
 You explain the momentum gained by implementing a series of replicable successes.
 You make it easy to shop and buy from you by enabling buyers to engage with
you on their preferred timeline and channels.
 You help, support, and empower customers to reach their goals.
42.Which of the following are examples of revenue metrics? Select all that apply.
 Year-over-year growth
 Deals won/lost
 Revenue by product line
 MQL to SQL conversion rate
43.Why are leading indicators considered “manageable” metrics?
 They measure the efficiency of sales managers.
 Sales managers can actively influence them with their teams.
 They help salespeople “manage” up to their managers.
 They’re aspirational, but it’s expected that the team will hit at least 70% of the goals
they set with them.

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44.If 90–100% of your salespeople are hitting quota, you should look into your metrics.
Which of the following may be a reason for such high quota results?
 Your business is growing.
 Your sales quotas may be too high.
 You have too many sales reps on your sales team.
 Your sales quotas may be too low.
45.Which of the following behaviors from sales reps could lead to steep drop-offs
between deal stages? Select all that apply.
 Qualifying only MQLs sent over from marketing
 Negotiating poorly
 Laziness
 Giving bad demos
46.What happens in the delight stage of the inbound methodology?
 You make it easy to shop and buy from you by enabling buyers to engage with you on
their preferred timeline and channels.
 You attract visitors with useful content and eliminate barriers as they try to learn about
your company.
 You help, support, and empower customers to reach their goals.
 You explain the momentum gained by implementing a series of replicable successes.
47.Customer satisfaction surveys in HubSpot track which customer sentiment metric?
 Customer Satisfaction Score (CSAT)
 Customer Effort Score (CES)
 Net Promoter Score (NPS)
 Customer Lifetime Value (CLV)
48. Customer support surveys in HubSpot track which customer sentiment metric?
 Customer Satisfaction Score (CSAT)
 Customer Effort Score (CES)
 Net Promoter Score (NPS)
 Customer Lifetime Value (CLV)
49.Which customer sentiment metric is the strongest predictor of future purchase
behavior?
 Customer Satisfaction Score (CSAT)
 Customer Effort Score (CES)
 Net Promoter Score (NPS)
 Customer Lifetime Value (CLV)

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50.Which of the following are steps you can take to start to align your customer service
and marketing teams? Select all that apply.
 Get critical with usage and activation metrics
 Create an SLA
 Run a churn and renewal analysis
 Run consistent smarketing meetings
51. If you still don’t know the type of information your team or stakeholders value, what
should you do?
 Ask them to provide feedback
 Rely on what they’ve asked for in the past
 Revise your reporting personas
 Check their calendars to determine who they’ve been meeting with and what they
might care about
52.When would you build a dashboard with the Z-shaped reading pattern in mind?
 If you are planning to build a dashboard that contains a lot of reports.
 If you are planning to build a dashboard that contains only a few reports.
 You should always build dashboards with the Z-shaped reading pattern in mind.
 You should never build dashboards with the Z-shaped reading pattern in mind.
53.True or false? When designing dashboards, you should design them using a visual
hierarchy.
 True
 False
54.What are blink tests used for?
 To measure what information a visitor takes away from a page having looked at it for
just 5–7 seconds
 To arrange and organize elements on your dashboard so that visitors naturally
gravitate toward the most important elements first
 In the realm of psychology, they’re used to test how much working memory capacity
you’re using when viewing a web page.
 To measure what information a visitor takes away from a page having looked at
it for just 3–5 seconds
55.Good stories share which five characteristics?
 Entertaining, educational, encouraging, exceptional, endearing
 Organized, memorable, universal, helpful, sincere
 Entertaining, organized, educational, memorable, universal
 Universal, educational, revolutionary, helpful, resourceful

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56.True or false? Correlation does not equal causation.
 True
 False
57.Fill in the blank: If a person already has their mind made up and they are only
paying attention to the data that supports this decision, this is an example of __________
bias.
 confirmation bias
 curse of knowledge
 selection bias
 hindsight bias
58.Which of the following are some best practices to consider when writing your data
story? Select all that apply.
 Use the word “I,” as frequently as possible to consistently present yourself as the
thought leader.
 Provide the context your audience needs to act.
 Use headings and lists for scannability.
 Using consistent repetition to drive your point home.
59.What are some common pitfalls with presenting data in a slide deck? Select all that
apply.
 Too many slides
 Too much information on the slides
 Slides that are too busy
 Too many visualizations
60.The Golden Circle is a framework invented by Simon Sinek that helps organizations:
 set and track ambitious business goals.
 visualize their long-term, mid-term, and short-term goals.
 explore their brand identity beyond just the products they offer.
 prioritize their different business goals.
61.Why is having a strong sense of purpose important for a business? Select all that
apply.
 It will help you and your team navigate uncertainty.
 It will help you discover potential risks, redundancies, and/or experience gaps in your
strategies.
 It will ensure you’re meeting your customers’ needs and help you build off each offer
to create a single brand message.
 It will help you step into your customer’s shoes and see them as people, not just
metrics, so that you can improve the lives of those you serve.

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62.SMART goals are:
 Source, Measurable, Attractive, Relevant, and Timely
 Specific, Measurable, Attainable, Relevant, and Timely
 Sustainable, Measurable, Attainable, Relevant, and Timely
 Source, Medium, Attainable, Relevant, and Timely
63.What are KPIs?
 Goals that help you and your team be more productive and save time and money.
 Statements that define the qualitative outcome of your goal.
 A way to track the status of a specific business process.
 Data points used to gauge performance.
64.What is a tech stack?
 A cloud-based platform that connects various applications, systems, and technologies
within the cloud or on-premise.
 A series of rules that allow for an application to extract and use information from a
piece of software in their own application.
 A group of technology-based tools that help businesses to operate effectively,
market efficiently, and enable sales and service teams to provide an optimal
customer experience.
 A technology for managing all your company’s relationships and interactions with
customers and potential customers.
65.What are the benefits of running regular tech stack audits? Select all that apply.
 Save employees time
 Save money on apps
 Maintain a single source-of-truth for data
 Consolidate apps
66. Fill in the blank: Events ___________.
 track anytime someone has an interaction to with your website or assets.
 are the bite-sized data tables databases split data into to streamline storage,
management, and reporting.
 are tags you can add to the end of the URLs of your marketing or promotional efforts.
 track an output of something that has already happened.
67. Clean data is ____________. (Select all that apply)
 Complete.
 Consistent.
 Condensed.
 Accessible.

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68.When you need to see small or incremental changes in your data over time, what is
the best chart to use?
 Area graphs
 Pie charts
 Bar charts
 Line charts
69.What is reporting?
 The process of detecting and correcting inaccurate records from a table or database.
 The process of compiling and organizing your data into accessible charts and graphs to
communicate trends, outliers, and patterns.
 The written or spoken summary of the strategic, operating, or financial data of
your business.
 The process that helps you review and invest in your customer experience in this age
of the empowered buyer.
70.What is another name for negative feedback loops?
 Positive Feedback Loops
 Friction
 Voice of the Customer Optimization
 Force
71.Fill in the blank: A positive feedback loop describes the process of __________.
 an organization listening to complaints or grievances to improve its products or
customer service.
 visualizing the momentum gained by implementing a series of replicable successes.
 a company listening to employees’ complaints or grievances, and using that
feedback to improve internal structure and workplace satisfaction.
 departments sharing information with each other to prevent data silos from forming.
72.What does your business do in the attract stage of the inbound methodology?
 You build lasting relationships with people by providing insights and solutions that
align with their pain points and goals.
 You use your expertise to create content and conversations that start meaningful
relationships with the right people.
 You manage the handoff of a customer or account from sales to service.
 You provide an outstanding experience that adds real value, and empowers people to
reach their goals and become promoters of your company.
73. A/B testing is available in which HubSpot tools? Select all that apply.
 CTAs
 Sequences
 Workflows
 Email

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74.True or false? You can test both large and small elements in your marketing with
A/B testing.
 True
 False
75.Fill in the blank: HubSpot counts a page view every time:___________.
 three or more pages have been loaded on your website.
 a click on one of your custom coded events occurs.
 a form is submitted on one of your HubSpot pages.
 the HubSpot tracking code is loaded.
76.What data do entrances show?
 Every time the HubSpot tracking code is loaded on your website.
 The number of sessions ended on a particular page.
 The number of sessions on your site that were initiated on a particular page.
 You where your visitors are coming from before visiting your site.
77. If a contact has the original source of “offline sources” in HubSpot, that means the
contact was first added to your database through:
 Your tracking URLs
 An import, an API, or manually
 Your pay-per-click ads
 A link on another website
78.What is sales enablement? (Duplicate 2)
 The methodology that prioritizes the needs, challenges, goals, and interests of
individual buyers.
 The process of selling web-based software to clients.
 The approach your business takes to provide sales with the resources they need
to effectively sell.
 The process of designing and conducting experiments to optimize and improve the
results of a target area.
79.Fill in the blank: The purpose of smarketing meeting is to ___________.
 Bring your sales and marketing teams together to collaborate on a shared project
and solve problems.
 Compare marketingsperformance against that of sales to determine who gets the larger
cut of the next quarterly budget.
 Create an open forum where both marketers and sales reps make suggestions to the
teams in product to determine which products get built for customers next.
 Use post-its to map out your entire customer journey and flywheel.

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80. What is the purpose of a multi-touch revenue attribution report in HubSpot?
 To analyze the conversion rates between lifecycles or deal stages.
 To understand which marketing and sales activities are generating revenue for
your business.
 To analyze the interactions that led to conversions on your website.
 To analyze your object data, including contacts, companies, deals, tickets, activities,
products, or feedback submissions.
81. Which of the following is an example of a lagging indicator?
 Meetings scheduled
 Deals won/lost
 Demos or sales presentations
 Referral requests
82.Which of the following is an example of a leading indicator?
 Churn rate
 Calls made
 Average days to close
 Number of new customers
83. What is a cadence?
 A buzzword used by tech companies to sound smart
 Any rhythmic sequence of words or sound
 A formal name for the 1:1s you have with your manager every week or month
 How often you should send a dashboard to your team, depending on their needs
84.Fill in the blank: The cognitive load theory states that __________.
 the more force you add to the flywheel, the faster your business will grow.
 learning falters when it demands too much working memory capacity.
 data literacy is only a skill set available for right-minded people.
 those highly skilled at reading data have a larger working memory and will not
struggle to unpack what a dashboard is saying.
85.When would you build a dashboard with the F-shaped reading pattern in mind?
 If you are planning to build a dashboard that contains a lot of reports.
 If you are planning to build a dashboard that contains only a few reports.
 You should always build dashboards with the F-shaped reading pattern in mind.
 You should never build dashboards with the F-shaped reading pattern in mind.
86.True or false? When designing a dashboard, you need to put all your data in one
place, so you can see each nugget of information you’ve uncovered.
 True
 False

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87.What is backwards planning?
 A statistical technique which tells us how strongly the pair of variables are linearly
related and change together.
 A way to evaluate a decision based on things you didn’t know before making the
decision.
 A presentation design technique where you envision your audience as potential
stakeholders and “pitch” them a story.
 A method of designing educational curriculum by setting goals for the learner
before choosing the instructional methods and forms of assessment.
88. What is the curse of knowledge bias?
 The error of evaluating a decision based on things you didn’t know before making the
decision.
 The bias caused by assuming people have the same background knowledge as
you, causing you to use terms that are only familiar to someone with your own
background.
 The bias that occurs when coming to a conclusion based on data. You assume that you
probably could have guessed this information all along and you forget the data you
used to come to that conclusion.
 The bias that results when you are so tied to your own beliefs that your end up
blatantly ignoring data and only going with their own beliefs to make a decision.
89.Which of the following are elements you can add to your presentation to make your
data story more relatable? Select all that apply.
 The careful placement of a sidekick (who represents you) to add humor and much
needed sage advice to the “hero” of the story.
 A villain that your audience members are inclined to dislike. Base this off a real-life
competitor to make the villain feel more tangible.
 The intentional use of tone, words, and delivery, all catered to this specific
audience for maximum impact.
 Conflict in your story that your audience can connect with
90.What is the purpose of visualizations when telling a story with data? Select all that
apply.
 To convey your data in an easy-to-understand visual
 To add credibility to your story
 To mislead your audience
 To showcase your knowledge of your reporting personas
91.What are the advantages to native integrations? Select all that apply.
 Often include access to support and technical representatives are well-equipped
to help you troubleshoot any issues you might face.
 Often free or lower-cost compared to hiring a developer to build a custom
integration.

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 Help you connect your software system with any other application or platform on the
market.
 Don’t require coding experience.
92.Fill in the blank: The purpose of the HubSpot reports library is to help you:
___________.
 Decide what metrics should appear on your dashboard by offering several
standard reports designed by subject matter experts in marketing, sales, and
services to answer industry-specific questions.
 Analyze the conversion rates between lifecycles or deal stages.
 Dig into trends and determine which initiatives are creating the highest return on
investment.
 Measure the effectiveness of your marketing campaigns by providing HubSpot
information about visitors accessing your site through the URL.
93.Fill in the blank: The purpose of funnel reports is to analyze:___________.
 your object data, including contacts, companies, deals, tickets, activities, products, or
feedback submissions.
 key interactions that led to either conversions or revenue generated for your business.
 the conversion rates between lifecycle or deal stages.
 how ineffective flywheels are as a business model.
94.Fill in the blank: Growth hacking is the process of __________.
 experimenting to explore observations and answer questions.
 identifying the best strategies to cut superficial costs and make your position within
your organization appear to be crucial.
 running experiments aimed at building and maintaining a company’s customer
base.
 grooming your at-home garden and trimming back any unnecessary stalks or growth.
95. Fill in the blanks: You can analyze the performance of ____, ____, and ____ in the
Sales Content Analytics.
 documents, tasks, sequences
 sequences, playbooks, tasks
 sequences, templates, playbooks
 documents, templates, sequences
96.True or false? The create date property on your deal records in HubSpot is auto-
populated for you.
 True
 False

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97.Customer loyalty surveys in HubSpot track which customer sentiment metric?
 Customer Satisfaction Score (CSAT)
 Customer Effort Score (CES)
 Net Promoter Score (NPS)
 Customer Lifetime Value (CLV)
98.How do you calculate customer lifetime value?
 You’ll need to audit the expenses of all of your customer success efforts. Once you
add all expenses into one sum, you can divide that value by your total number of
customers to get your average customer lifetime value.
 Multiply your average purchase value by your average purchase frequency rate.
Then take that value and multiply it by your average customer lifetime value.
 Divide the number of customers who renewed their subscription by the number of
users who are up for renewal. Then, multiply your result by 100 to determine your
customer lifetime value
 Multiply your total number of active customers by your average revenue per user.
99.How is dashboard building like gold panning?
 Trick question. Dashboard building is not like gold panning.
 Gold panning requires a geologist or prospector with a certain skill set, and
dashboards should only be designed by data analysts with formal training.
 Building a dashboard means giving your audience a block of information. They’ll
need to do the work to extract the useful pieces from it.
 You don’t want to give your audience a dense block of information. Instead, you
need to massage your data to ensure your extracting the real gold — actionable
insight!
100.Fill in the blank: ______ enables companies to identify new business opportunities,
predict future trends, and optimize current operational efforts.
 Intuition
 Data
 Competitive intelligence
 Observation
101. Fill in the blank: Competitive intelligence is ________.
 used to identify an organization’s strengths and weaknesses, as well as its
opportunities and threats.
 the name of the strategy you use to actively slow down and sabotage your
competitor’s flywheels.
 the result of a company’s efforts to gather and analyze information about its
industry, business environment, competitors, and competitive products and
services.
 a technique used entirely for visualization purposes, to envision the impact of forces
and friction on a flywheel.

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102.Fill in the blank: When making data-driven decisions, objectives are statements
________.
 that define the qualitative outcome of your goal.
 that define the quantitative outcome of your goal.
 you use to benchmark and monitor the progress toward your key result.
 you use to benchmark the performance of every individual contributor.
103. True or false? It is possible for non-SaaS companies to track renewal rate.
 True
 False
104.Which of the following are inputs you could use for your customer health score?
Select all that apply.
 Customer success rate
 Recent survey results
 Product usage data
 Support case incident rate
105.True or False? Word-of-mouth is not a good channel for small to medium-sized
businesses to invest in.
 True
 False
106.True or false? HubSpot invented the flywheel.
 True
 False
107.In an A/B test, what are you testing?
 A/B testing is a type of marketing experiment where you test two or more
versions of assets against different segments of your audience over a set period of
time.
 A/B testing is a type of marketing experiment where you test up to five variations of a
website asset against different segments of your audience, continuously.
 A/B testing is a type of marketing experiment where you surface a variation of an
asset that embodies your brand.
 A/B testing is a type of marketing experiment where you create two different websites,
featuring very different brand voices.

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108.What role does the hero play in your storytelling with data?
 They make your data story relatable to your audience.
 They elicit emotions and connect with the audience through relatable experiences.
 They leave your audience with a call-to-action.
 They help you prove to your audience why your company is better than your
competitors.
109.Fill in the blank: If you create a psychologically-safe working environment at your
organization, team members are more likely to __________.
 speak less openly and argue against the ideas of other teams and departments.
 speak openly and contribute their ideas freely.
 take less risks around each other, leading to a culture that provides more consistent
results.
 take needless risks, leading to bigger wins but also greater losses.
110. Proving a case with data consists of which of the following parts? Select all that
apply.
 Making a claim
 Creating a prediction
 Presenting qualitative or quantitative evidence
 Including supplemental business context
111.What are the best ways to find out more about APIs and their potential use cases?
Select all that apply.
 The written or spoken summary of the strategic, operating, or financial data of your
business.
 The process of compiling and organizing your data into accessible charts and
graphs to communicate trends, outliers, and patterns.
 The process of detecting and correcting inaccurate records from a table or database.
 The process that helps you review and invest in your customer experience in this age
of the empowered buyer.
112.What do sessions track?
 Every time the HubSpot tracking code is loaded on your website.
 The percentage of visitors who land on a particular page on your website and then
leave.
 The number of visitors on your site that were initiated from a content offer.
 All of the interactions a visitor has across your site until they have been inactive
for 30 minutes or more.
113.True or false? When designing dashboards, you should design them using a visual
hierarchy.
 True
 False

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114.True or false? The create date property on your deal records in HubSpot is auto-
populated for you.
 True
 False
115.Fill in the blank: If you create a psychologically-safe working environment at your
organization, team members are more likely to __________.
 speak less openly and argue against the ideas of other teams and departments.
 speak openly and contribute their ideas freely.
 take less risks around each other, leading to a culture that provides more consistent
results.
 take needless risks, leading to bigger wins but also greater losses.

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HubSpot Revenue
Operations
Certification Answers

Exam Name: HubSpot Revenue Operations
Exam URL: https://academy.hubspot.com/courses/revenue-operations
Pages: 19
Questions: 93

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
92. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
93. Industry Recognition: HubSpot is a well-known and respected name in the marketing and
sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
94. Career Advancement: HubSpot certifications can be a valuable asset when it comes to
career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
95. Improved Performance: The knowledge and skills gained through HubSpot certification
can significantly improve your performance in marketing, sales, and customer service
roles. You'll learn industry best practices, gain insights into data-driven decision-making,
and acquire practical strategies for achieving better results. This can lead to increased
efficiency, higher conversion rates, and improved customer satisfaction.
96. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
97. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
98. Continuing Education: HubSpot provides ongoing educational resources and materials to
support certified professionals. You can access webinars, blogs, forums, and exclusive
content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Revenue Operations Certification Answers
1.What is scale?
 A measure of how fast a company is growing
 The size of a company’s marketing reach
 The amount of time it will take to fully implement an operations strategy
 When business growth is faster than investment growth
2.What has caused RevOps to become such a popular topic in recent years?
 New governmental regulations
 Increases in technology, data, and customer expectations
 A lack of operational rigor in modern startups
 The absence of university degree programs in operations
3.How does RevOps help companies scale?
 By creating a shared vocabulary for company executives to use when explaining the
company’s financial performance to outside investors
 By increasing the use of technology within a company
 By improving the accounting practices of each company department
 By harmonizing the processes, systems, and data used by customer-facing teams
4.True or false? RevOps improvements generally require a large investment of money.
 True
 False
5.True or false? You need an advanced degree in order to be a qualified RevOps
professional.
 True
 False
6.Which of the following best demonstrates an operations mindset?
 “I don’t know how to solve this problem. Let’s just try some things and see what
works.”
 “The solution to this problem is obvious to me because of my technical expertise. I’ll
solve it right now.”
 “This problem is much more complicated than it seems. I’ll need a couple months to
dig into the necessary data to identify a possible solution. Please be patient while I
create a foolproof plan of action.”
 “I investigated the problem you reported to me, and I discovered several root
causes in the processes our teams are using. I’ve designed an experiment to test a
possible solution.”

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7. Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They
recently created a referral program where customers can refer friends in order to get a
discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter,
she’ll find the ten customers who have submitted the most referrals, and the sales reps
who closed those ten customers originally will each get a bonus. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
8.Situation: Granny’s Handmade Electronics produces high-end computers and TVs
using only yarn and apple pie filling. Many consumers are skeptical that the products
would work as advertised, so Granny has introduced a seven-day free trial and a one-
year money-back guarantee. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
9.Situation: Chuck’s Nuclear-Powered Chainsaws are not only the most powerful power
tools in the world but also the most dangerous. To prevent overeager apartment
landscapers from accidentally cutting down high-rise buildings while trimming the
hedges, Chuck requires his customers to complete a four-part training program before
purchasing a saw. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
10.Situation: Ruthie’s Office Furniture sells office furniture to offices that need
furniture. Ruthie believes passionately that all contracts should be signed by hand, so
she requires her clients to send them to her using a fax machine. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
11.Situation: C’est Wot is a Quebecois-British fusion restaurant specializing in jellied eel
poutine. To encourage customers to bring their friends, C’est Wot gives first-time
visitors buy-one-get-one meal vouchers for their next visit. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction

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12. Situation: Goat Splat is the latest up-and-coming punk band in Perth, Australia.
Previously, their live shows were poorly attended because their international fanbase
had trouble getting to Perth (it’s a bit out of the way regardless of where you’re coming
from). To remedy this, Goat Splat is experimenting with live streaming their shows so
fans can attend without having to travel. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
13. Situation: Binge TV is a streaming service that specializes in irresistible shows. Their
shows are so good, in fact, that their customers’ health has been suffering from watching
so much TV. Some doctors are encouraging their patients to cancel their Binge TV
subscriptions. Therefore, Binge TV is putting a new system in place: Any time an
individual user streams content for 16 continuous hours, they get locked out of their
account for 8 hours to force them to take a break. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
14.Evaluate this SLA: By the end of this month, Marketing will increase website traffic
by 50%, and sales will attempt contact up to three times for each website lead.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
15.Evaluate this SLA: Each month, marketing will qualify enough leads for sales to close
$50,000 in new business, and sales will contact every marketing qualified lead.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
16.Evaluate this SLA: Each month, Marketing will generate 500 qualified leads, and
sales will contact each lead as quickly as possible.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.

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17.Evaluate this SLA: Marketing will produce $100,000 of lead value each quarter, and
sales will contact every marketing qualified lead within 24 hours of receiving it.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
18.What four elements should your sales playbook include?
 Required behavior, factual outcomes, inspectable actions, and buyer-centric focus
 What your sales reps need to know, what they need to do, what they need to say,
and what they need to show
 An ideal buyer profile to help your reps identify good leads, an outreach strategy to
help them connect with good leads, a qualification framework to help them explore
their leads’ needs, and a presentation template to help them advise their leads on the
best path forward
 Territories, quotas, compensation, and tactics
19.Evaluate this step of a sales process: Buyer submitted “Contact Sales” form.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.
20. Evaluate this step of a sales process: Buyer discussed our product with their team.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.
21.Situation: Trustworthy Financial Services recently hired a RevOps professional
named Markeisha. Markeisha is spending her first few months trying to understand
where leads come from, how they get passed to sales, and what happens to new
customers after the deal is closed. This is an example of:
 Process definition
 Data governance
 Tech stack management
 None of the above

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22.Situation: Real Good Manufacturing recently hired a RevOps professional named
Vladislav. Vladislav has discovered that the company has no restrictions on who can
access and change customer data, and he is working to put regulations in place that
control access and permissions. This is an example of:
 Process definition
 Data governance
 Tech stack management
 None of the above
23.Situation: The Lucky Nickel Construction Company recently hired a RevOps
professional named Abeeku. He has discovered that the sales department and the
customer support department have two different systems for tracking customer
information and that the two aren’t connected in any way. He would like to get both
departments onto the same system, but in the meantime he is focusing on integrating the
two systems so they can share data. This is an example of:
 Process definition
 Data governance
 Tech stack management
 None of the above
24. Situation: Oslo’s biggest knitting supplies wholesaler recently launched an
ecommerce store and hired a RevOps professional named Einar. He has mapped out the
buyer’s journey for the company’s customers, and he is in the process of documenting
everywhere responsibility for a customer is passed from one team to another. This is an
example of:
 Process definition
 Data governance
 Tech stack management
 None of the above
25.Situation: Beep Boop Beep is a quickly growing telecommunications company that
recently hired a RevOps professional named Alexis. She is developing a data dictionary
to document all the information stored in the company’s many systems and how they are
connected to each other. This is an example of:
 Process definition
 Data governance
 Tech stack management
 None of the above
26. Situation: Bedside Manor is a healthcare company that recently hired a RevOps
professional named Dyani. Dyani has determined that there is more work to do than she
can accomplish by herself, and she’s using an A3 template to persuade the executive
team to hire a second operations professional. This is an example of:
 Process definition
 Data governance

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 Tech stack management
 None of the above
27. What accounting tool gives a snapshot of your business’s financial standing at a
single point in time?
 A3 Template
 Income statement
 Cashflow statement
 Balance sheet
28.What accounting tool shows the net amount of money moving in and out of your
business?
 A3 Template
 Income statement
 Cashflow statement
 Balance sheet
29.Situation: Charlie’s Pressurized Cottage Cheese Company sells soft cheese products
in aerosol cans, making it easy for their customers to put copious amounts of cheese onto
fruit, granola, or directly into their mouths. Yum! Unfortunately, the cans occasionally
explode in the warehouse before they can be sold to customers. According to The Cost of
Poor Quality, what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention
30.Situation: Tamara’s Monogrammed Baked Goods sells muffins, cakes, and pastries
that have their customers’ initials sewed onto them with celery strings. But, the delivery
team sometimes gets orders mixed up and delivers monogrammed baked goods to the
wrong customers. For health reasons, food items cannot be returned, so Tamara has to
monogram a new set of baked goods and have them delivered to the affected customers.
According to The Cost of Poor Quality, what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention

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31. Situation: Maria’s Seltzer Broth produces a wide array of ready-made carbonated
soups. Be sure to look for the hand-labeled cans at your local grocer! But, labeling cans
by hand frequently causes errors, and customers who purchase a can labeled Bubbly
Beef sometimes find that the can actually contains Chipper Chicken. The disappointed
customers call Maria’s hotline, and the support team has to correct the mistake.
According to The Cost of Poor Quality, what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention
32.Situation: Bartholomew’s Luxury Furniture produces handcrafted home goods with
lifetime warranties. Bartholomew invests heavily in educating and training his team to
help them avoid mistakes that could lead to defective products. According to The Cost of
Poor Quality, what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention
33. In Monroe’s Motivated Sequence, the purpose of the Satisfaction section of a
persuasive speech is to _____.
 convince the audience that you are the best person to solve the problem you’ve
identified.
 state your proposed solution as succinctly and clearly as possible.
 answer questions posed by the audience.
 allow yourself to feel good about the presentation you’ve given.
34. In Monroe’s Motivated Sequence, the purpose of the Visualization section of a
persuasive speech is to _____.
 imagine yourself giving the speech you’ve prepared.
 help your audience visualize the problem you’ve identified.
 present as many possible solutions as you can.
 describe the positive outcomes your solution will bring.
35.In Monroe’s Motivated Sequence, the purpose of the Action section of a persuasive
speech is to _____.
 identify the actions that have already been completed.
 describe the actions you personally intend to take.
 ask your audience to take action on your proposal.
 explain the most exciting or interesting part of your solution.

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36.True or false? The A3 template should be filled only with text, not images or graphs.
 True
 False
37.Situation: Denice Powell is the head of operations at Magic Feather Airlines, which
provides flights for people who enjoy traveling with their pets. Magic Feather is popular
at small airports but wants to expand. Denice comes from a customer support
background and is passionate about building processes that serve their passengers well,
but she wants to hire someone who can help build a process for securing space in major
airports. Which type of candidate would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anybody
38.Situation: Dmitry McNamara is the RevOps leader at Just Me, a single sign-on tool
for consumers who want to manage all their social media accounts and email addresses
from a unified dashboard. Just Me manages huge quantities of data, and Dmitry wants
to hire someone who can analyze the data more deeply to help the company make more
informed decisions. Which type of candidate would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anybody
39. Situation: The International Alliance of Superheroes is a rapidly growing
professional organization. One of their salespeople, Hyperman, recently left the sales
team to lead operations. The organization’s highly customized CRM system requires so
much administrative work that Hyperman is spending most of his time on system admin
responsibilities. He would like to hire someone to administer the CRM so Hyperman can
focus on other activities. Which type of candidate would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anyone
40.Situation: Foolproof Medical Supplies has been selling their products to hospitals for
many years, and they now want to start selling directly to consumers. Norma Jones, the
head of their RevOps team, has never worked at a company that sells directly to
consumers, and she would like to hire someone from a consumer industry who can help
her build that strategy. Which type of candidate would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anybody

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41.What is the first core element of a RevOps strategy?
 Implementing systems that will collect the data you need to identify your company’s
opportunities for growth
 Buying a fancy CRM
 Hiring a large operations team
 Discussing company goals with company leaders to understand the things that
are most important from an executive perspective
42.What is the difference between a customer-in strategy and a function-out strategy?
 A customer-in strategy focuses on providing an excellent experience to customers,
while a function-out strategy focuses on enabling internal teams within their
current confines.
 A customer-in strategy focuses on bringing customers into your flywheel, while a
function-out strategy focuses on more mathematical approaches to increasing revenue.
 A customer-in strategy prioritized the needs of your customer-facing teams, while a
function-out strategy emphasizes the importance of operations and other back office
teams.
 Customer-in and function-out are two different names for the same RevOps approach
to creating a functional customer strategy.
43.What is a winning aspiration?
 Your sales team’s desired win rate.
 What success looks like for your organization three to five years in the future.
 The grand vision company founders share with potential investors.
 The measure of how well your RevOps strategy is achieving its goals.
44. True or false? Aligning your sales team’s incentives with your customers’ long-term
success will create delight for your customers.
 True
 False
45.Fill in the blank: The secret to success when deploying friction intentionally is to
make sure the amount of friction matches ______.
 the amount of force
 the potential revenue
 the level of value
 the amount of effort
46. True or false? Friction can be used to describe challenges that hold back your
internal teams as well as challenges that hold back your customers.
 True
 False

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47.Fill in the blank: The flywheel is a model adapted by HubSpot to explain the
momentum you gain when you align your entire organization around _____.
 generating revenue
 delivering a remarkable customer experience
 creating online content
 closing more sales
48.True or false? Preserving the integrity of your company’s data model is exclusively
the job of operations professionals.
 True
 False
49.Fill in the blank: Assets = Liabilities + _____
 Revenue
 COGS
 Cashflow
 Equity
50.Fill in the blank: Buildings, equipment, and long-term investments are all examples
of _____.
 current assets
 current liabilities
 fixed assets
 COGS
51.True or false? Changes in working capital are subtracted from net income on the
cash flow statement.
 True
 False
52.True or false? Share capital is the amount of money a company pays to its
shareholders in the form of dividends and increased share value.
 True
 False
53.Fill in the blank: Income statements report on revenue and expenses _____.
 over a period of time
 at a specific point in time
 projected for a future period of time
 specifically in cryptocurrency

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54. True or false? According to the cost of poor quality, if your products were perfect,
you could save 100% of the cost of appraising them.
 True
 False
55.Fill in the blank: As marketing gets better at delivering the right number of leads
each month, they’ll also need to get better at ______.
 reporting on those leads
 communicating with those leads
 closing sales with those leads
 delivering those leads at a sensible cadence
56.True or false? When sales is contacting marketing qualified leads, faster is always
better.
 True
 False
57.Fill in the blank: Every step of your sales process should be required, factual,
inspectable, and _____.
 buyer-centric
 revenue-driven
 repeatable
 unique
58.True or false? Every step in your sales process needs clearly defined exit criteria.
 True
 False
59. Fill in the blank: Your sales playbook should cover what your sales reps need to
know, do, say, and _____.
 show
 sell
 hide
 not do
60.True or false? No sales process is perfect.
 True
 False

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61.Which of the following is an indication that a company needs to invest in RevOps?
 Your executive team is struggling to predict your company’s revenue.
 Your company lacks the data to measure performance effectively.
 Your customer-facing teams’ processes are misaligned or contradictory.
 All of the above
62.Which of the following is the best way to learn RevOps?
 Taking courses, reading books, and watching videos
 Getting a degree in operations from an accredited university
 Connecting with other operations professionals, taking on projects so you can
learn while doing, and being willing to learn from your mistakes
 Working alone and making it up as you go
63.Situation: The Tehachapi Zeppelin Company sells enormous airships to
transportation and logistics companies. Each airship costs millions of dollars, and the
sales cycle is multiple months long. One sales manager has noticed that bigger deals take
longer to close, so he’s encouraging his sales reps to add extra meetings to the sales
process in hopes of increasing average deal size. This is an example of:
 Adding force
 Removing friction
 Adding good friction
 Adding bad friction
64.Evaluate this SLA: Sales will contact all marketing qualified leads within five
minutes.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed
65.True or false? Every step of a sales process must have exit criteria.
 True
 False
66.Evaluate this step of a sales process: Buyer stopped responding to outreach.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.

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67.Evaluate this step of a sales process: Product demonstrated.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.
68. Situation: Quackers Insurance recently hired a RevOps professional named Suvi.
The company has been tracking leads and customers using paper ledgers, and Suvi is
working to get a CRM platform implemented. This is an example of:
 Process definition
 Data governance
 Tech stack management
 None of the above
69. In Monroe’s Motivated Sequence, the purpose of the Attention section of a
persuasive speech is to ______.
 call attention to the problem you want to solve.
 call attention to the solution you’re proposing.
 get the audience to pay attention to you.
 help you pay attention to the silent cues your audience is giving you.
70. In Monroe’s Motivated Sequence, the purpose of the Need section of a persuasive
speech is to _____.
 explain the requirements of the solution you’re proposing.
 ask the audience to take action on the solution you’ve proposed.
 get the audience to connect emotionally and psychologically with the problem
you’ve identified.
 help you understand the needs of the audience.
71.Situation: Janet Hopkins is the sole operations professional at Equal Lingual, which
provides translation services to companies that want their content to be available in
critically endangered languages. Equal Lingual is growing rapidly, and Janet is finding
herself spread too thin. She wants to hire someone who can take on an odd assortment of
responsibilities to give her more time for strategic planning. Which type of candidate
would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anybody

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72.What is the second core element of a RevOps strategy?
 Identifying good-fit prospects for your sales team to work with
 Hiring a RevOps team
 Communicating available opportunities to company leaders and committing to a
plan that addresses them
 Establishing a framework for communicating goals between departments using a
shared vocabulary and unified metrics
73.What is the third core element of a RevOps strategy?
 Profit
 Aligning the relevant teams around shared metrics and goals that support a plan
 Repeating the first two steps
 Reporting the achieved results to the appropriate leaders and setting a plan for the next
iteration
74.Which is more important for scaling an organization, alignment or strategy?
 Alignment and strategy are about equally important
 Strategy is more important than alignment
 Alignment is more important than strategy
 Neither alignment or strategy is all that vital
75. In addition to defining your winning aspiration, what three questions will you need
to answer as you create and communicate a customer-in strategy?
 Where you want to play, how you will win, and what measures you’ll use to see that
you’re successful
 Who your target customer is, what products you’ll sell, and what competitors you
need to beat
 Who will design the strategy, who will execute it, and who is likely to fight against it
 What is your name, what is your quest, and what is your favorite color
76. Fill in the blank: Tools typically ______ whatever processes you have in place.
 accelerate
 complicate
 simplify
 redefine
77.True or false? The amount of assets on your balance sheet should be equal to the
amount of liabilities on your balance sheet.
 True
 False

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78.Fill in the blank: Accounts payable and income taxes are examples of _____.
 current assets
 current liabilities
 fixed assets
 COGS
79.True or false? To ensure that your SLA is working properly, it’s important to create
a judicial branch made up of your top sales leadership.
 True
 False
80. Evaluate this SLA: Each month, marketing will produce 100 qualified leads, and
sales will contact each lead within 12 hours.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
81.Evaluate this SLA: Marketing will send four marketing emails each month, and sales
will follow up with 50% of the recipients.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
82.Evaluate this SLA: Marketing will generate $50,000 in lead value every month.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
83.Evaluate this step of a sales process: Contract sent.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.
84.Evaluate this step of a sales process: Budget holder approved expense.
 This step isn’t required.
 This step isn’t factual.
 This step isn’t inspectable.
 This step isn’t buyer-centric.

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85. What accounting tool reports on revenue and expenses over a period of time?
 A3 Template
 Income statement
 Cashflow statement
 Balance sheet
86. Situation: Flavio’s Organic Construction Company built a commercial building of
entirely plant-based materials. Unfortunately, the final inspection found serious
problems with the building’s plumbing, and extensive non-plant-based renovations were
required before the building could be sold to a customer. According to The Cost of Poor
Quality, what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention
87. Fill in the blank: If your company has more assets than liabilities, the remaining
balance is your _____.
 revenue
 cashflow
 profit margin
 equity
88.Situation: Chiffon Outdoors manufactures rugged outdoor equipment using delicate
fabrics. To ensure the safety of their rock-climbing customers, they have to carefully
examine every climbing rope before selling it to ensure there are no flaws in the fibers
their customers will be dangling from. This involves an extensive examination that
requires a lot of time and specialized equipment. According to The Cost of Poor Quality,
what category does this cost belong to?
 Internal failure
 External failure
 Appraisal
 Prevention
89.Situation: The Sneaky Sneaks Shoe Company has been in business for 15 years, and
during all that time, operations have been led by the company’s CEO, Larry. However,
Larry has recently decided that he would like to hire someone to handle operations full-
time. With 15 years in the business, Larry is confident he can train a person on what’s
involved in the job, but he wants his operations leader to have good technical and
strategic skills. Which type of candidate would be best for this role?
 An experienced operations leader
 A transitioning generalist
 A credentialed specialist
 Now is not the right time to hire anybody

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90.Situation: Neon Broccoli is a public relations firm that seeks to make boring
companies feel relevant to kids and teens. Their marketing team’s top goal is to provide
sales with a specific number of qualified leads each month, and the sales team’s top goal
is to contact those leads within a specific amount of time. The customer service team’s
top goal is retention. How well are their customer-facing departments’ goals supporting
their efforts to scale?
 There isn’t enough data to determine whether these are good goals or not. Add a
RevOps department to your organization, and reorganize your other departments
around it. Then let the RevOps team set goals for your departments, and you’ll be
much more likely to achieve scale.
 These goals look great! You should achieve scale shortly if you execute well on these
goals.
 These are very clear goals, but the optimal approach is for there to be just one goal
that all departments are jointly focused on. If all of your departments are trying to
make your customers happy, they don’t need individual department goals and metrics.
 It’s hard to know if these goals are good without knowing what you’re company’s
top priorities and strategies are. When you evaluate individual departments’
goals, the most important thing is that they support your company’s overall
mission.
91. Fill in the blank: Your _____ is the foundation of everything your sales team does.
 company revenue goal
 sales process
 online presence
 sales methodology
92.True or false? Whenever possible, it’s best to hire experienced operations leaders to
fill your open operations roles.
 True
 False
93. True or false? Scale should be a top priority for all companies, even early-stage
companies who are still defining product-market fit.
 True
 False

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HubSpot Sales
Enablement
Certification Answers


Exam Name: HubSpot Sales Enablement Certification Exam
Exam URL: https://academy.hubspot.com/courses/sales-enablement
Pages: 18
Questions: 91

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
99. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
100. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
101. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
102. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
103. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
104. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
105. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Sales Enablement Certification Answers
1.The internet has changed the power dynamics between buyers and sellers. How does
sales enablement help businesses use this change to their advantage?
 By helping sales teams focus on the prospects who are most interested in buying.
 By making the company’s outreach efforts harder to ignore.
 By making the business’s website more “mobile friendly.”?
 By increasing the volume of sales emails the company sends out.
2.Why is inbound an important part of a good sales enablement strategy?
 Modern buyers do the majority of their buying research before talking with
sales, so marketing and sales need to work together to make sure online
information matches the information used by the sales team.
 Inbound helps with targeting larger companies, while normal sales enablement tactics
work better when targeting smaller accounts.
 Sales enablement can only be implemented if your company is using inbound
techniques.
 Sales enablement is a required part of inbound practices.
3.What is sales enablement? (Duplicate 1)
 The processes, content, and technology that help sales teams sell efficiently at a
higher velocity.
 Any strategy that helps sales teams close more deals.
 The process of replacing your existing marketing functions with sales positions.
 All of the above.
4.Which of the following is NOT part of a sales enablement strategy?
 A marketing automation platform
 A clear goal
 A target buyer
 A content strategy
5. What’s the difference between a vision and a goal?
 A vision is a state of affairs you want to bring into being. A goal is a metric
outcome you can check off a list.
 A goal is a vision with metrics attached to it.
 Goals are rigidly defined, while a vision is a vague aspiration.
 A vision is a long-term plan for an entire organization. A goal is a short-term outcome
that an individual tries to accomplish.
6.True or false? You need a vision or goals but not both.
 True
 False

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7.A vision should be all of the following EXCEPT:
 Achievable within one year.
 Bold.
 Easy to explain.
 Challenging to accomplish.
8.True or false? Marketing and sales should have separate revenue goals.
 True
 False
9. It is important to translate your vision into a revenue goal for all of the following
reasons EXCEPT:
 Revenue is a metric that’s easily understood by executive leaders.
 Revenue is a metric that marketing and sales can both contribute to.
 Translating the vision into a revenue goal makes the vision more concrete.
 Translating the vision into a revenue goal makes the vision easier to achieve.
10. What is an ideal customer profile?
 A checklist of the most basic attributes someone needs to have in order to be
successful as your customer.
 A story that explains how people go from being a prospect to being your customer.
 A description of a particular customer you want all of your prospects to be similar to.
 A way of organizing the information you collect about prospects during the sales
process.
11.What is a hand raiser?
 Someone who explicitly asks to talk to sales.
 A lead that marketing has qualified for sales outreach.
 A customer who volunteers to participate in persona research.
 An employee who volunteers to lead a smarketing meeting.
12. If you find yourself with a lot of poor-fit leads, all of the following are good ways to
solve this problem EXCEPT:
 Send the leads to sales for further qualification.
 Look for bad-lead sources and turn them off.
 Revisit your ideal buyer profile and make your definition of “fit”? less stringent.
 Find ways to improve the messaging in your marketing content.
13. What should you do with the leads in box 2?
 Have marketing nurture them.
 Have sales contact them.
 Have both marketing and sales work with them.
 Ignore them.

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14.What should you do with the leads in box 3?
 Have marketing nurture them.
 Have sales contact them.
 Have both marketing and sales work with them.
 Ignore them.
15. Which of the following BEST describes a sales and marketing service-level
agreement (SLA)?
 An agreement between sales and marketing that requires certain actions from
each team.
 A document that outlines the service marketing will provide to sales.
 A document that outlines the service sales will provide to marketing.
 A plan for marketing and sales to work together on content creation.
16.Which of the following is NOT a benefit of implementing a sales and marketing
service-level agreement (SLA)?
 A single leadership team over sales and marketing.
 Increased accountability between sales and marketing.
 Increased alignment between sales and marketing.
 Clearer goals for sales and for marketing.
17.What does a sales and marketing service-level agreement (SLA) require marketing to
do?
 Provide sales with a certain number of qualified leads.
 Produce a certain amount of content.
 Attract a certain number of visitors.
 Nothing — the SLA outlines the service sales will provide to marketing.
18.Evaluate this SLA: Marketing will generate 2,000 qualified leads each month, and
sales will contact each lead as soon as possible.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
19.Evaluate this SLA: Marketing will generate 50 leads each month.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.

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20. Evaluate this SLA: Marketing will generate five qualified leads each month, and
sales will contact each of them within 12 hours.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
21. If your service-level agreement requires your marketing team to produce more leads
than they normally do, what is the FIRST thing you should do?
 Evaluate your marketing resources to see if they can be reallocated into higher-
performing assets.
 Recalculate the SLA to make it more reasonable.
 Hire more marketers.
 Implement a marketing automation platform to accelerate your marketing processes.
22.What is a judicial branch?
 A small group of leaders who review every lead sales rejects.
 A small group of salespeople who determine whether the leads marketing is creating
are qualified properly.
 A small group of marketers who monitor sales activity to make sure qualified leads are
getting contacted promptly.
 The core group of attendees at smarketing meetings.
23.True or false? The judicial branch must be more than one person.
 True
 False
24. After you explain the concept of a judicial branch to your CEO, she says, “Great! I’ll
have the sales leadership team make that part of their monthly meeting.” How do you
respond?
 “In the interest of being unbiased, I think it would be better to have the judicial
branch made up of people who are outside of the sales and marketing
organization.”
 “Perfect! We want to make sure the sales team is as involved as possible, and having
sales leadership reviewing dropped leads is a great way to start.”
 “I think that’s the right group of leaders, but monthly meetings won’t be frequent
enough to do the job. Can we have them meet every two weeks instead?”
 “The sales leadership shouldn’t be involved. It would be better to have the marketing
leadership do this job.”

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25. If the leads your marketing team produces are consistently low quality, which of the
following is the BEST way to improve your lead quality?
 Optimize your messaging to stop attracting the wrong people.
 Lower your lead qualification standards.
 Nurture the leads until they’re a better fit.
 Generate a higher number of leads so that more good-fit leads will be brought in.
26. True or false? Contacting new leads within five minutes is better than contacting
them within 24 hours.
 True
 False
27. What is the difference between work groups and teams?
 Work groups are accountable as a group, while teams hold individual members
accountable.
 Work groups have a flat structure, while teams have an internal hierarchy.
 Members of a work group are independent from each other, while members of a
team rely on each other to get work done.
 All of the above.
28.What is the purpose of smarketing meetings?
 To have marketing and sales come together to identify and solve problems.
 To have marketing and sales come together to report on progress toward meeting the
requirements of their SLA.
 To have marketing and sales come together to recognize high achievers and reward
good work.
 To have marketing brainstorm ideas for better serving the sales team.
29.True or false? Executive leaders should attend smarketing meetings.
 True
 False
30.Which of the following is the BEST way to ensure your smarketing meetings have a
high level of psychological safety?
 Make sure all of the attendees speak in roughly equal amounts.
 Have the executive leaders who attend the meetings lead the discussion.
 Don’t bring up problems if the people who caused the problem are in the room.
 Avoid calling on individual people to answer questions. Instead, wait for people to
volunteer.

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31. Why should defining your target buyer be part of your sales enablement strategy?
 It will increase your sales efficiency by helping your sales team spend more time
with people who are more likely to buy.
 It makes it easier to track the progress you’re making toward your goals.
 It’s impossible to implement a sales enablement strategy without first defining a target
buyer.
 It’s a good way to identify gaps in your current sales process.
32.True or false? Personas can change over time.
 True
 False
33. When you ask your customers about their goals and challenges, what are you trying
to figure out?
 How long they expect to be in their current position.
 How you can help them overcome their challenges and achieve their goals.
 What they hope your product will do.
 A good way to convince them to buy your product.
34.When asking a customer about their shopping preferences, you want to learn all of
the following EXCEPT:
 What features they look for in a product like yours.
 What their buying process looks like.
 Who else is involved in their buying process.
 Whether or not they want to work with a salesperson.
35. How many customers do you need to interview in order to develop a high quality
buyer persona?
 About 15
 One or two
 All of them
 Approximately 20% of your customer database
36. Fill in the blank: While buyer personas help you understand who your customer is,
Jobs to Be Done helps you understand your customer’s _____.
 motivations
 role
 job description
 point of view

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37.Karen just got home late from work and her kids are hungry. Which of the following
BEST describes her job to be done?
 “I need to feed my kids a healthy meal that won’t take long to make.”
 “I just got home late from work and my kids are hungry.”
 “It’s dinnertime and I don’t know what to make.”
 “I don’t want to cook right now, but I have to.”
38.Which of the following is a benefit of using Jobs to Be Done?
 It helps you identify the products you’re indirectly competing with.
 It helps you identify strategic alliances with products in other industries.
 It helps you understand why your customers buy from you.
 All of the above.
39.Which of the following BEST describes the difference between persona interviews
and Jobs to Be Done interviews?
 Persona interviews seek to uncover facts about a person, while Jobs to Be Done
interviews try to piece together a narrative.
 Persona interviews can be done in a group, but Jobs to Be Done interviews need to be
individual.
 Persona interviews are conversational, but Jobs to Be Done interviews are usually
scripted.
 Persona interviews need to be repeated regularly, but Jobs to Be Done interviews only
need to be done once.
40.Which of the following is the BEST way to uncover the job that people hire your
product to do?
 By interviewing individual customers.
 By sending out a survey to some of your customers.
 By researching similar products online.
 By bringing your marketing and sales teams together to brainstorm possible jobs.
41.Which of the following best describes the relationship between the interview process
for identifying Jobs To Be Done and the interview process for understanding personas?
 Persona interviews focus on understanding the sort of person you’re
interviewing, while Jobs To Be Done interviews focuses on the reason they
bought your product.
 The two processes are basically the same.
 The questions in the two interviews are basically the same, but persona interviews are
conducted with customers, while Jobs To Be Done interviews are conducted with
prospects.
 Jobs To Be Done interviews focus on a person’s employment, while persona
interviews focus on the person’s personality.

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42.Which of the following is NOT an element of a hero statement?
 A sales goal
 A persona
 A job to be done
 Your company’s name
43.Evaluate this hero statement: Jepsonite Security Systems is a hero to first-time
homeowners who are in the market for a security system
 The persona isn’t specific enough.
 The job to be done isn’t specific enough.
 Both A and B.
 No change needed.
44. Evaluate this hero statement: Groundskeeper, Inc. is a hero to property managers at
mid-size property management firms who need to outsource their landscaping so they
can focus their attention on taking care of their tenants.
 The persona isn’t specific enough.
 The job to be done isn’t specific enough.
 Both A and B.
 No change needed.
45.Evaluate this hero statement: Super Veggie Juice Co. is a hero to people who want to
eat healthy but don’t have the time to cook and eat vegetables.
 The persona isn’t specific enough.
 The job to be done isn’t specific enough.
 Both A and B.
 No change needed.
46.How quickly should a member of your sales team be able to find a relevant piece of
content to share with one of their leads?
 Within a minute.
 Within two minutes.
 Within five minutes.
 Within ten minutes.
47.What should the content your sales team uses during the sales process do?
 Answer common questions.
 Provide value to the prospect.
 Resolve common concerns.
 All of the above.

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48.Fill in the blank: _____ is the glue that holds sales and marketing teams together.
 Content
 Management
 Technology
 The judicial branch
49. What’s the sales team’s role in content creation?
 Sales should be involved in content creation on an ongoing basis.
 Sales should be involved in identifying the content that needs to be created but not in
creating it.
 Sales may be involved in the early stages of your content creation efforts, but once
your sales enablement strategy is fully implemented, marketing should be able to
create content without help from sales.
 Sales should manage marketing’s content creation operations.
50. You tell your executive team that your company should have a content manager, and they
ask, “Can’t someone take that on as a side project?” How should you respond?
 “That’s a good way to start, but we should put a plan in place for expanding the
role into a full-time duty.”
 “Yes, that would be best. Content management isn’t a full-time job.”
 “No, if we can’t have a full-time content manager, we may as well not have a content
manager at all.”
 “Yes, but only if it’s a member of the executive team that does it.”
51. All of the following are reasons to extend your sales enablement efforts beyond the
sale EXCEPT:
 Existing customers are more likely to buy than new prospects are.
 Successful customers are more likely to recommend your product to a friend.
 Helping your customers succeed prevents negative reviews online.
 It increases your sales team’s likelihood of hitting their quotas.
52.Which of the following is the BEST explanation of what it means to help your
customers “fire” their old solution?
 Helping them stop using whatever their previous solution was, even if they were
“making do” without a product.
 Helping them cancel any contracts with other service providers.
 Helping them understand why they should never go back to using their old solution.
 Helping them encourage their friends not to use the solution they were using
previously.
53.True or false? Some potential customers won’t buy because they don’t know how to
fire their old solution.
 True
 False

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54. Which of the following is NOT part of customer enablement?
 Helping your customers use your product most effectively.
 Helping your customers do the job they hired your product to do.
 Helping your customers buy from you again.
 Helping your customers see your competitors’ failings.
55. True or false? If your product can be used to do more than one job, content that
talks about all of those jobs will be relevant to your customers.
 True
 False
56.All of the following are reasons to implement technology as part of your sales
enablement strategy EXCEPT:
 To replace your processes.
 To provide visibility across teams.
 To measure the outcomes of your strategy.
 To automate parts of your strategy.
57.Which of the following is an example of a core system?
 CRM
 Email templates
 SLA
 Jobs to Be Done
58.Which of the following is an example of an edge system?
 CRM
 Email templates
 SLA
 Jobs to Be Done
59.True or false? Marketing and sales should share a single database of customer
information.
 True
 False
60.Fill in the blanks: You need to figure out your _____ before you can implement a
_____.
 process, technology
 technology, process
 edges, core
 single source of truth, sales enablement technology

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61.True or false? Inbound means creating marketing and sales that people love by
providing helpful content and resources that attract people to you.
 True
 False
62. Which of the following is a reason sales and marketing need to be aligned?
 To make sure messaging is consistent across both teams.
 To make sure the two teams’ goals are complementary.
 To combine the strengths of both teams.
 All of the above.
63.How do goals and a vision work together?
 A vision inspires long-term action, and goals track individual steps toward
achieving that vision.
 Goals state what a company wants to accomplish, and a vision is a description of how
those goals will be accomplished.
 Goals are used to measure performance internally, and a vision is the messaging used
to communicate those goals externally.
 A vision is a document that contains descriptions of multiple goals.
64. True or false? If you don’t have enough hand raisers and good-fit, sales-ready leads
to keep your sales team busy, your sales reps should find helpful ways to reach out to
good-fit leads that aren’t sales ready.
 True
 False
65. What should you do with the leads in box 1?
 Have marketing nurture them.
 Have sales contact them.
 Have both marketing and sales work with them.
 Ignore them.
66. What does a sales and marketing service-level agreement (SLA) require sales to do?
 Contact the leads marketing generates within a certain timeframe.
 Contact a certain percentage of the leads marketing generates.
 Close a certain number of deals.
 Nothing — the SLA outlines the service marketing will provide to sales.

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67. If your service-level agreement requires your marketing team to generate 40
qualified leads each month, how should they deliver those leads?
 At a steady rate, about 10 leads each week.
 They should deliver as many leads as possible in the first half of the month so sales
has the whole month to work with them.
 The should deliver as many leads as possible in the last half of the month to help sales
hit their quota.
 It doesn’t matter, as long as 40 qualified leads are delivered each month.
68. If your service-level agreement provides your sales team with more leads than they
can handle, what’s the FIRST thing you should do?
 Evaluate each rep’s sales velocity and look for areas that can be improved.
 Recalculate the SLA to make it more reasonable.
 Hire more salespeople.
 Have your marketing team nurture the leads sales can’t get to until sales is able to
contact them.
69.Why are smarketing meetings an important part of a sales enablement strategy?
 They maintain alignment between marketing and sales.
 They provide a place to recognize high achievers.
 The provide a place for reporting to upper management.
 All of the above.
70.You explain the concept of smarketing meetings to your leadership team, and one
person asks, “How often do we need to have these meetings?” How do you respond?
 “We’ll have to figure out what works best for us, but every two weeks is a good
place to start.”
 “No more than once a month. More frequently than that takes too much time away
from people’s individual projects.”
 “At least once a quarter. Any less than that, and we’ll have trouble getting into a
rhythm.”
 “Once a week, at a minimum. This is important enough that we need to be meeting
weekly to stay on top of our goals.”
71.What does it mean to ask a customer about their “watering holes”?
 Ask them where they learn new things related to their job.
 Ask them what distracts them from achieving their goals.
 Ask them what their hobbies are.
 Ask them what refreshes them when they feel frustrated.

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72.What is the relationship between personas and Jobs to Be Done?
 Personas identify the type of person you should sell to, and jobs describes what
you can help them do.
 Personas and jobs are two different methods of arriving at the same information.
 Personas identify the people you should sell to, and jobs identifies the people you
should hire.
 Personas are for marketing, and jobs is for sales.
73.True or false? You should create a separate hero statement for each of your personas.
 True
 False
74. If your website doesn’t have much content to attract visitors, which of the following
would be the best content to create first?
 Articles that answer sales-related questions, such as how much your product
costs.
 An “About Us”? page that describes the history of your company.
 General interest pieces that have broad appeal to your persona, even if the topics aren’t
closely related to your product.
 All of the above.
75.All of the following are benefits of involving content in your sales process EXCEPT:
 Content enables your sales team to charge more for your product.
 Content makes it easier for your sales team to address common concerns.
 Content increases the amount of value your sales team provides to their prospect.
 Content reduces the amount of time it takes sales to answer questions.
76.True or false? If your marketing team is producing a lot of content, a large
percentage of it is naturally going to be valuable to the sales team.
 True
 False
77.In most companies, which department produces the most content?
 Sales
 Marketing
 Legal
 None of the above
78. Which of the following places would be a good place to experiment with video?
 FAQ pages
 Blog posts
 Sales emails
 All of the above

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79.What is an insights committee?
 A group of employees who help with content creation.
 The marketers in charge of creating insightful content.
 A small group of leaders who review every lead sales rejects.
 The leaders who lead a sales enablement initiative.
80. True or false? Content should be a part of every step in your sales process.
 True
 False
81.A member of your marketing team wants to send a sales offer to your existing
customers. How do you respond?
 “That’s fine, as long as it helps them do the job they hired our product to do.”
 “That’s a good idea because we can put more pressure on people who have previously
bought from us than we can put on prospects.”
 “We shouldn’t do that. Asking customers to buy from us again is a betrayal of their
trust.”
 “That’s a bad idea. Those people have already bought from us. We should focus on
finding new prospects instead.”
82.Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales
will convert 50 of those leads into customers.
 This SLA’s requirements focus on the wrong activities.
 This SLA’s requirements aren’t specific enough.
 This SLA is missing a requirement.
 No change needed.
83.What is the difference between an ideal customer profile and a buyer persona?
 An ideal customer profile broadly describes your target market, and personas
describe the types of people in that market.
 Ideal customer profiles are used primarily by marketing, and personas are used
primarily by sales.
 An ideal customer profile should include jobs to be done, and a buyer persona includes
only demographic information.
 All of the above.
84.All of the following are ways to involve your sales team in the content creation
process EXCEPT:
 Have individual sales reps take turns acting as content manager.
 Have the sales team send the marketing team the content they’ve already created.
 Have the sales team BCC the marketing team when they answer questions asked by
prospects.
 Have your content manager interview members of the sales team.

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85. True or false? You should invest in keeping your technological core in place long-
term, but you can experiment with your edge technologies and change them easily.
 True — Although your core system can be changed, changing it frequently is
complicated and can lead to confusion. But the edges are a great place to
experiment and try new things.
 True — It’s impossible to change your technological core, but changing your edges is
painless and should be done frequently.
 False — You should experiment with all of your systems on an ongoing basis.
 False — You should invest in keeping both your core and edges in place long-term.
86.What is a buyer persona?
 A semi-fictional representation of your ideal customer based on data.
 The demographic information of a particular sales prospect.
 A categorization of leads that indicates how “sales ready”? they are.
 A story that describes your sales process from the buyer’s point of view.
or
 Your customers
 A fictional representation of your ideal customer
 A summary of your last 10 customers
 People who aren’t a good fit for your business
87.After creating your hero statement, you identify a type of person who is interested in
your product that you can’t be a hero to. What should you do for these people?
 Make it clear early on that your product isn’t a good fit for them.
 Accept their business and serve them as well as you can.
 Modify your product to do both jobs.
 Ignore them and focus on your target buyers.
88.Which departments should be involved in creating content?
 All departments
 Just marketing
 Just marketing and sales
 All customer-facing departments
89. True or false? You should only create video content if you have a high-quality
camera and lights.
 True
 False

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90.What should your sales team do with marketing qualified leads?
 Reach out to help and answer questions.
 Try to close them before the “window of opportunity”? closes.
 Back off and let marketing handle the communication.
 Wait for them to raise their hands.
91.Which of the following is an example of a ‘call to action’ on a website?
 A list of phone numbers customers can use to get in contact with you
 A ‘Get directions to our store’ button which when clicked, redirects to a map
displaying directions to the store based on the customer’s current address
 An icon button that takes the customer to your social media accounts
 A hotline phone number that helps users complete their purchases

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HubSpot Sales Management
Training Strategies for
Developing a Successful
Modern Team Certification
Answers

Exam Name: HubSpot Sales Management Training Strategies for Developing a Successful
Modern Team Certification
Exam URL: https://academy.hubspot.com/courses/sales-manager-training-program
Pages: 14
Questions: 63

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
106. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
107. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
108. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
109. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
110. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
111. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
112. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Sales Management Training Strategies for
Developing a Successful Modern Team Certification
Answers
1.Fill in the blank: While buyer personas help you understand who your customer is,
Jobs to Be Done helps you understand your customer’s _____.
 motivations
 role
 job description
 point of view
2.Which of the following is a benefit of using Jobs to Be Done?
 It helps you identify the products you’re indirectly competing with.
 It helps you identify strategic alliances with products in other industries.
 It helps you understand why your customers buy from you.
 All of the above.
3.Which of the following is the BEST way to uncover the job that people hire your
product to do?
 By interviewing individual customers.
 By sending out a survey to some of your customers.
 By researching similar products online.
 By bringing your marketing and sales teams together to brainstorm possible jobs.
4.Which of the following is an example of a formal job story?
 It was my anniversary, and I wanted to go someplace nice, so I made reservations at a
local bed and breakfast. They offered a packaged deal with a local theater and a
restaurant, and it was a good price, so I bought it.
 As a founder, when my company has grown beyond my ability to control it, I
want to learn the strategies and design the playbooks that will help me guide the
growth of my company, so that I can double the size of my company in the next
three to five years.
 I wanted to understand my customers’ job to be done, so I interviewed several of
them, mapped out the timeline of everything that led them to buy my product, and
looked for patterns.
 I have a long, boring drive to work, and I need something to help me stay engaged and
prevent me from getting hungry before 10:00.

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5.Which of the following is a problem with thinking of your business as a funnel?
(Duplicate Question 1)
 Movement through a funnel immediately stops when things stop flowing into the
top of the funnel.
 The shape of a funnel doesn’t match the actual shape of a conversion chart.
 There are many different kinds of funnels, each with its own shape.
 When you pour liquid into a funnel, some of the liquid will stick to the sides of the
funnel instead of coming out the bottom.
6. Which of the following is a problem with thinking of your business as a funnel?
(Duplicate Question 2)
 There is a larger volume of liquid in the top of the funnel than in the bottom of the
funnel.
 After something exits the bottom of a funnel, it no longer has any impact on the
things entering the top of the funnel.
 The funnel is an outdated piece of technology that has been replaced in modern times
by more elegant solutions.
 A funnel can’t balance upright without external support.
7.In a flywheel business, which of the following is the most important source of new
prospects?
 Marketing
 Sales
 Advertisements
 Word-of-mouth
8.Why is it common for companies to think of themselves in terms of a funnel?
 Because flywheels were only recently invented, but funnels have been around for
much longer.
 Because funnels are powered by gravity, just as businesses are anchored by revenue.
 Because companies that don’t use the inbound methodology are inherently funnel-
shaped.
 Because many business charts show conversion rates, and those charts are often
shaped like a funnel.
9.What are the stages of the buyer’s journey?
 Identify, connect, explore, advise
 Awareness, consideration, decision
 Enable, align, transform
 Attract, engage, delight

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10.When in the buyer’s journey should you try to connect with a buyer?
 During the decision stage, when they are deciding on a specific product or service
 Before they even begin their buyer’s journey so that you can lead them through it
 Before the decision stage, when they are still defining their path forward
 After the buyer’s journey is over and they have decided to buy from you
11.True or false? Having reliable sales data is required to create an effective coaching
program.
 True
 False
12. What are the steps of the GROW coaching technique?
 Goal, Reality, Options, Way forward
 Growth, Resilience, Optimism, Wealth
 Gradual improvement, Realistic goals, Ongoing support, Willing compliance
 Grade, Redirect, Optimize, Watch
13.During the Goal step of GROW coaching, what is your role as coach?
 Set a goal for your salesperson to achieve.
 Ensure the salesperson’s personal goals are aligned with team goals.
 Ask the salesperson what goal they would like to set.
 Work with the salesperson to set a goal for your coaching sessions.
14.During the Reality step of GROW coaching, what is your role as coach?
 Help the salesperson judge how realistic the goal is.
 Explain to the salesperson the reality of what they need to achieve.
 Help the salesperson create a realistic plan for achieving the goal.
 Help the salesperson evaluate the reality of where they are right now.
15.During the Way Forward step of GROW coaching, what is your role as coach?
 Help the rep decide how they will achieve their goal and how you can support
them.
 Determine for the rep the best way for them to achieve the goal.
 Explain to the rep what they’ll need to do after accomplishing the goal.
 Ask the rep how you can improve your coaching efforts in the future.
16. True or false? When you coach a salesperson, you should spend more time listening
than talking.
 True
 False

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17. Which of the following is a benefit of GROW coaching?
 It places the responsibility for improvement on the person being coached.
 It can be implemented without any direct involvement from sales management.
 It gives the management team more control over individual salespeople.
 It simplifies the way salespeople report their progress.
18.How can a film review be used as part of a coaching strategy?
 As your team comes together to discuss their favorite movies and other topics not
related to work, they will build trust with one another and be more open to coaching.
 As you review recordings of how individual salespeople spend their working hours,
you’ll be able to give them specific recommendations on how they can improve.
 As your team reviews a specific call or meeting one of your salespeople ran, other
team members can give advice on how that salesperson can improve in the
future.
 As your salespeople meet with their leads, they can click the filmstrip icon inside
HubSpot CRM to indicate the meetings they need help with. Their manager can see a
list of these meetings and coach the salesperson through each one.
19.How can pipeline meetings be a coaching opportunity?
 As you review each salesperson’s pipeline, you can teach them the best approach for
each sale they’re pursuing.
 As your salespeople review each other’s pipeline, they can hold one another
accountable and share best practices.
 As your salespeople each review their own pipeline, they can look for places where
they need coaching.
 As your executive team reviews the sales organization’s pipeline, they can identify the
salespeople who are struggling and assign leaders to coach them.
20.True or false? A good sales process has enough flexibility to allow salespeople to
adapt to the needs of individual prospects.
 True
 False
21.What are exit criteria?
 The things a salesperson needs to achieve before being promoted to manager
 The actions that have to be taken before a sales can move out of a particular
stage of your sales process
 The circumstances that justify removing a salesperson from the sales team, either by
firing them or by moving them to another department
 The qualifications for a prospect to become a customer

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22.What is the “source of truth” for every sale’s status?
 Your pipeline meetings
 Your business intelligence dashboard
 Your CRM
 The assigned salesperson
23.Fill in the blanks: Each step of your sales process is a combination of _____ and
_____.
 A buyer action, a monetary outcome
 Internal actions, external actions
 External actions, internal documentation
 A rep-focused action, a buyer-focused outcome
24.True or false? You can forecast as accurately with an informal sales process as you
can with a formal sales process.
 True
 False
25.A colleague at another company has developed a sales process with four steps in it.
They are concerned that the process is too short. What would you tell them?
 “If the process is robust enough to support the needs of your sales team, it
doesn’t matter how long or short it is.”
 “Shorter processes are easier for salespeople to remember and execute, so having such
a short process is ideal.”
 “Don’t forget to include steps for places where a sale runs into trouble. Have you
considered adding steps for following up, rescheduling meetings, and finding a new
point of contact?”
 “Four steps might actually be too long. The ideal sales process has three steps:
prospect, demo, close.”
26.Which of the following groups is the easiest to sell to?
 Unhappy customers
 New prospects
 Past prospects
 Happy customers
27. Which of the following should be included in your sales process?
 The actions taken by your marketing team before your salespeople get involved
 Steps to ensure closed customers received the value your team promised them
 Contingency plans for what your team should do when a prospect doesn’t progress as
quickly as expected
 Word-for-word scripts for your salespeople to follow in every meeting

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28.True or false? Making the steps of your sales process buyer-centric can be as simple
as changing their names a little bit.
 True
 False
29.True or false? Combining multiple methodologies causes confusion and low
performance.
 True
 False
30. What is the best way to provide content to your sales team?
 Provide them with a framework that helps them match specific pieces of content
to the specific needs of their prospects.
 Provide them with as much content as possible to ensure that they have a relevant
piece of content for every conversation they might have.
 Empower them to create custom content for each prospect they work with.
 Provide them with content templates so they can easily create personalized content in
the moment they need it.
31.What format should your sales playbook be in?
 A physically printed format
 An interactive digital format
 Video
 In-person training
32.True or false? You need to continually evaluate how well your sales process is
working.
 True
 False
33.What’s the sales manager’s role in the second phase of a sales training, when the
training is reinforced?
 Ensuring the salespeople who attended the training understood what was taught
 Establishing consequences for salespeople who didn’t attend the training
 Communicating the key outcomes of the training to the executive team and other
departments inside the company
 Setting team goals based on what was covered in the training

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34.What’s the sales manager’s role in the third phase of a sales training, when the sales
team converts knowledge into behavior?
 Applying the training to their own role as sales manager
 Planning the next sales training session as a follow-up to what was learned
 Providing salespeople with a safe place to practice their new skills
 Increasing team members’ quotas to encourage them to apply their new skills
35.Which of the following is an example of an ineffective coaching technique that should
be avoided?
 The sales team has a film review to listen to a sales call a team member ran, and the
manager assigns another team member to give critical feedback.
 During a pipeline review, the sales manager allows the salespeople to ask each other
inspection questions instead of the sales manager asking the questions.
 A salesperson is struggling to write a follow-up email, so the sales manager steps
in and writes it for them.
 During a one-on-one meeting, the sales manager asks the salesperson to choose what
skill they want to work on.
36.True or false? During coaching sessions, the salesperson needs to identify their own
path forward.
 True
 False
37. What’s the best way to avoid making bad sales hires?
 Limit the number of places you publish job postings.
 Focus on hiring people referred by team members.
 Hire experienced salespeople.
 Develop a robust hiring process.
38. True or false? The sales team needs to be using the same hiring process used by
other departments.
 True
 False
39.When hiring salespeople, what is the most important thing to look for?
 Innate sales skills
 Selling experience
 Proven rapport with your target persona or industry
 The ability to execute your sales process

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40.When creating interview questions for sales hires, which of the following approaches
is a best practice?
 Use the same questions for all candidates for all sales roles.
 Create a different set of questions for each sales role, but use the same questions
for all candidates for a particular role.
 Create a different set of questions for each candidate, tailoring the questions to their
experience and the role they’re applying for.
 It doesn’t matter what questions you ask in a given interview as long as you use the
same grading rubric for each candidate.
41. Fill in the blanks: When building a recruiting strategy, building relationships with
top sales talent at other companies is _____, while building relationships with high-
performing business development reps at other companies is _____.
 a short-term strategy, a long-term strategy
 a long-term strategy, a short-term strategy
 an ideal strategy, usually a mistake
 a good primary tactic, a good secondary tactic
42. Which of the following should be the primary focus of your sales onboarding
program?
 Your company’s goals and initiative
 The products or services you sell
 Your team’s culture and values
 Your sales process and playbook
43.Which of the following is a best practice for onboarding newly hired salespeople?
 Cover everything they might ever need to know and then provide review sessions later
on to reinforce what they learned.
 Have them start selling immediately and then coach them on the mistakes they make.
 Cover the things they need to get started and train them on the rest later on when
they need it.
 Get input from every department at your company to ensure your onboarding program
is truly comprehensive.
44. Which salesperson would most benefit from a coaching program?
 An underperforming salesperson who is dedicated to improving
 A top performer who wants to get even better
 A top performer who doesn’t like following the sales process
 An underperforming salesperson who doesn’t engage in group trainings

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45.If a highly dedicated salesperson is unable to improve their low sales performance
despite coaching efforts, what is your best course of action?
 Fire them.
 Help them find a different role within your company.
 Continue coaching them.
 Leave them on the team but focus your coaching efforts elsewhere.
46. During the awareness stage of the buyer’s journey, what is the buyer becoming
aware of?
 Your product or service
 A problem they have
 The principles of an inbound strategy
 Changes in the market
47.During the consideration stage of the buyer’s journey, what is the buyer considering?
 Different categories of solutions
 Different solution vendors
 Whether they want to make a change
 How much of a priority their current problem should be
48.Which of the following is true of most sales organizations?
 They would be better off not implementing a coaching program than implementing an
ineffective program.
 Their salespeople’s performance is unlikely to be improved by coaching.
 They spend too much time coaching their salespeople.
 They don’t coach their salespeople as much as they should.
49. During the Options step of GROW coaching, what is your role as coach?
 Provide the salesperson with a list of options for achieving their goal.
 Help the salesperson explore their options for getting from where they currently
are to where they want to be.
 Explore what options the salesperson has if they fail to achieve their goal.
 Help the salesperson consider whether the goal is optional.
50.Which of the following is the most important responsibility of a sales leader?
 Researching market trends and making sure the team adapts to them
 Setting team goals and ensuring every team member contributes toward hitting them
 Hiring new salespeople and integrating them into the existing team
 Making sure the sales team is following an effective sales process

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51.Fill in the blank: Every step of your sales process needs to be _____.
 Specific, measurable, attainable, relevant, and timely
 Required, factual, inspectable, and buyer-centric
 Urgent, important, qualified, and profitable
 Clear, concise, complete, and correct
52. Which of the following has the biggest impact on potential leads?
 Your existing customers’ word-of-mouth
 Your company’s marketing collateral
 Your sales team’s ability to answer questions and respond to objections
 The quality of your sales hires
53.When choosing a sales methodology, what’s the most important thing to keep in
mind?
 How well the methodology matches the personalities of your salespeople
 How long the methodology will take to implement
 How likely your sales team will be to fully adopt the methodology in all of their sales
conversations
 How well the methodology will work with your process and your target persona
54. What’s the sales manager’s role in the fourth phase of a sales training, when the
team applies their new skills in the real world?
 Ensuring what was covered in training is kept top of mind for the members of the sales
team
 Assessing team members on how well they can apply what they’ve learned
 Coaching individual team members to help them reach mastery
 Holding team members accountable to integrating the training into their actual
workflow
55.What’s the sales manager’s role in the final phase of a sales training, where each
team member continues to improve on the skill until they’ve fully mastered it?
 Increasing team members’ quotas to encourage them to apply their new skills
 Communicating the key outcomes of the training to the executive team and other
departments inside the company
 Coaching individual team members to help them reach mastery
 Removing any team members who don’t apply the skills
56.True or false? During a training, having participants role play with each other is an
effective way to build skills, even if there isn’t an experienced person evaluating the role
play.
 True
 False

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57.What’s the difference between training and coaching?
 Training teaches salespeople what they need to do, and coaching helps them
improve how they do it.
 Training happens in group settings, and coaching happens in one-on-one
conversations.
 Salespeople can train each other, but only a sales leader can coach.
 Training is better for salespeople who are at the beginning of their career, and
coaching is better for more experienced salespeople.
58.True or false? Job interviews are highly predictive of how successful a person will be
after they’re hired.
 True
 False
59. When building a recruiting strategy, which of the following is a good long-term
tactic?
 Building relationships with top sales talent at other companies
 Building relationships with high-performing business development reps at other
companies
 Attending networking events
 Looking for employees in other departments of your company who can be moved to
the sales team
60.True or False? Allowing salespeople to coach each other will distract from their
primary responsibility of finding and closing new business.
 True
 False
61. True or false? You need to define your target persona before you define your sales
process.
 True
 False
62.What’s the sales manager’s role in the first phase of a sales training, when the team is
learning something new?
 Designing and delivering the training to the sales team
 Ensuring all team members are present and actively engaged while the training is
taking place
 Ensuring the selected topics are presented in a way that will drive improvements
to the way the sales team executes the sales process
 Leading by example in attending and participating in the training

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63. True or false? At the end of a good onboarding program, the newly hired
salesperson will know everything they’ll need to know in their new role.
 True
 False

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HubSpot Sales
Software Certification
Answers

Exam Name: HubSpot Sales Software Certification Exam
Exam URL: https://academy.hubspot.com/courses/hubspot-sales-software
Pages: 20
Questions: 102

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
113. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
114. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
115. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
116. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
117. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
118. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
119. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot Sales Software Certification Answers
1.When you create a task, you can have HubSpot send a reminder email to the person
the task is assigned to. When will the reminder email be sent?
 Reminder emails can be set when you create the task to send on any date.
 Reminder emails are always sent on the date the task is due.
 Reminder emails are always sent three business days before the due date.
 Reminder emails are always sent as soon as the task is created.
2.All of the following tools can be used to capture inbound leads, EXCEPT for:
 Email templates
 Messages
 Prospects
 Lead flows
3.Which of the following is the HubSpot tool that shows you which companies have
visited your website?
 Email templates
 Messages
 Prospects
 Lead flows
4. All of the following are true about forms and lead flows EXCEPT:
 Lead flows collect more detailed information than forms.
 Lead flows appear on top of the page while forms are embedded in the page.
 Forms usually have more fields than lead flows.
 Submissions from lead flows and forms both appear on the contact timeline.
5. Which of the following is the easiest way to create a new contact record?
 Logging emails in the CRM
 Manually creating a contact record
 Adding a contact to the company record
 Importing contacts from a spreadsheet
6.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?
 Forms typically collect more information than lead flows.

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

7.Which of the following is NOT a recommended best practice for the messages tool?
 Make sure the message pane appears on every page of your website.
 Customize your welcome message to be relevant to the page it appears on.
 Start by making the messages pane visible to all website visitors and then restrict it
later if you receive more chat requests than you can respond to.
 Set your availability for the times of day when you’d prefer to chat.
8.You see that a particular company has visted 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?
 Say, “Hi, my name is [name], and I’m calling from [company]. We’ve received a
number of inquiries on our website from someone at your company, but they
didn’t leave a name. We provide [product]. Do you know who at your
organization would be looking into that right now?”
 Say, “Hi, I sell [product]. Can you please direct me to the person who can help me
with that?”
 Try again later. Receptionists rarely have purchasing authority, and it’s important to
focus on speaking to qualified people.
 Describe the benefits of your offering and try to get the receptionist’s buy-in. Then ask
to be referred to the appropriate buyer.
9. 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 pages that the visitor has
viewed on your website. The CRM may also be able to find company information
about the person and create a company record based on their email domain.
 True. If a person provides an email address, you’ll be able to send them an email to
ask for more information. This is also a good opportunity to find out what products
they’re interested in and attempt to make a sale.
 False. An email address without a name is meaningless. At a minimum, your lead
flows should collect name and email.
 False. Lead flows should collect as much information as possible about a visitor. You
should have a goal of having 5 to 10 fields in each lead flow.
10. In HubSpot CRM, what’s the relationship between contacts and companies?
 A contact record can be associated with multiple companies.
 A contact record becomes a company record when you associate it with multiple
people.
 A company record can be associated with multiple contacts.

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 Contacts must be associated with companies, but companies don’t have to be
associated with contacts.

11. You’ve been researching XYZ Inc., and you 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?
 Add a note to XYZ Inc.’s company record describing the call, but don’t add any
contacts until you know for sure who was viewing your pricing page.
 Add Johnny as a contact because he’s who you talked to, and associate him with XYZ
Inc.’s company record. Mention Mariah in a note, but don’t add her as a contact
because you haven’t contacted her yet.
 Add Mariah as a contact because she’s the decision maker, and associate her with
XYZ Inc.’s company record. Mention Johnny in a note on the company record, but
don’t add him as a contact because he isn’t a decision maker.
 Add Johnny and Mariah as contacts, and associate them both with XYZ Inc.
12.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.
 Social media has made it easier for buyers and sellers to connect with each other.
 The internet has shifted the power in the buying process from the seller to the
buyer.
 Buyers have so many distractions that they need more frequent contact to help them
through the buying process.
13.Where do your team’s interactions (phone calls, emails, etc.) with contacts appear
inside HubSpot CRM?
 On the contact’s timeline
 In contact properties
 Under the “Interactions” tab
 On the profile of the rep who contacted them
14. Which of the following statements is TRUE? (HubSpot)
 Buyers cannot move through the buyer’s journey without the help of a seller.
 In the past, buyers had more power than sellers, but now sellers have more power than
buyers.
 In the past, sellers had more power than buyers, but now buyers have more
power than sellers.
 The internet has made buyers and sellers equal to each other.

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15. 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 using internet-based tools to connect with buyers.
 Inbound selling focuses on getting buyers to act on the seller’s timetable.
 Inbound selling focuses on waiting for buyers to take action.
 Inbound selling focuses on attracting buyers and meeting them on their own
terms.
16.What information shows on the timeline of a company record?
 Only the interactions you’ve manually added to it.
 All of the interactions you’ve had with any contact at the company.
 The history of the company, as pulled from public records.
 Company records don’t have timelines.
17. 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 leave it blank.
 Don’t add a filter for that property.
 Add a filter for that property and enter “NULL” (in all capitals).
18. How can you share saved filters with other team members?
 All saved filters are automatically shared with all team members.
 When saving your filters, you have the option of sharing the filters with everyone
or with just your team.
 By adding a filter for HubSpot Owner and adding the team members you want to share
the view with.
 By checking the “Invite team members” box next to the saved filter’s name.
19. 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.
20.Which of the following is a benefit of keeping your contacts’ Lead Status property up
to date?
 You can filter your contacts based on how active they are in the buying process.
 You can filter your contacts based on how recently you’ve contacted them.
 It ensures that the Deal Forecast will be as accurate as possible.

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 You can set reminders for yourself to follow up.
21.Fill in the blanks: Good email templates increase ______ without sacrificing _____.
 efficiency, personalization
 sales, time
 response rate, efficiency
 deal value, close rate
22.Which of the following is FALSE 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 important to success when writing to prospects.
 Typically, buyers prefer a phone call to receiving an email.
23.Email templates in HubSpot Sales must have all of the following EXCEPT:
 Name
 Recipient
 Subject
 Body
24.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
25.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 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.
 Search Google for email templates that have worked well for other sales professionals.
 Look for marketing content on your website that gives information about a product the
contact might be interested in.
 Scroll through the timeline on the contact record for the person who missed the
meeting and look for specific details about them to include in the template.
26.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

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 Your standard elevator pitch
 All of the above
27.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.
28.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 only visible internally, so it should be whatever makes the most sense
to you and your team.
 The name is automatically generated and cannot be changed.
 The name should be less than 30 characters in length.
29.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?
 “Email templates need to be relevant to as many people as possible, so keep the topic
as broad as possible.”
 “Every email you send should ask your contacts to commit to something, so always
include some kind of request in the message.”
 “Every email you send should encourage your contacts to buy, so focus on pitching
our offering that’s most aligned with their needs.”
 “Every email you send should help your contacts in some way, so focus the email
on what you’re trying to help them do.”
30.What is a task queue?
 A playlist of activities you can work through, one at a time.
 A filtered list of contacts that shows you the most important people to focus on.
 A written list of goals you want to achieve in a given day or week.
 The feature in HubSpot CRM that helps you create multiple tasks at once.
31. 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.
32.Which of the following is NOT a type of task in HubSpot CRM?
 Follow up

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 Call
 Email
 To-do
33.What’s the BEST way to add people from your saved filters into a task queue?
 Check the boxes next to each person and bulk-create a task for all of them. As
you create the task, be sure to select the appropriate queue.
 “Task queue” and “saved filters” are different names for the same thing.
 Open each contact record and create tasks one at a time. It’s important to create the
tasks individually to make sure they’re personalized.
 Drag and drop people from the saved filters into the task queue.
34.How do you record emails in the CRM if you are NOT using the HubSpot Sales email
extension?
 Add your portal’s BCC address to the BCC line of your emails.
 Copy the body of the email and paste it into a note in the CRM.
 Use the CRM’s “import” feature to import the messages into the CRM.
 You cannot record emails in the CRM without using the email extension.
35.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
36. When creating an email template in HubSpot Sales, how would you include the
contact’s phone number? (“[phone]”)
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above
37.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
38.When creating an email template in HubSpot Sales, how would you add a description
of the topics the meeting was supposed to cover? (“the trouble you’ve been having with
user engagement on your online forums”)
 Personalization tokens

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 Fill-in-the-blank areas
 Static text
 None of the above
39. 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
40.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
41. 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
42.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 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.
43.What’s the best way to create an end-of-the-month to-do list?
 By creating a saved filter of contacts who haven’t been followed up with recently.
 By creating a saved filter of contacts who have multiple deals associated with them.
 By using the Deal Forecast to view the deals that are closest to closing and sorting
them by the amount they’re worth.
 By using the Deal Board to see how many deals are near the end of your sales process.
44.What’s the most important deal property?
 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.

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 Close date, because if you forget to select a close date, your commission will be
calculated incorrectly.
 Amount, because the value of the deal will help you prioritize at the end of the
month.
45.What’s the difference between the deal forecast and the deal board?
 “Deal forecast” and “deal board” are two different names for the same thing.
 They are essentially the same, but they’re located in different areas of the CRM.
 The deal board helps with deal maintenance, while the deal forecast helps with
prioritization.
 The deal forecast is for managers, and the deals board is for individual reps.
46.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.
47.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 saved filter of contacts based on how many deals they’re involved in.
 All of the above.
48. When should you create a deal?
 Any time you successfully make contact with a person.
 Any time a contact completes the action described by the first deal stage.
 Any time a contact buys from you.
 Any time you identify a contact or company as a “good fit” for your offering.
49. What are deal stages?
 The important milestones a person has to pass in order to become your customer.
 The steps you need to take in order to close a deal.
 The process you need to go through in order to add a deal to HubSpot CRM.
 One-word descriptions of a contact or company’s qualification as a lead.
50.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.

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 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.
51. 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
52.Which of the following is HubSpot’s live chat tool?
 Email templates
 Messages
 Prospects
 Lead flows
53.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.
54.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.
55.Which of the following is the BEST description of the benefits of using
personalization tokens?
 Personalization tokens make it unnecessary for sales reps to craft individual emails for
their contacts.
 Personalization tokens make it easy to send a single email to multiple people.

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 Personalization tokens help save time and avoid mistakes but aren’t enough on
their own to make an email feel personalized.
 Personalization tokens are simple reminders of information that has to be added
manually before you can send the email.
56. 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 territory who have submitted
this form. Which tool will you need to use to do this?
 Saved filters
 Task queues
 Forms
 Lead flows
57. How do you record emails in the CRM if you’re using the HubSpot Sales email
extension?
 Check the “Log in CRM” checkbox when you’re composing an email.
 Select the emails you want recorded and then click the “Save in CRM” button.
 All of your emails will automatically be recorded as long as the “Record My Emails”
setting is turned on.
 Add your portal’s BCC address to the BCC line of your emails.
58. 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
59.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
60.How has the internet changed the relationship between buyers and sellers?
 Customers have more options for sharing their opinions of your company with other
prospective buyers.
 Prospective buyers have more access to information about your company and
products.
 Sellers can better leverage the voices of happy customers to resolve the concerns of
potential buyers.
 All of the above

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61. If you send a tracked email to a contact and you get a notification saying they read it,
when should you call them?
 As soon as you see the first notification.
 After they respond to your email.
 After getting at least 10 notifications.
 After getting three or four notifications.
62.If you enroll a person in a Sequence, what happens when they respond?
 The “post-contact” steps of the sequence are triggered,
 The sequence continues executing until all of the steps are completed.
 The sequence alerts you that they have responded.
 The sequence automatically terminates.
63.When creating an email template, how would you add the next steps? For example,
“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
64.When creating an email template to schedule a meeting with someone, how would
you add a description of the topics the meeting was supposed to cover? For example,
“I’d love to find a time to dive deeper into [insert topic here].”)
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above
65. When creating an email template to confirm a meeting with someone, how would you
include the time the meeting was scheduled for?
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above
66.When creating an email template, how would you add a personalized closing line?
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above

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67.When creating an email template, how would you include the contact’s phone
number?
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above
68.When creating an email template, how would you include the contact’s name in the
greeting?
 Personalization tokens
 Fill-in-the-blank areas
 Static text
 None of the above
69.If you need a report that isn’t included by default on the sales dashboard, what
should you do first?
 Create a custom report that gives you the information you need.
 Look in the reports library for a report that provides the information you need.
 Export your data into a spreadsheet and create a report in your favorite spreadsheet
program.
 Go to the reports marketplace and see if you can purchase the needed report.
70. Which of the following is NOT a default contact property in HubSpot CRM?
 Favorite flavor of cake (a free-fill sample property)
 Next activity date (the date of a contact’s next meeting or task, if any)
 Form submission (the name of any form the contact has submitted from your website)
 Last contacted (the date or time period a person last received contact from a member
of your sales team)
71.There are several ways to create contacts. One way is to create contacts manually. All
of the following are also ways to create contacts EXCEPT:
 Form submissions from your website.
 Business card scanning through HubSpot’s mobile app.
 Automatic contact creation from emails, if your inbox is connected to HubSpot.
 The Slack integration.
72.If you’re enrolling a contact into a sequence and you see a warning that an email has
low personalization, what happens when you click the warning?
 Nothing.
 HubSpot automatically personalizes the email for you.
 A help article with email best practices opens in a new window.
 HubSpot gives you a list of recommendations for improving your email.

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73. If you’re enrolling a contact into a sequence and you see a warning that you’ve
reached your emailing limit, what do you need to do?
 Wait until tomorrow to enroll the contacts into your sequence.
 Choose different contacts to enroll into the sequence.
 Log into HubSpot with a different account.
 Schedule the email to send on a different day.
74.Where can you send a tracked email from?
 Contact, company, and deal records
 A Gmail or Outlook inbox
 HubSpot’s mobile app
 All of the above
75.When making a call from HubSpot CRM, what’s the best way to take notes during a
call?
 Add a note to the contact record.
 Update the “Last Call” property on the contact record.
 Use the notes area that appears during the call to type notes.
 The call is automatically recorded, so notetaking is unnecessary.
76.A playbook can include all of the following EXCEPT:
 Videos and images.
 Written instructions.
 Live chat.
 Interactive buttons
77.What’s an ideal customer profile?
 A checklist of the most basic attributes someone needs to have in order to be
successful as your customer
 A detailed description of a customer who has purchased your product in the past
 A way of ranking the priority of your leads
 A standard report available on your sales dashboard
78.Which of the following is NOT a required part of an email template?
 A name for the template
 An email subject line
 The body of the email
 The recipient’s email address

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79. If you don’t have access to the playbooks tool, which free Sales Hub tool would be
your best choice for inserting an outline into your call notes?
 Templates
 Documents
 Snippets
 Meetings
80.True or false? In general, you should use the default options provided in the “Lead
status” property.
 True
 False
81.Email templates use personalization tokens to pull information from CRM properties
into your emails, but you should also leave room to personalize every email you send.
Why?
 To provide more value to your prospect
 To include relevant details from other conversations you’ve had
 To make sure the email addresses the recipient’s specific needs
 All of the above
82.How do chatbots qualify leads?
 By routing website visitors to the first available sales rep
 By using a machine learning algorithm to rank your contacts based on the information
contained in their contact properties
 By asking website visitors a series of questions and taking different actions based
on their answers
 By calling the phone numbers stored in your contact records and having an automated
conversation with them
83.Which of the following can you do with HubSpot’s mobile app?
 Scan business cards to create new contacts.
 Manage your deals and tasks.
 Respond to live chats from your website.
 All of the above
84. Which of the following is NOT an option with the Slack integration?
 Searching for contacts, companies, and deals
 Making recorded phone calls
 Accessing playbooks
 Chatting with visitors to your website

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85.Which of the following Sales Hub tiers have access to workflows (HubSpot’s
automation platform)?
 The free HubSpot CRM
 Sales Hub Starter and above
 Sales Hub Professional and above
 Sales Hub Enterprise only
86. True or false? Changing the properties listed on one contact record will change the
way properties are listed on every contact property you view.
 True
 False
87.Which Sales Hub tool would you use to add products to a deal?
 Products
 Quotes
 Templates
 Documents
88. You can do all of the following with the meetings tool EXCEPT:
 Create multiple links, each with different booking restrictions.
 Create a team link that looks at the availability of you and specific teammates.
 Access your prospect’s calendar to check their availability.
 Generate videoconferencing links with HubSpot’s Zoom integration.
89.Which Sales Hub tool would you use to send a quote to a prospect?
 Products
 Quotes
 Deals
 Templates
90.Which Sales Hub tool would you use to add your terms of service to a quote?
 Templates
 Documents
 Snippets
 Meetings
91. True or false? HubSpot Video is part of the quotes tool.
 True
 False

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92.Which of the following is the best description of how to filter records in HubSpot
CRM?
 Your IT department can filter records for you in as little as three hours from the time
of your request.
 You can search for exact record matches and sort the results alphabetically or by the
date they were created.
 You can filter your records by using simple command line prompts.
 You can filter the records you have access to in real time based on values
contained in their contact properties.
93.When you send a tracked email, you receive a notification every time the email is
opened. You can receive these notifications in all of the following ways EXCEPT:
 An instant notification on your computer, if you’re using the Chrome or Outlook
extension.
 A push notification on your phone, if you’re using the HubSpot mobile app.
 In the activity feed inside HubSpot CRM.
 A phone call, if you’re using HubSpot’s virtual secretary.
94.All of the following are default reports in HubSpot CRM EXCEPT:
 Deal revenue leaderboard.
 Deal forecast.
 Sales performance.
 Deals closed vs goal.
95.What is a sequence?
 The steps of your sales process
 An automated series of emails and tasks
 A playlist of tasks that you can work through
 An outline to follow during a sales call
96.True or false? When you add a note to a contact record, the content of the note
automatically gets emailed to that contact.
 True
 False
97.What can you use the documents tool for?
 You can use it to share a document with your contacts and get insights into how
they interact with it.
 You can use it to create customized documents such as personalized quotes.
 You can use it to take notes about the conversations you have with your contacts
throughout your sales process.
 You can use it for customized reports about the webpages a contact visits most
frequently.

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98.Which of the following is a best practice when sending emails as part of your task
queue?
 Use the email scheduling tool to make sure your emails will be delivered at a time
that’s convenient for your contacts.
 Send emails first thing in the morning to make sure your contacts see them when they
get into work.
 Send emails at the end of the day to avoid interrupting your contacts’ daily schedule.
 Use the sequences tool to make sure your emails get re-sent to the recipient if they
don’t respond.
99.When you create a task, you can have HubSpot send a reminder email to the person
the task is assigned to. When will the reminder email be sent?
 Reminder emails can be set when you create the task to send on any date.
 Reminder emails are always sent on the date the task is due.
 Reminder emails are always sent three business days before the due date.
 Reminder emails are always sent as soon as the task is created.
100.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?
 Forms typically collect more information than lead flows.
 Lead flows typically collect more information than forms.
 Lead flows can only be added to blog posts, but forms can be added to any page.
 Lead flows allow people to chat with you in real time.
101. Which of the following is the HubSpot tool that shows you which companies have
visited your website?
 Email templates
 Messages
 Prospects
 Lead flows
102.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

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HubSpot SEO
Certification Course
Answers


Exam Name: HubSpot SEO Certification Course
Exam URL: https://academy.hubspot.com/courses/seo-training
Pages: 14
Questions: 73

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Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
120. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
121. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
122. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
123. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
124. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
125. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
126. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

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HubSpot SEO Certification Course Answers

1. Dr. Dave Driscoll, a very credible and well respected authority on dentistry, just
linked to a blog post that you wrote about how to floss from his website. When Google
assesses the authority of your post and recognizes the link from Dr. Driscoll’s website,
which search engine function is at play?
 Crawling
 Ranking
 Discovering
 Indexing
2.You’re trying to rank for one of your target topics using a web page that contains a
long, canonical piece of written content. However, when you do your research on what’s
already ranking for that topic by searching for it on Google, you notice that the majority
of search results on page one are videos. Which of the following actions will give your
website the best chance of ranking for this topic?
 Do nothing. Because your web page is a lengthy piece of written content, Google will
have more text to crawl – so eventually, it will rank your page above the video results.
 Delete the written content, and replace it with a video version of that content on the
same URL. Because Google is serving up mostly videos on page 1 for this particular
topic, the written content doesn’t have a place.
 Create a video about that topic, and add it to your existing written page. Because
Google is serving up mostly videos on page one for this particular topic, you’ll
want to have a video in there – but that doesn’t mean having written content to
supplement it won’t help.
3.True or False? Google accounts for the majority of searches worldwide.
 True
 False
4.What do you need to balance when doing SEO?
 Focusing on the user and making it easy for search engines to crawl your website
 Creating lots of high quality content and personalizing it for your buyer personas
 Adding more content to your website and focusing on your social media presence
 Focusing on search engine crawlers and making it easy to share your content
5. True or False? The same SEO strategy will yield the same results for all websites.

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 True
 False

6.Choose all that apply. Which of these factors will affect your SEO strategy?
 How established your business is online
 What resources you have to dedicate to SEO
 How many followers you have on social media
 What industry you’re in
7. Choose all that apply. Which of these are important KPIs to consider for SEO?
 Organic traffic
 Keyword ranking
 Bounce rate
 Content length
 Page load time
8. How do you build discovery and relevance for search engines?
 By increasing the number of backlinks to your pages
 By driving as much traffic as possible to your website
 By creating lots of high-quality content on the topics you want to be known for
 By guest blogging on popular, authoritative sites
9.Choose all that apply. How do you determine the authority of a piece of content?
 The content is optimized for search engines.
 The content is talked about often.
 The content is referred to often.
 The content is cited in other works.
10.What is a backlink profile?
 A list of all the sites your website is currently linking to
 A list of all the sites you are reaching out to for backlinks
 A list of all the pages on your website that need backlinks
 A list of all the sites currently linking to your site
11.Choose all that apply. What does your backlink profile measure?
 The number of outbound links from your website to other sites.
 The number of inbound links to your website.
 The number of unique domains that link to your website.
 The quality of inbound links to your website.
12.True or False? You should optimize a single page for multiple keywords.

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 True
 False

13.What is the purpose of heading tags?
 To provide a hierarchical structure to a web page
 To entice readers to click through onto a page
 To accurately describe a web page’s contents
 To tell search engine crawlers information about a page
14.When would it be beneficial to have a different title tag than your heading tag?
 When your heading doesn’t accurately describe the contents of the page
 When your heading is too long and will get cut off in search engine results
 When your title is more interesting than your heading
 Never, the two elements should always be the same
15.Choose all that apply. Why are internal links important for SEO?
 They help users and search engine crawlers navigate your site.
 They tell search engine crawlers which content should not be indexed.
 They pass link authority from one page to another.
 They allow your pages to appear in search engine results.
16.Which of these is NOT part of a URL?
 Protocol
 Domain
 Path
 Index
17.True or False? You should use hyphens, underscores, or spaces between the words in
your URLs.
 True
 False
18.Why is having duplicate content an issue for SEO?
 It can dilute your ranking potential.
 It confuses users.
 It can negatively affect your authority.
 It isn’t an issue at all.
19. Choose all that apply. Why is it important to have HTTPS for your website?
 It encrypts sensitive data, like passwords and credit card numbers.
 It’s required by Google.

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 It increases users’ trust in your website.
 It prevents your site from receiving inadvertent penalties.

20.What is the purpose of a 301 redirect?
 To temporarily redirect users from one URL to another
 To prevent search engine crawlers from indexing a page
 To resolve duplicate content issues
 To permanently redirect users from one URL to another
21.What are the two biggest factors in the mobile user experience of your website?
 Site speed and pop-ups
 Responsive design and backlinks
 Site speed and responsive design
 Image compression and redirects
22.True or False? Don’t use a page’s URL as your link description.
 True
 False
23.How do search engines use sitemaps?
 Google uses a sitemap to locate structured data on a web page and display it in rich
results.
 Web crawlers use a sitemap to understand a website’s structure so they can
evaluate and rank it more easily.
 Web crawlers use a sitemap to follow backlinks from one site to another and assign
authority to those pages.
 Search engines don’t use sitemaps, but SEO experts use them to determine the
information architecture of a website.
24.Which of these teams is NOT involved in the creation of a sitemap?
 Marketing
 Development
 Sales
 Legal
 IT
25.True or False? The further away a page is from the homepage, the worse it is for that
page’s SEO.
 True
 False
26.The different types of keywords are:

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 Fat head, chunky middle, body keywords
 Head terms, chunky middle, topic keywords
 Head terms, body keywords, long-tail keywords
 Body keywords, chunky middle, long-tail keywords
27.What stage of the buyer’s journey is someone searching for “what is inbound
marketing?” likely in?
 Awareness
 Consideration
 Decision
 None of the above
28. True or False? You should emulate the top-ranking content for your target keyword,
but offer unique value.
 True
 False
29.Sam is the marketing director for StyleHub, a clothing boutique. They opened their
brick and mortar store last year, but Sam only published the website a month ago and it
isn’t receiving much traffic yet. Now, they’re ready to focus on SEO and have some
resources to dedicate to it. Which three tactics should Sam focus on initially?
 Creating a series of blog posts and pillar pages; Reaching out to journalists for
backlinks; Running a keyword competitive analysis
 Implementing structured data on the website; Optimizing the load time of the website;
Guest blogging for other relevant, authoritative websites
 Optimizing the website to follow on-page SEO best practices; Making the website
mobile-responsive; Setting up a Google My Business profile
30.What was the purpose of the Google Hummingbird algorithm update?
 Associating past search history with similar themes and pulling together keywords and
phrases
 Parsing out phrases rather than focusing on specific search queries
 Targeting link spam and manipulative link-building practices
 Serving up more personalized and relevant search results
31. What is a pillar page?
 A structural strategy to organize the information architecture of your website
 A page such as your home page which links out to a large number of other pages on
your site
 A way to organize a site’s content pages using a cleaner and more deliberate site
architecture
 A website page that covers a specific topic in depth and is linked to a cluster of
related content
32. Google measures how interesting other people think your content is through ___.

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 Links
 Backlinks
 Social shares
 Page views
33. True or False? Google doesn’t care about the quality of backlinks, only the quantity.
 True
 False
34.What kind of content is most likely to be organically linked to?
 Informational content
 Promotional content
 Clickbait content
 All content is equally likely to be linked to.
35.How many links does it take to rank high in search results?
 The same number of links that other pages on your site have
 More links than your highest-ranking page has
 The same number of links that the results ranking on page one have
 None of the above
36. True or False? All link-building tactics require building a relationship in order to
work.
 True
 False
37.When building a relationship with the goal of receiving backlinks, what is the first
thing you should do?
 Request a link from them
 Deliver value to them
 Pitch an idea for a piece they can write
 Tell them how important you are
38.Choose all that apply. What are the most important things to do when replying to
press request alerts?
 Respond quickly
 Include an image or video
 Give the journalist exactly the information they want
 Make sure they know how authoritative your site is
39.True or False? Backlinks build authority.
 True
 False

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40.True or False? The majority of SERPs include some type of rich results.
 True
 False
41. What are rich results?
 Google’s response to a user’s search query
 Visually enhanced search results that provide supplemental information to the
title, URL, and meta description of a web page
 A standardized format for providing information about a page and classifying the page
content
 A markup language
42.What kind of company would benefit from the site links rich snippet?
 All companies can benefit from site links rich snippets.
 A company with a large website, recognizable brand, and high search traffic.
 A company with a smaller, highly targeted website.
 A company that has an ecommerce store which sells products online.
43.True or False? Structured data is a markup language.
 True
 False
44. What is Schema.org?
 A standardized format for providing information about a page and classifying the page
content
 A website where you can input a type of structured data and generate completed
markup for your page
 The organization that creates the standardized language and rules used for
structured data
 Google’s proprietary source of structured data
45.What tool can you use to test for errors in structured data markup?
 Google’s Structured Data Testing Tool
 Google’s Rich Results Test
 Google’s PageSpeed Insights
 Both A & B
46.If you track nothing else for SEO, make sure you track ___.
 Organic traffic
 Clickthrough rate
 Conversion rate
 Impressions

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47.True or False? No matter what SEO tool you use, the metrics will be exactly the
same.
 True
 False
48. True or False? Domain authority is a ranking factor in Google’s algorithms.
 True
 False
49.Chris is a marketing manager at The Pet Box, which offers subscription boxes for pet
owners. Chris wants to increase traffic to The Pet Box’s main product page. Right now
that page ranks on the second page of search results for their target keyword. Chris has
started improving the on-page SEO of the page, optimizing it for their target keyword,
and seeking backlinks from popular pet care blogs. In order to track progress towards
their goal, which metrics should Chris track?
 Organic traffic, position, impressions, backlinks
 Organic traffic, clickthrough rate, bounce rate, sales
 Organic traffic, bounce rate, time spent on page
50.What is the recommended format for implementing schema markup?
 Google Tag Manager
 HTML
 JSON-LD
 None of the above
51. What kind of heading tag should you use for subtitles on a page?
 H1
 H2
 H3
 B or C
52.How long should your page’s title tag be?
 Under 60 characters
 Under 120 characters
 Over 60 characters
 As long as possible
53. Which of these is a strategy to determine the internal linking structure of a website?
 Pyramids
 Schema
 Canonicalization
 Topic clusters

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54.Choose all that apply. Which of these tactics will help improve your website’s
internal linking?
 Add a related posts section to your blog.
 Audit your robots.txt file.
 Create more blog posts and web pages.
 Create a pillar page and topic cluster.
55.Which of these is an example of a top-level domain?
 www.
 .org
 https://
 All of the above
56.True or False? It is a best practice to make your URLs as long and descriptive as
possible.
 True
 False
57.What technical SEO issue can you solve with an SSL certificate?
 Slow site speed
 Lack of site security
 Duplicate content
 Negative mobile user experience
58.When performing keyword research, how can you determine which keywords you
should create content for?
 Define topics that you want your business to be known for, then find long-tail
keywords within that topic area.
 Perform a competitor analysis to see what keywords your competitors are ranking for.
 Identify keywords that have the highest amount of search volume, then create as much
content as you can on them.
 A & B
59.True or False? When you make a change to a page, Google immediately crawls it.
 True
 False
60. What is the primary goal of a search engine?

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 To drive the most amount of traffic to their own pages
 To serve users the most relevant content that matches their search query
 To personalize search results for individual users
 To index pages as fast as possible
61.True or False? Authority directly impacts ranking strength.
 True
 False
62.Choose all that apply. Which of these are ways to increase your site speed?
 Compress images
 Upload images at the exact dimensions they’ll be used
 Add pages to your robots.txt file
 Reduce the number of backlinks to your pages
63.Choose all that apply. Why are meta descriptions important?
 They increase click-through rate and visits from organic search.
 They increase visits from social media.
 They increase the authority of a web page.
 They give people the right information at the right time.
64. Choose all that apply. When should you submit your sitemap to Google and other
search engines?
 When you first publish your website
 When you publish a new web page
 When you make a significant change to your site structure
 When you redesign your website
65.Jo is a marketer at Papier, a stationery company that does most of their business
online. Jo has noticed that Papier is falling behind their competitors in search results
and wants to improve their ranking and clickthrough rate. How should Jo go about
optimizing the Papier website for this goal?
 Add structured data to the product pages to display reviews and ratings data in
rich results, and optimize the pages’ meta descriptions.
 Implement a topic cluster content strategy to create blog posts and a pillar page on the
topic of stationery.
 Submit their sitemap to Google Search Console and resolve any duplicate content
issues and crawling errors.
66.When should you decide to work with a developer to implement structured data on a
page?
 When there are multiple schema markups that you want to implement on a single page
 When you are unable to use a plugin to add structured data to your website
 You should always work with a developer to implement structured data.

359. 359

 When there are a large number of required or recommended properties in a
markup

67.Why is over-optimizing bad?
 You can’t collect any impactful data to inform your next steps
 Google will be confused and unable to crawl your site
 You won’t be able to update a page after a certain number of changes
 It will trigger a penalty in Google
68. Choose all that apply. What data can you gather about your website from Google
Search Console?
 Search impressions
 Position in SERPs
 Time spent on a page
 Clickthrough rate
69.Why would you want to run competitive analyses of keywords?
 To figure out what keywords your web pages are currently ranking for
 To determine whether you should be targeting a long tail keyword or a head term
 To ensure the keywords you’re targeting are aligned with your audience
 You shouldn’t run competitive analysis of keywords.
70.True or False? Adding structured data to a page guarantees that it will appear as a
rich snippet in search results.
 True
 False
71.Which of these is an example of a long-tail keyword?
 Glasses
 Do I need glasses
 Women’s eye glasses
 What does my glasses prescription mean
72.Zoe is a digital marketer at a graphic design agency, and she’s been tasked this
quarter with improving the firm’s SEO. However, the only guidance she has received
from her boss is to get the site to rank higher on Google. In order for Zoe to create a
successful SEO strategy for the business, what should her first step be?
 Perform an SEO audit of the firm’s website to determine if there are any crawl errors
or content gaps
 Set a SMART goal and establish KPI’s to track if her SEO efforts are successful
 Outline a content calendar for the quarter, including target keywords with high search
volume

360. 360



73.When should you use a robots.txt file?
 When you have multiple versions of a page to indicate the preferred version
 When your website receives a penalty from Google
 When you have pages that you don’t want search engines to crawl and index
 Whenever you feel like it

361. 361

HubSpot SEO II
Certification Answers


Exam Name: HubSpot SEO II
Exam URL: https://academy.hubspot.com/courses/seo-ii
Pages: 13
Questions: 61

362. 362

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
127. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
128. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
129. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
130. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
131. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
132. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
133. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

363. 363

HubSpot SEO II Certification Answers

1.Liam is an SEO specialist at an advertising agency. He believes that he can improve
the company’s search performance by creating a blog series and pillar page. However,
the CEO has been hesitant to sign off because content creation takes a lot of time and
she isn’t sure they’ll see the ROI. How can Liam convince the CEO that this is a
worthwhile investment?
 Show the CEO the Google Analytics and Search Console reports on how much traffic
the company website is getting, their keyword rankings, and their click-through rate.
 Create a slide deck presentation on content marketing and why it’s important to be
constantly churning out fresh content for Google.
 Gather data about the search volume for the keywords Liam wants to create
content for, showing the CEO the potential search visibility, clicks, and leads they
might gain by following this strategy.
2.Select all that apply. Which of the following strategies help you communicate the value
of SEO to stakeholders?
 Putting the user at the center of everything you do
 Making your work accessible to people outside the SEO field
 Following SEO blogs, newsletters, and social media
 Tying your actions back to business goals
3.Why is it important to keep track of trends and updates in your business’ niche?
 So you can better communicate with your colleagues and/or clients.
 So you can anticipate how trends and updates might affect your website.
 So you can become a subject matter expert in your business’ niche.
 It isn’t important to keep track of trends and updates in your business’ niche.
4.What is an SEO competitive analysis?
 The process of researching your business competitors to find out how you can beat
them in the market
 The process of generating reports on the search impressions, clicks, and click-through
rate of web pages
 The process by which you analyze the different keyword opportunities on your
website
 The process of identifying the strengths and weaknesses of you and your
competitors’ SEO

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5. Select all that apply. What are the goals you want to achieve through an SEO
competitive analysis?
 Discover your competitors’ winning strategies
 Benchmark your current SEO performance
 Reveal any competitor gaps or weaknesses
 Identify areas of improvement in your SEO strategy
6.True or false? Your business competitors are not always the same as your SEO
competitors.
 True
 False
7.What are keyword gaps?
 The phrases that your competitors are ranking for, but you aren’t
 The keywords that you currently aren’t targeting
 The phrases that don’t have a lot of search traffic
 The search phrases that your website does not rank for
8.Select all that apply. Why is it important to identify the strengths and weaknesses of
your website and your competitors’ sites?
 To capitalize on your competitors’ weaknesses
 To stay up-to-date on trends in search
 To optimize the strengths of your website
 To improve the weak areas of your site
9.True or false? When performing an SEO competitive analysis, you do not need to
analyze your site on a page-by-page basis.
 True
 False
10.What would you be tracking in a goal completion report in Google Analytics?
 Which goals are being completed (e.g., form submissions, pages visited, or events
triggered)
 Which pages attribute to the most goal completions and their conversion rates
 The proportion of goal completions in comparison with overall page visits
 All of the above
11.What is the best timeframe to report on content to lead generation?
 1 month
 3 months
 6 months
 12 months

365. 365

12.Select all that apply. Which of the following metrics should be included in a content
quality report?
 Bounce rate
 Average time on page
 Goal completions
 Organic search impressions
 Percent exits
13.Which type of report will show you what brought people to a particular page?
 Keyword rank in Ahrefs
 Content to leads in HubSpot
 Goal completions in Google Analytics
 Clicks to impressions to CTR in Google Search Console
14.Greta is an SEO professional working for a large law firm. She is gathering her
monthly reports on their website performance, and her manager has asked that she
focus on demonstrating how SEO is contributing to the business’ bottom line. What type
of report should Greta pull in order to best show the ROI of SEO?
 A goal completion report, which shows which pages are generating the most form
submissions
 A content to leads report, that shows which pages are converting the most leads
 A keyword rank report, which shows the overall web presence of their keywords
 A top pages report, which shows which pages are generating the most traffic to their
website
15. Select all that apply. Which of the following are examples of site moves with URL
changes?
 Protocol changes
 Domain name changes
 Hosting provider changes
 URL path changes
16.Select all that apply. What are the advantages of migrating a large site in sections?
 Making fewer changes at once decreases the risks of errors.
 Google recommends migrating large sites in sections if possible.
 It can be less expensive for the business.
 There are no advantages to migrating a site in sections.

366. 366

17.What are the proper use cases for 301 and 302 redirects?
 Use 301 redirects for top-priority pages that you want Google to index first. Use 302
redirects for lower-priority pages which can be indexed later.
 Use 301 redirects all the time. There are no proper use cases for 302 redirects.
 Use 301 redirects when the change is not permanent. Use 302 redirects when the old
URL is moving permanently to the new URL.
 Use 301 redirects when the old URL is moving permanently to the new URL. Use
302 redirects when the change is not permanent.
18. Jenny is in charge of creating the URL mapping file for her company’s website
migration project. While working on it, she notices that there are many pages which
have no corresponding page on the new site, because they have been either removed or
consolidated. She isn’t sure what to do about these pages. What would you suggest
Jenny do in this scenario?
 She should redirect all orphan pages to the website homepage.
 She should redirect each orphan page to its parent category page or the most
relevant similar page.
 She should not redirect these pages.
19.True or false? It is best practice to avoid redirect chains by redirecting straight to a
page’s final destination.
 True
 False
20.When is the best time to execute a site migration?
 On the day when the site historically has its highest traffic to maximize the visibility
of the new site
 On a weekday between 6PM and 11PM
 On a day that will have the least impact on your business revenue, ideally during
off-peak hours
 It doesn’t matter what day or time you execute a site migration, they will all have the
same effect.
21.During which stage of a migration should you benchmark site performance metrics?
 Pre-migration
 During the migration
 Post-migration
 There is no identified stage for benchmarking site performance metrics.
22.True or false? Moving a site from HTTP to HTTPS does not count as a site
migration.
 True
 False

367. 367

23. Select all that apply. Which of the following status codes should you focus on
resolving during a technical SEO audit?
 200
 300
 400
 500
24. Crawl budget is mainly a concern for which types of websites?
 Websites with less than 1,000 pages
 Websites with over 10,000 pages
 Websites in regulated industries
 All of the above
25. Select all that apply. Which of the following should you avoid to reduce a site’s crawl
budget?
 Duplicate content
 Navigation menus with over 7 items
 Long redirect chains
 Infinite spaces
26. If a website has content added via JavaScript, what additional stage do search
engines need to complete?
 Crawling
 Indexing
 Ranking
 Rendering
27.Blake is going through a technical SEO audit for his company’s website when he
notices that several pages are taking 6 or more seconds to load. He knows this is too slow
and he needs to speed them up, but isn’t sure how to identify what’s causing the
slowdown or how to fix it. To get started, what should Blake look into?
 Large code files that could be minified
 Non-essential JavaScript that could be moved to the footer
 Large image or video files that could be compressed
 All of the above
28.What is the purpose of limiting HTTP requests?
 To remove extraneous code and empty spaces in HTML and CSS files to improve
page performance
 To reduce a page’s overall download size in order to increase its load speed
 To reduce the frequency at which a browser needs to download information on a
page, increasing its load speed
 To maximize website caching so a page can load faster

368. 368

29.Which of the following is NOT a strategy to limit HTTP requests?
 Combining text resources
 Moving render-blocking JavaScript
 Minifying code files
 Reducing redirects
 Combining image resources
30.Fill in the blank: ___ happens when the server saves the result of a single render and
serves that same result when requested again.
 Server-side caching
 JavaScript rendering
 Minification
 Client-side caching
31.True or false? Most elements of a website can be cached.
 True
 False
32.Which of the following is NOT a function of the robots.txt file?
 Show search engine bots all the pages on a site
 Prevent search engines from crawling private pages
 Keep search engine bots from overwhelming server resources
 Specify the location of your sitemap
33.Select all that apply. Which of the following are included in Google’s Page
Experience update?
 Intrusive interstitial guidelines
 Safe browsing
 Mobile-friendliness
 Core Web Vitals
34.Claire is analyzing her website’s Core Web Vitals and notices that LCP is occurring
at 10 seconds, which is much longer than what Google recommends. Which of the
following elements could be contributing to slowing down Claire’s page?
 A pop-up banner, appearing halfway down the page
 A navigation menu with more than 7 items
 An embedded video below the page header
 A non-responsive website design
35.True or false? Page experience is the primary ranking factor for Google, even more
important than a page’s content.
 True
 False

369. 369

36.What is Largest Contentful Paint (LCP)?
 The visual stability of a website or how predictable it is to use
 The length of time it takes for a page to react after a user interacts with it
 The length of time it takes for the element using the most amount of pixels to
render on a user’s screen
 None of the above
37. True or false? Cumulative Layout Shift is only measured on a page’s first load.
 True
 False
38.What is lazy loading?
 A technique that involves loading non-critical assets on a page only when needed
 A type of responsive website design
 A strategy that involves combining image resources by utilizing image sprites
 A tactic to improve page speed by loading JavaScript asynchronously
39.Adding inline CSS dimensions to images, videos, and gifs helps improve which Core
Web Vital?
 Largest Contentful Paint
 First Input Delay
 Cumulative Layout Shift
 It does not help improve any of the Core Web Vitals.
40. What is the best practice for using website pop-ups in a user-friendly way?
 The pop-up should appear in at least three different locations on a page to cater to all
buyer personas.
 The pop-up should take up as much space on the page as possible so that users can
easily see it.
 The pop-up should take up a reasonable amount of space on the screen and not
prevent users from accessing content.
 There are no user-friendly ways to use pop-ups and they should be avoided entirely.
41. Fill in the blanks: ___ and ___ form the foundation of technical SEO.
 Website performance; crawlability
 Crawl budget; mobile-friendliness
 Site speed; on-page SEO
 Content; keywords
42.True or false? If you improve the speed at which individual pages load, you’ll
improve your overall site speed.
 True
 False

370. 370

43. Select all that apply. What are the main categories of site moves?
 Site moves with domain name changes
 Site moves with URL changes
 Site moves with infrastructure changes
 Site moves without URL changes
44. Fill in the blank: ___ occurs when a user quickly navigates back and forth between
pages in search results.
 Rendering
 Bouncing
 Pogo-sticking
 Rebounding
45.Why is it important to keep track of Google algorithm updates?
 It can help you outsmart Google.
 It can help you better communicate the ROI of SEO to your stakeholders.
 It isn’t important to keep track of Google algorithm updates.
 It can help you understand how your site has been affected in the past and/or
could be affected in the future.
46.What is the purpose of an image sprite?
 To decrease the number of image files that are limiting your load speed
 To reduce the load time of a page by automatically compressing the size of all images
 To enhance consistency and ensure that all of your icons match across your entire
website
 Both A and C
47.True or false? You can minify code or compress it, but you cannot do both.
 True
 False
48.What is Google Page Experience?
 A set of signals that measures a website’s user experience, specifically on mobile
devices
 A set of signals that measure how users perceive the experience of interacting
with a web page beyond its pure information value
 A group of metrics Google uses to determine if a website’s content is accessible
 A report available in Google Search Console that shows which pages are mobile-
friendly

371. 371

49.What is the first step in any website migration project?
 Creating a URL mapping file
 Putting together a technical SEO specification
 Scoping the project to create a project plan
 Setting benchmarks
50.Fill in the blank: ___ happens when the server tells a web browser to keep the files it
downloads, so it doesn’t have to download them again in the future.
 Browser caching
 General caching
 Server-side caching
 Client-side caching
51. What is the purpose of a URL mapping file?
 To create a map for Google to follow the redirect path
 To map out how many 301 vs. 302 redirects you need
 To map the old site URL to the new site URL
 To avoid pages being interpreted as soft 404’s
52.What is a technical SEO specification?
 A document used during a website migration which captures SEO elements that
need to be changed or transferred to the new site.
 A list of technical SEO issues on a website that need to be resolved, which are
gathered during a technical SEO audit.
 A comprehensive definition list of technical SEO terms to use when communicating
with stakeholders.
 A spreadsheet used during a technical SEO audit which keeps track of metadata on the
site
53.Which of the following is the most important aspect of a mobile-friendly website?
 Mobile site matching the desktop site
 Responsive website design
 Images and videos
 Avoiding intrusive pop-ups

372. 372

54.Raquel is working on a technical SEO audit for a new client who recently decided to
move their website from HTTP to HTTPS. When starting her audit, Raquel notices that
some HTTP pages were never redirected to the HTTPS pages, which is now causing
issues for the site in search. However, this client is very resistant to the idea of
implementing more redirects, since they’ve heard that this can lead to a drop in their
search performance. How should Raquel approach this situation with her client?
 She should stop the technical SEO audit completely and tell her client that she cannot
continue until they have resolved the issues with redirecting the HTTP pages to
HTTPS.
 She should explain to her client how redirects work (focusing on how 301
redirects pass “link juice” to new pages), explain how having both HTTP and
HTTPS pages creates duplicate content, and how this can negatively affect the
site’s performance.
 She should explain that while improperly implemented redirects can result in a drop in
search performance, they are a necessary evil and redirecting the HTTP pages to
HTTPS must happen immediately.
55.What are the three aspects of a website’s user experience, as measured by Core Web
Vitals?
 Visual stability, interactivity, and design
 Interactivity, mobile-friendliness, and speed
 Loading, responsive design, and accessibility
 Loading, interactivity, and visual stability
56.Select all that apply. Which of the following can negatively impact your CLS score?
 Images and iframes without inline dimensions
 Large items like YouTube video embeds or image sliders
 Dynamically injected content
 Improperly loaded custom webfonts
57.Dana is an SEO freelancer working with a client who is redesigning their website.
The client’s designer has come up with a design that uses four custom fonts, but Dana
voices their concern that this could have a negative impact on the site’s performance.
How can Dana explain this issue to their client, and what solution can they propose?
 Using custom fonts is looked up unfavorably by Google, as they prefer designers to
use exclusively Google fonts to promote their brand. The designer should use Google
fonts in order to comply with these guidelines.
 Using more than two fonts of any kind can confuse users, provide a poor user
experience, and increase the page’s LCP. Instead, the designer should use just a single
Google font across the entire site.
 Using more than two custom fonts can cause fonts to flicker on loading, showing
a flash of unstyled text. This is a poor user experience and increases the CLS
score. Instead, the designer should try to find comparable Google fonts to use.

373. 373

58.What is minification?
 The process of reducing resource size by removing unnecessary comments and
spacing in the source code
 The process of replacing repetitive pieces of code with markers directing to the first
instance of that code
 The process of redirecting large groups of URLs in batches during a site move
 The process of moving large JavaScript files to the bottom of a page for all non-
essential functions
59.Jeremiah is an in-house SEO specialist for a car rental company with locations across
the U.S. He works closely with the firm’s web designer, Maria, who mentions to him that
she’d like to contextualize the site’s homepage by displaying the nearest car rental
pickup spot based on the user’s location. Jeremiah thinks this is a great idea, but has
concerns about how it may slow down the site. What solution could Jeremiah employ to
keep the functionality while maintaining the site speed?
 There is no solution to keep this functionality and avoid slowing down the page,
resulting in decreased performance. Therefore, Jeremiah should recommend that
Maria not use it.
 Use an open source web bundler to combine all the JavaScript on the homepage,
placing it at the bottom of the page.
 Put the JavaScript that generates the site location in the HTML of the page
where it’s needed, and keep non-essential JavaScript in the page footer.
60.Which of the following does Google consider a good CLS score?
 0.1
 0.5
 1.0
 2.5
61. Mariah is performing an SEO competitive analysis on her client’s website. She
identifies that their backlink profile is relatively weak, primarily because her client
believes backlinks are a trend and isn’t interested in investing in them. However, she
notices that their top competitors have received backlinks from a few reputable news
agencies and aggregator sites. As a result, they are outranking her client in the SERPs.
How should Mariah approach this situation with her client?
 Mariah should educate her client on the value provided by high-quality
backlinks, then suggest a strategy of approaching the same sites which link to
their competitors and ask for a similar backlink to their website.
 Mariah should send her client information from popular SEO blogs about backlinks,
then propose that she start a cold outreach campaign to 100 relevant websites to ask
for links.
 Mariah should instead focus on content marketing and creating more high-quality blog
posts.

374. 374

HubSpot Service Hub
Software Certification


Exam Name: HubSpot Service Hub Software Certification Exam
Exam URL: https://academy.hubspot.com/courses/hubspot-service-software
Pages: 18
Questions: 110

375. 375

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
134. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
135. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
136. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
137. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
138. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
139. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
140. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

376. 376


HubSpot Service Hub Software Certification

1. Which report(s) do you use to decide which knowledge base articles to write?
 Average ticket response time
 Average ticket response time by rep
 Ticket volume by category
 All of the above
2.Customer portal is a _______ offering.
 knowledge base
 help desk
 customer feedback
 self-service
3. True or false? Cross-object reporting exists in the service analytics tool.
 True
 False
4.A customer portal is a __________.
 home base where customers can view, open, and reply to support tickets.
 place where customers can open tickets, but not reply to them.
 HubSpot account for folks who don’t have paid seats.
 place where your customers can buy your products or services.
5.True or false? You cannot edit the look and feel of your customer portal.
 True
 False
6.A customer portal helps customers do all of the following EXCEPT:
 access answers your support team has previously given.
 respond to conversations on their own terms.
 live chat with a support rep.
 know the status of their support tickets.
7. True or false? All customer portals are password protected.

377. 377

 True
 False

8. What information can a user see in their customer portal?
 How long a rep has to respond to the ticket before an SLA breach
 Ticket replies from customer service agents
 How many other customers have filed a similar ticket
 All of the above
9.________ is for folks who need to create basic, out-of-the-box reporting.
 The report builder
 Service analytics
 The report library
 The report synthesizer
10.True or false? You can create cross-object reports from the report builder
 True
 False
11.What’s the difference between service analytics and the report builder?
 Service analytics has out-of-the-box reports; the report builder requires you to
build every report from scratch.
 The report builder has out-of-the-box reports; service analytics requires you to build
every report from scratch.
 Service analytics has in-depth reports; the report builder has more generalized reports.
 Service analytics is generally for managers; report builder is for reps.
12. In Service Hub, you can set SLAs based on how long it takes your reps to first
respond to a ticket and/or how long it takes reps to _____.
 close the ticket.
 send the CSAT survey.
 respond to the second customer interaction.
 work on a new ticket.
13.True or false? You can access conversations from the HubSpot mobile app.
 True
 False
14.Agent collision detection tells you when another agent is ________.
 working on the same message.
 about to bump into you on the street.

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 available for live chat.
 unavailable for live chat.

15. What is channel switching?
 Switching between responding to a customer and leaving a comment on the
customer’s record in conversations.
 Another name for customer portal.
 Going from live chat to Facebook Messenger to email on a single thread.
 Switching from using conversations on desktop to using conversations on your mobile
device.
16. If your support reps have trouble prioritizing tickets, consider _______.
 Creating a “high priority” view.
 Setting SLAs.
 Using automation to move tickets to different stages.
 All of the above.
17.If you’ve never set up service reports in HubSpot before, start with _________.
 The report builder
 The report library
 Service analytics
 The report customizer
18.Reports bucketed under the “conversation overview” category give you insight into:
 How your customers are changing over time.
 How effective your knowledge base is.
 How productive your reps are.
 All of the above.
19. If you’re setting up Service Hub reports for the first time, where should you start?
 Service analytics
 Customer report builder
 Report library
 Sales analytics
20.Custom views in the conversations inbox lets you _________.
 Choose which of HubSpot’s predetermined views to pin.
 Create your own views based on ticket and conversation properties.
 Drag and drop conversations to HubSpot’s predetermined views.
 Customize the font of your emails and live chat.
21.What type of feedback survey can you add to your live chat?

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 CES
 NPS
 CSAT
 Custom survey
22.True or false? Your leadership team should be the ones to create the customer
journey map.
 True
 False
23.True or false? You should only include four stages in your customer journey map.
 True
 False
24.True or false? Customer journey maps are only useful for customer-facing
individuals.
 True
 False
25. True or false? When setting up your Conversations email inbox, you should connect
your personal email.
 True
 False
26. True or false? The only way to move tickets to different stages is manually.
 True
 False
27.True or false? It’s a good idea to write your knowledge base titles as questions.
 True
 False
28.True or false? Experiencing lower ticket volume is a good indicator that your
knowledge base is working well.
 True
 False
29.True or false? It’s a best practice to send your NPS survey to customers monthly.
 True
 False

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30.True or false? You should only ask a customer to become an advocate over the
phone.
 True
 False
31.True or false? Regardless of how long it takes, you should respond to every single
customer feedback survey you receive.
 True
 False
32. Which of the following is NOT a stage in HubSpot’s feedback framework?
 Improve the customer experience
 Establish listening posts
 Collect customer feedback
 Understand customer sentiment
33. What is an advocate?
 Someone who gives you a score of 9 or 10 on your NPS survey
 Someone who helps you generate more business
 Someone who gets paid for advertising your brand.
 An employee on your marketing team
34.According to the prioritization matrix, customer issues that are high impact and high
cost should be prioritized:
 Today
 Tomorrow
 Next week
 Next year
35.If you want to know what your customer thinks about their sales experience, which
feedback survey should you use?
 Customer effort score
 Customer satisfaction survey
 Net promoter score
 Customer advocacy score
36.You should use custom feedback surveys when you want to understand ________.
 overall customer sentiment.
 how easy it was to solve a problem.
 the satisfaction of a particular milestone.
 something that’s not covered in industry standard surveys.
37.Which of the following is NOT an example of an advocacy action?

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 Writing a case study about a customer
 Paying your customer to leave you a good review regardless of their actual
experience.
 Writing a blog post about a customer
 Asking a customer to write you a Yelp review
38.How often should a customer effort score survey be used?
 After every support interaction
 Quarterly
 Monthly
 After every milestone
39.How do you calculate NPS?
 Percentage of promoters minus percentage of passives
 Percentage of promoters minus percentage of detractors, divided by percentage of
passives
 Percentage of promoters minus percentage of detractors
 Percentage of promoters
40.Which of the following is NOT a step when establishing listening posts?
 Define your customer journey
 Align survey methods and goals
 Collect feedback
 Analyze feedback
41.All of following are appropriate ways you can encourage folks to fill out your
feedback surveys EXCEPT:
 Offer incentives like a five dollar gift card
 Keep your surveys short and to the point
 Email customers daily until they fill out the survey
 Offer surveys via multiple channels
42. Scenario: Your boss wants to assess how customers feel after a technician visited
their home. Which survey should your boss use?
 Net promoter score
 Customer satisfaction survey
 Customer acknowledgment survey
 Customer effort score
43. Fill in the blank: Reach out to your ______ to ask them to complete advocacy
actions.
 promoters
 detractors
 passives

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 marketing team


44. Fill in the blank: You should use a customer effort score instead of a customer
satisfaction survey when you want to understand __________
 Ease of completing a task
 Overall satisfaction vs. satisfaction at a particular moment
 Satisfaction at a particular moment vs. overall satisfaction
 Impact of a bug or outage
45. True of false? You can edit the NPS question in HubSpot.
 True
 False
46. In HubSpot, help desk is comprised of all of the following tools EXCEPT:
 Reporting
 Automation
 Knowledge base
 Tickets
47. Fill in the blank: When responding to a customer, you should use an email template
to______.
 answer a generic question
 answer a complicated question
 insert a knowledge base article
 transfer the email
48. All of the following are reasons to @ mention someone on a ticket record EXCEPT:
 To escalate a ticket
 As an FYI
 To transfer ticket ownership
 To email the customer
49.What is a snippet?
 A reusable text block
 An email template
 The bit of text on a ticket record
 A ticket
50.When should a company create multiple customer journey maps?

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 If they sell to multiple personas that go through different processes
 If they sell multiple products or services
 If they have multiple customer-facing teams
 Never
51. Fill in the blank: Creating a customer journey map will help you identify the journey
from customer to ______.
 employee
 promoter
 renewal
 marketer
52. Fill in the blank: When creating a customer journey map, you should map out what
your customer is ______ and ________.
 Feeling and thinking
 Doing and looking for
 Doing and feeling
 Doing and planning to do
53.Which report(s) do yo use to decide which knowledge base articles to write?
 Average ticket response time
 Average ticket response time by rep
 Ticket volume by category
 All of the above
54. Which of the following is a benefit of phone support?
 It’s cheaper for your company.
 Customers can get immediate help for complicated issues.
 In general, customers prefer phone support to any other type of support.
 All of the above
55. When should you consider using a chatbot?
 If human bandwidth is a constraint
 If the cost of making a mistake is low
 If you get a lot of standard questions
 All of the above
56.When should you use multiple ticket pipelines?
 If your tickets go through different stages
 If you provide multiple products or services
 If you have multiple customer service agents
 If your tickets have different priorities
57.A service level agreement is a(n)

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 Ticket pipeline
 Commitment between a service provider and a client
 Understanding of the amount of time it takes a company to solve a problem
 Agreement between two competing companies
58. A help desk does all of the following EXCEPT:
 Streamline intake
 Provide feedback
 Improve experiences with reporting
 Triage customer issues
59.Fill in the blank: With HubSpot’s help desk, you can streamline and manage your
intake within ______.
 conversations or tickets
 your email client
 knowledge base
 your website
60.All of the following are stages of troubleshooting EXCEPT:
 Understand the issue
 Find relevant context
 Diagnose the problem
 Ask for help
61. In terms of customer support, what does triage mean?
 Gathering support inquiries
 Responding to support inquiries
 Reporting and analyzing on support inquiries
 Categorizing and routing support inquiries
62.Fill in the blank: The primary goal of a customer journey map is to ______.
 understand the process from becoming a prospect to a customer
 ensure your customers continue to buy from you
 know the location of your customers
 build empathy
63.The extended value stage is when you _______.
 Offer your customer more than they were expecting.
 renew your customer’s account customer renews with you.
 prolong your onboarding process.
 give the customer what they want.
64.How often should you revisit your customer journey map to ensure it’s kept up to
date?

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 Whenever you get an influx of new customers
 When your business practices change
 Quarterly
 Whenever you get negative feedback
65.A customer journey map is a representation of:
 the stages a customer goes through with your company
 where your customers physically are
 how your prospects become your customers
 how your customers renew
66. Which of the following is NOT a best practice when creating knowledge base
articles?
 Use questions as titles
 Use bullet points
 Use a casual tone
 Use screenshots and GIFs
67.Which of the following is an appropriate knowledge base title?
 What are the ins and outs of HubSpot?
 How do I create a custom feedback survey?
 So you wanna build a chatbot…
 How to create, send, troubleshoot, and analyze a campaign
68. The HubSpot knowledge base tool can do all of the following EXCEPT:
 Offer related articles to readers
 Restrict knowledge base articles
 Add videos to articles
 Suggest articles to be written
69.In order to assess customer service agent performance, which of the following reports
should you look at?
 Ticket close total by rep
 Ticket totals over time
 Ticket totals by source
 Knowledge base article views
70.You should use a call-out in a knowledge base article to:
 draw the reader’s attention to an important detail
 tell your reader what articles to read next
 host Q&As
 ask the reader for feedback
71.Fill in the blank: A knowledge base is a ______.

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 blog about a product or service
 collection of articles about a product or service
 place where customers can contact a company’s support team
 collection of reviews about a product or service
72. With Service Hub, you can complete all of the following tasks EXCEPT:
 Gather intake
 Route tickets
 Monitor all social media
 Respond to support inquiries
73.The four key moments to keep in mind when customer journey mapping are: First
impression, ___________, intended value, extended value
 expected value
 first value
 second impression
 extended impression
74.True or false? You should only reach out to your detractors.
 True
 False
75.Which of the following is NOT an appropriate way to categorize your knowledge base
articles?
 By persona
 By product or service
 By author
 By customer stage
76.True or false? Through ticket automation, you can move a ticket from one stage to
another based on an email response.
 True
 False
77.An example of an intended value milestone is when the customer expected to get her
fridge fixed, ________.
 and her fridge is fixed.
 and her fridge and sink are fixed.
 and the repair person arrives.
 but the repair person didn’t show up.
78.You can do all of the following from a ticket record EXCEPT:
 Make a call

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 Send an email
 Create an internal task for yourself or a colleague
 Start a video chat
79.Fill in the blank: With ticket ________, you are able to edit ticket properties
according to which team owns the ticket.
 editing
 records customization
 views
 pipelines
80.When setting up your knowledge base in HubSpot, you need to connect your _______.
 help desk
 domain
 brain
 Conversations inbox
81.Fill in the blank: Companies use customer journey maps to build _______ for their
customers.
 confidence
 empathy
 products
 roadmaps
82.True or false? A visitor can start a conversation with a chatbot, and then that chatbot
can transfer the conversation to a human.
 True
 False
83.True or false? Knowledge base articles should be casual, personable, and anecdotal.
 True
 False
84.True or false? Most people prefer using self-service compared to phone support.
 True
 False
85.True or false? You could use an NPS survey to assess overall sentiment of your
employees.
 True
 False
86. True or false? Customer effort score is measured on a three-point scale.

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 True
 False
87.Your manager wants to know who your primary persona is. The best feedback
survey to use is:
 Net promoter score
 Custom feedback survey
 Customer effort score
 Customer satisfaction survey
88.You want to understand how your customer support team is performing. The best
feedback survey to use is:
 Customer effort score
 Customer satisfaction survey
 Net promoter score
 Customer leadership score
89.You should include all of the following stages in your customer journey map
EXCEPT:
 First impression
 Delighted value
 First value
 Intended value
90. All of the following are benefits of email support EXCEPT:
 It’s immediate
 It provides a paper trail
 You can insert screenshots and gifs
 It’s conversational
91. Intake is how you _____.
 respond to support inquiries
 receive support inquiries
 triage support inquiries
 acknowledge support inquiries
92. In terms of a customer journey map, what does intended value refer to?
 When customers expectations are exceeded
 The customers first experience
 When the customer feels confident they will get what they expect
 When the customer got what they expected
93. True or false? A knowledge base is a type of self-service.

389. 389

 True
 False
94. An example of an extended value milestone is when a customer:
 gets the outcome they expected
 renews their account
 gets more than they expected
 tells their network about your product or service
95.How often should you edit your knowledge base articles?
 Any time you get negative feedback on an article
 Monthly
 Whenever products or service change pertaining to the article
 Quarterly
96. An example of a customer using self-service is when they:
 live chat with an employee
 Search for their inquiry and finds an article
 Search for their inquiry and ends up calling the company
 emails with an employee
97.Which of the following is a benefit of live chat?
 It’s an easy way to answer complicated questions.
 It’s immediate.
 It’s easy to convey tone.
 All of the above
98.With ticket ______, you are able to filter down your tickets
 views
 editing
 stores
 records customization
99.True or false? You should write new knowledge base articles every day.
 True
 False
100. True or false? Your customer journey map should be written from the perspective
of your customer.
 True
 False

390. 390


101.True or false? Even if you have different products or services, you should try and
keep them on the same customer journey map if the customer journey is similar.
 True
 False
102. True or false? Each team within your company should have their own customer
journey map.
 True
 False
103.All of the following are reasons to collect feedback EXCEPT:
 To save money
 To learn who your advocates are
 To understand what your customers think of you
 To know what to improve upon
104.Which survey asks the following question: How easy was it for you to handle your
issue?
 Customer effort score
 Net promoter score
 Customer satisfaction survey
 None of the above
105. Which of the following is an example of when you should use a restricted knowledge
base?
 If you only want your customers, not prospects, to access your information
 If you don’t want your competitors to access your information
 If you only want your customers to see the articles once
 A&B
 None of the above
106.Which of the following tools is NOT included in HubSpot’s Service Hub?
 Help desk
 Customer feedback surveys
 Project management
 Knowledge base
107.True or false? When writing custom feedback surveys, use a variety of open-ended
and closed-ended questions.
 True
 False

391. 391


108.What’s a good NPS score?
 Varies by industry
 Anything positive
 10 or above
 20 or above
109.Fill in the blank: You should use NPS instead of customer satisfaction survey when
you want to understand __________.
 Ease of completing a task
 Overall satisfaction vs. satisfaction at a particular moment
 Satisfaction at a particular moment vs. overall satisfaction
 Impact of a bug or outage
110.You want to understand how easy it is for your customers to get their questions
answered from your support team. The appropriate feedback survey to use is:
 Customer effort score
 Customer satisfaction survey
 Net promoter score
 Customer leadership score

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Hubspot Social Media
Marketing Certification
Answers



Exam URL: https://academy.hubspot.com/courses/social-media
Pages: 18
Questions: 98

393. 393

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
141. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
142. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
143. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
144. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
145. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
146. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
147. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

394. 394

Hubspot Social Media Marketing Certification Answers
1.Which of the following social media expense do you want to track so you can calculate
ROI on your marketing campaigns?
 Work hours
 Agency or freelance costs
 Social media software and services
 Content development expenses
 All the above
2.True or false: Ephemeral stories are quick bits of content, both video and photo, often
with fun filters and “stickers” that disappear after a short period of time (1-24 hours).
 True
 False
3. Which network has the longest life for a piece of content?
 Facebook
 LinkedIn
 Snapchat
 Pinterest
4.True or false? A buyer persona is as important as business objectives when developing
a social media strategy.
 True
 False
5.Why would you want a service to help you manage and discover influence?
 To help you discover what hashtags are working the best
 To determine which channels are the most important
 To know what type of customer information to regularly monitor
 To identify individuals who have the biggest following and high social clout
6.True or false? The best way to choose the right social media tool is to think about your
business goals, then narrow down your choices based on that goal criteria.
 True
 False

395. 395

7.What do senior leaders care about when it comes to your social media plan? Choose all
that apply.
 Sentiment
 Competitive advantage
 Click-through rates
 Customer satisfaction
 Number of social followers
8.True or false? Simon Sinek says that people want to buy what you have. They don’t
care about what you believe.
 True
 False
9.True or False? In social media, a service level agreement (SLA) refers to how much
time passes between when a customer reaches out and when the company responds.
 True
 False
10.What is the biggest challenge that most social media practitioners have?
 Hiring the right number of people
 Developing the right amount of content
 Getting executive buy-in for social ideas
 Retaining customers
11.Which of the below is not one of the five types of social media models?
 Distributed
 Dandelion
 Holistic
 Hub and Spoke
12.Which of the following is NOT a benefit of having a social media strategy?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
13. True or False? You should revisit your KPIs every 18 months.
 True
 False

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14.When it comes to social listening, how do you know which social networks to start
with?
 Start with the social networks your buyer personas use to learn about and
interact with brands.
 Facebook has over two billion monthly active users, so start there.
 Create an account on all of them, and see which ones your audience gravitates
towards.
 If you haven’t started your social presence by now, unfortunately it’s too late.
15. How can social media monitoring inform your sales and product teams?
 Your competitors’ marketing material can be copied and used for your own product or
service.
 Your product team can explain to customers exactly why they built that feature a
certain way.
 Your sales team can listen to their closed/won deals and find great upsell opportunities
via social listening.
 Customer feedback, whether positive or negative, can help sales people and
product teams better solve for the customer’s needs.
16.Why do you need to develop a business case for a new social monitoring technology?
 It’s an important skill for professionals to be able to analyze and communicate the
return on investment expected from their requested budget.
 So that after the investment is made, you can go back and see whether it has lived up
to expectations.
 To clearly outline the expected value gained from a software investment and set
the expectation with your manager of how you’ll realize that value.
 Social monitoring technology is particularly expensive and difficult to determine a
return on investment.
17.What should you do if your competitor has a big public blunder?
 Send my sales team to follow up with every negative post about the incident so that
we can take this opportunity to win their business.
 Amplify the competitor’s blunder, telling your followers “See this? We would never
do this.”
 Maintain a helpful approach and have empathy for the company’s missteps.
Reply thoughtfully and empathetically to posts where appropriate.
 Stay completely silent and make sure your company never experiences the same thing.
18.True or false? Social Content is only used during the attract and delight stages of the
inbound methodology.
 True
 False

397. 397

19. Fill in the blank: Instagram stories are a great way to _____________.
 demonstrate complex concepts quickly and easily
 directly message a customer to answer a question
 deliver video podcasts
 drive traffic and engagement
20.Why are hashtags helpful?
 To aid search, track campaigns, and to influence the creation of user-generated
content
 To keep track of ephemeral content that disappears
 To demonstrate to executives the power of organic reach on a piece of content
 All of the above
21.When developing your brand’s tone, _______ is key.
 timing
 budget
 context
 personality
22.True or false? Jumping onto an unrelated hashtag to promote your material is
spammy.
 True
 False
23.True or false? The longer your social posts, the more likely that content will be seen
and re-shared.
 True
 False
24. Visual images are usually things like ________. Choose all that apply.
 photos
 infographics
 animated GIFs
 illustrations
25.Which of the following is NOT an example of active language you should use on a
call-to-action?
 “Subscribe here”
 “Donate”
 “More here”
 “Watch”

398. 398

26. True or false? Curating content means publishing someone else’s content as if it
were your own.
 True
 False
27.“Real-time marketing” refers to:
 Developing content on the fly for local, national, or global events happening
online or offline.
 Developing content on the fly for local, national, or global events happening online
only.
 Developing content on the fly for local, national, or global events happening offline
only.
 Developing content and publishing it in the time zone where the majority of your
target audience resides.
28.Let’s say you conduct a content audit on your competitors and see that they’re
having success with live video, but you haven’t really tried live video yet. What might
you do?
 Give up – they’ve already won the space, and it’s doubtful you can catch up at this
point.
 Immediately start doing live video on every channel to take back your audience.
 Test out live video on different channels, and see how your audience responds.
29.True or false? Humanizing your brand gives you a competitive edge because people
like making connections, and they like to invest their time and money in people they can
relate to.
 True
 False
30. Voice refers to:
 The distinct and steady personality or style of your brand.
 A particular identity or image that’s regarded as an asset to a company.
 The moods and attitudes of specific content pieces, which can change depending on
the channel, the situation, and the audience.
 The set of human characteristics that are attributed to a brand name.
31.True or false? 12% of people generate 70% of the impact online.
 True
 False
32.True or false? Commissions for celebrity influencers are generally 5% of the sale.
 True
 False

399. 399

33. Which type of influencer might be primarily behind the scenes in your marketing
campaign?
 Micro-influencers
 Celebrity
 Local
 Content creators
 Industry influencers
34.What is NOT a way that a brand can see financial gain from doing social customer
service?
 Increased sales
 Less returns as individuals do more self-service via social media
 Saving money on call center interactions
 Using a social media agency to deliver content to customers
35. True or false? A channel takeover, such as letting an influencer run your Instagram
or Twitter handle for a day, is a good idea for brands.
 True
 False
36.What is a Social Media Service Level Agreement (SLA)?
 A contract between a service provider and a customer regarding the scope of the in-
person or over-the-phone service to be provided
 The agreement a company makes to commit to answering social media responses
in a specific amount of time
 A confidentiality agreement that creates a legal obligation to privacy and compels
those who agree to keep any specified information obtained in social media secure
 An agreement designed to regulate the relationship between a provider of social media
marketing services and a client for those services
37.Why should you trust the influencer and give them creative license?
 They’re famous.
 They understand their audience and what they want.
 They might sabotage your brand if you don’t let them do things their way.
 They might enlist their famous friends to help your brand.
38. True or false? When you use language in your social responses that is too casual, you
lose the respect of your audience.
 True
 False

400. 400

39. True or false? It’s not a good policy to delete all negative comments.
 True
 False
40.Why is user-generated content (UGC) so important? Choose all that apply.
 UGC helps brands understand their target audience.
 UGC improves site engagement and time spent on the website.
 UGC provides means for other users to connect, which then builds a stronger
community.
 UGC is inherently peer reviewed, making it more trustworthy.
41.What is social selling the inbound way?
 When a salesperson sends a direct message to a new follower with an offer or request
to go to the company’s website
 When a salesperson provides value by offering thoughtful content and answering
questions for prospects
 When a salesperson follows all a prospect’s social media channels and tags them with
regular product offers
 When a salesperson supplements their social posts with digital advertising
42.True or false? “Earned” media is exposure your brand has paid for, e.g., advertising
or promotions.
 True
 False
43.True or false? Canned messages are a quick and easy way to reach a wide audience in
social media to find the right prospects.
 True
 False
44.Do brands have legal ownership over content that users generate about their brand?
 Yes
 No
45.Why is content moderation important for user-generated campaigns?
 To copy the content for use on the company website and in other advertising
 To engage the community and reward those who go above and beyond
 To police any incorrect usage of brand logos and assets
 None of the above

401. 401

46. When should a salesperson put forth the sales pitch in social media?
 After sufficient rapport has been built and the customer is looking for what you
have to sell
 After a prospect follows them back on a social channel
 After the first casual conversation you have with the person in social media
 A month after you follow the prospect on social media
47. True or false? One-to-one engagement doesn’t result in customers spending more.
 True
 False
48. True or false? Asking for reviews is something you should never do in social media.
 True
 False
49. Posting curated content on social shows your audience you’re committed to:c
 Creating value for them.
 Posting only your own content.
 Re-posting all the content that they share with you.
50. What do we mean when we say you should post an “80/20 mix” on social media?
 20% of your social content should promote your own brand, and 80% of your
social content should be anything that truly interests your audience and engages
them in conversations.
 80% of your social content should promote your brand, and 20% of your social
content should be anything that truly interests your audience and engages them in
conversations.
 20% of your social content should be video that interests your audience, and 80%
should be content that promotes your brand
51.True or false? If you’re posting the same content across different channels, make
sure you post them simultaneously—on the same days and at the same times.
 True
 False
52.What did fashion brand Burberry do to revolutionize how marketers use social
media?
 Ran a massive Facebook campaign to advertise their brand to fans
 Developed a highly successful public relations campaign that used social media to
share their messages
 Invited their fans to share photos of their trench coat
 Began working with a famous influencer to take over their Instagram feed

402. 402

53. Which one of the following is NOT a way that UGC can help marketers?
 Provide social proof and amp up your credibility
 Boost SEO
 Enable you to get past ad blockers because the content doesn’t come through like a
typical ad
 Extend your budget
 Provide deep insight into the effectiveness of your content mix
54.Which of the following is NOT a type of influencer?
 Industry
 Content creator
 Attorney
 Local
 Celebrity
55.True or false? It’s necessary to conduct a social media audit every 2–3 years.
 True
 False
56.What is a social media audit?
 A hard look at the data from all your social accounts and the social conversations
about your brand and your competitors
 A method to direct your audience in all channels to the best way they can have a
conversation with you
 A way to reach your customers and prospects in unprecedented ways, with greater
reach and more specific targeting than ever before
 A tool to look for unhappy customers of a competitor and reach out with an offer to
help, thus generating leads
57. Fill in the blank: “Facebook Ads is great for targeting based on _______, while
Google Ads targets based on your audience’s ________.
 buyer stage; interests
 problems; ideas
 interests; intent
58.In what stage of the buyer’s journey would an advertisement for a free trial of your
product be most appropriate?
 Consideration stage
 Decision stage
 Awareness stage
 Evaluation stage

403. 403

59.True or false? It’s always better to target your ads towards as broad a group of
people as possible.
 True
 False
60.Which of the following would not contribute to ad fatigue?
 Using the same image on your ad for over a month
 Using only Facebook for your advertising strategy
 Offering the same ebook in your ad for two months straight
 All of these would contribute to ad fatigue
61.An ad for your upcoming webinar on network security should lead people directly to
___________.
 a blog post on network security
 your home page
 a landing page where they can quickly sign up for the webinar
 your About Us page
62. You bid $5.00 on a click on your Facebook ad. The next highest bidder only pays
$3.00 to target an ad at the exact same audience. How much will Facebook make you
pay to win the bid?
 $2.99
 $3.00
 $3.01
 $5.00
63. The number of leads you generate that actually become paying customers is known
as your ________.
 average conversion rate
 average lead-to-customer rate
 average revenue
 average lifetime value of a customer
64.Which one of the below choices is NOT a reason you should be measuring your social
media ROI?
 Prove the value of social media within your organization.
 Show how social media can impact all departments, ranging beyond Marketing and
Sales to HR to Engineering to PR.
 Show influencers how enticing it would be to work with your company.
 Understand and measure brand reputation and gain control of that conversation.

404. 404

65.You’re starting a project and don’t have a past campaign to use as a benchmark.
How can you secure executive buy-in?
 Research the costs of agencies that can do the work.
 Consider industry research to back up your plan.
 Position your program as an experiment or pilot.
 Create a robust PowerPoint with statistics to back up your plan.
66.True or false? When measuring your social media ROI, you calculate the
effectiveness of an action by dividing the net income by the cost of this action and
multiplying it by 100.
 True
 False
67.Why do you need to use leading indicators of revenue success when calculating ROI
on your social media strategy?
 It’s difficult to know how much revenue is generated from a sale that originates from a
social media campaign.
 It can be months before you’ve closed new customers from a social media
campaign.
 Understanding how you stack up to your competition can help you pivot and make
better business decisions.
 Calculating ROI on social media is super hard to prove.
68.True or False? To implement an effective social media strategy, you have to be aware
of the legal challenges, not ethical ones.
 True
 False
69.A(n) ________ outlines guidelines and best practices for employees to follow on social
media.
 crisis plan
 advocacy plan
 social media policy
70.What’s the first step organizations and brands need to take when establishing a social
media policy?
 Educate employees on the importance of having a social media policy for all team
members within the organization.
 Reward the employees who are shining stars and are doing the right things on social
media.
 Research best case studies for brands that are using social media policies effectively.
 Determine what not to do for social media policies for employees.

405. 405

71.What is NOT an example of a social media crisis?
 Employees going rogue on social media
 A celebrity posting an update that sparks outrage
 A hack into a Twitter account for a major brand
 These are all examples of a social media crisis.
72.True or false? Evaluating the team dynamics and how each member did in the crisis
along with analyzing the reactions, KPIs, and overall response to the crisis happens
during the response stage.
 True
 False
73. There are certain actions that need to be taken into consideration for a social media
crisis. What’s an action you should avoid?
 Pausing marketing emails
 Sending out promotional sponsored posts and tweets during a crisis
 Assessing the planned blogging and campaign schedule for appropriateness
 Creating a blog post to address the situation as needed
74. There are many benefits to having a social media strategy. Which answer is NOT
one of them?
 Social media helps you expand your other marketing efforts.
 Social media helps you attract buyers.
 Social media helps you send better emails.
 Social media is a key driver for word-of-mouth marketing.
75.On which social network should you share content most frequently?
 Facebook
 LinkedIn
 Twitter
 Pinterest
76.Which KPI is most likely to be a vanity metric?
 Reach
 Engagement
 Return on Investment (ROI)
 Retention and loyalty
77.Which of these KPIs demonstrate engagement? Choose all that apply.
 Direct sales revenue from social media
 Mentions
 Sharing and retweets
 Likes or Favorites

406. 406

 Customer satisfaction
78.What’s the difference between social listening and social monitoring?
 Social listening centralizes conversations about your brand so that you can join
them, while social monitoring measures reputation from higher- level
perspective.
 Social listening involves answering and responding to specifically support questions,
while social monitoring is for the purpose of marketing intelligence and research.
 Social listening can only be done natively within each social media site, whereas
social monitoring requires technology to aggregate sentiment from various places.
 Social listening is done by your sales team to find new opportunities, while social
monitoring is done by your marketing team to learn what competitors are doing.
79.How can social media listening increase customer advocacy?
 Responding only to positive social posts and re-sharing them tells the rest of your
followers how great you are.
 Responding only to negative social posts with helpful, knowledgeable responses
shows that you care.
 Responding to social posts—whether they’re positive or negative— shows that
you’re listening, and your customers are being heard.
 Responding to a social post within one hour shows that your company is full of social-
savvy whipper snappers.
80.True or false? Social listening can help you find leads.
 True
 False
81.Why are UTM parameters so valuable to your social listening and monitoring
program?
 They help my pages load faster via social networks.
 They track who initially shared my company’s content out on social media.
 They allow me to track where traffic is coming from on social media.
 They’re really just a nice-to-have for big marketing campaigns.
82.If you don’t have your _____________ in mind as you’re developing content and
social campaigns, then you probably aren’t using social as effectively as you could be.
 competitors
 revenue targets
 business goals and buyer personas
 budget

407. 407

83.True or false? You should make sure experimentation is ingrained in your strategic
plan.
 True
 False
84.Which of the below is NOT one of the three factors determining how an influencer
can impact behavior?
 Relevance
 Reach
 Resonance
 Recognition
85.True or false? Your campaign should also help the influencer build authority and
further their own content or reach.
 True
 False
86.How much of the buyer’s journey is digital?
 20%
 52%
 90%
 67%
87. Why should you talk directly with your social followers and prospects?
 Build your brand
 Increase customer loyalty
 Improve reputation
 All of the above
88.True or false? Selling to prospects by messaging them on Facebook could be seen as
invading their private space.
 True
 False
89.What is one of the major benefits of Facebook Lead Ads?
 Facebook will serve these ads on Pinterest in addition to Facebook.
 They only serve your ads to a small group of highly qualified people.
 The pre-filled form in Facebook makes it super easy for your audience to convert
on—especially on mobile.
 They’re optimized for a desktop audience, which is proven to convert better than
mobile users.

408. 408

90. True or false? The world has changed and so has how we think about inbound,
which is why advertising should be considered part of your marketing playbook.
 True
 False
91.Which of the following social media expenses do you want to track so you can
calculate ROI on your marketing campaigns? Choose all that apply.
 Work hours
 Agency or freelance costs
 Social media software and services
 Content development expenses
 Advertising costs
92.What should you do to secure executive buy-in if you’re starting a social media
project and don’t have a past campaign to use as a benchmark?
 Research the costs of agencies that can do the work.
 Consider industry research to back up your plan.
 Position your program as an experiment or pilot.
 Create a robust PowerPoint with statistics to back up your plan
93.True or False? The Holistic model is the most common social team structure used by
organizations today.
 True
 False
94.Why do stakeholders matter as you begin to develop your team structure?
 Stakeholders help you plan for the future.
 Stakeholder needs may be the same as your needs and their buy-in may help you
influence senior leaders.
 Stakeholders help you decide if you need to develop a team to help you do social
advertising.
 Stakeholders help you determine how social media for your company will change in
the next year, three years, or five years.
95.Why should you be careful about monitoring competitors?
 Your competitors can tell when you’re monitoring them, and they may get offended
and retaliate.
 It’s easy to get consumed with competitive intelligence and lose sight of your
unique strategy and customer.
 Competitors aren’t the only reason people don’t buy your product or service.
 Competitive intelligence is best used for highly competitive markets only.

409. 409

96.The _________ stage focuses on creating message maps and listening protocols on
social media.
 preparation
 recovery
 response
 crisis
97.True or false? Social media helps people feel INFORMED by helping them
learn new things, stay up to date on topics that matter to them, and discover
new ideas and trends.
 True
 False
98.What is the main benefit of using animated GIFs in social content?
 They help you make light of what would otherwise feel like serious content.
 They help you demonstrate complex concepts quickly and easily.
 They help you show how culturally in-touch you are.

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Hubspot Solutions
Partner Certification
Answers



Pages: 10
Questions: 40

411. 411

Obtaining HubSpot certificates offers several benefits
and can be valuable for individuals looking to enhance
their marketing, sales, and customer service skills.

Benefits And Uses Of Obtaining Hubspot Certificates
148. Skill Development: HubSpot offers a variety of certification courses covering different
aspects of inbound marketing, sales, and customer service. By completing these courses
and earning certificates, you can develop valuable skills and gain a comprehensive
understanding of various digital marketing strategies, sales techniques, and customer-
centric practices.
149. Industry Recognition: HubSpot is a well-known and respected name in the marketing
and sales industry. Holding HubSpot certificates demonstrates your expertise and
commitment to continuous learning in your field. It can enhance your professional
credibility and make you stand out among your peers.
150. Career Advancement: HubSpot certifications can be a valuable asset when it comes
to career advancement. They showcase your proficiency in areas such as inbound
marketing, content marketing, email marketing, social media, sales enablement, and
more. These skills are highly sought after by employers and can open up new
opportunities for promotions or job offers.
151. Improved Performance: The knowledge and skills gained through HubSpot
certification can significantly improve your performance in marketing, sales, and
customer service roles. You'll learn industry best practices, gain insights into data-driven
decision-making, and acquire practical strategies for achieving better results. This can
lead to increased efficiency, higher conversion rates, and improved customer
satisfaction.
152. Networking Opportunities: HubSpot offers a thriving community of professionals who
have earned their certifications. By joining this community, you can connect with like-
minded individuals, exchange ideas, and collaborate on projects. Networking within the
HubSpot ecosystem can lead to valuable partnerships, mentorships, and career
opportunities.
153. Stay Updated with Industry Trends: The HubSpot certification courses are regularly
updated to reflect the latest trends, strategies, and technologies in marketing and sales.
By earning and maintaining HubSpot certifications, you ensure that your knowledge
remains up to date and relevant in an ever-evolving industry.
154. Continuing Education: HubSpot provides ongoing educational resources and
materials to support certified professionals. You can access webinars, blogs, forums, and
exclusive content that can help you deepen your knowledge and stay ahead of the curve.

412. 412


Hubspot Solutions Partner Certification Answers
1. When looking to gather relevant business information from a prospect, all
of the following are good questions to discover pain points EXCEPT:
o “Why do you think that is?”
o “What’s your plan to address it?”
o “What are you considering as a budget for addressing that?”
o “How long has that been a challenge for you?”
2. True or false? You’re talking with another HubSpot Solutions Partner
and you start talking about your ideal buyer profiles. Since you are both
HubSpot Solutions Partners, you should have the same ideal buyer profile.
o True
o False
3. True or false? Your HubSpot channel account manager can join sales
calls with you and your prospects.
o True
o False
4. True or false? To use the prospect fit matrix, you must have a
conversation with the prospect first.
o True
o False
5. True or false? During the exploratory call, it’s bad est to discuss budget in
the beginning. It’s something that is already on your prospect’s mind, and
if you’re in different budget ranges, it’s best to know at the beginning of
the call.
o True
o False
6. True or false? When running a solution design and planning call, you
should develop at least one plan for each inbound target: visitors, leads,
and customers.
o True
o False
8. True or false? When translating goals to inbound targets, it’s best to focus
on increasing your client’s close rates. Getting new customers is ultimately
what your client will care about, so this will resonate best.

413. 413

o True
o False
9. True or false? A signed rider letter is required in order for a Solutions
Partner to waive the required HubSpot onboarding for their client.
o True
o False
10. True or false? A full service inbound offering is a comprehensive set of
inbound services designed to help a client meet their goals, and a
lightweight service inbound offering is only one or a few services designed
to help your clients begin making progress against their goals.
o True
o False
11. True or false? Partners who achieve advanced certifications are eligible to
be matched with upmarket HubSpot prospects for implementation and/or
migration services?
o True
o False
o
12. True or false? You need time-tracking to be able to calculate the
utilization rate of your team.
o True
o False, and it’s encouraged not to use one
o False, but it’s encouraged to use one
13. True or false? At some point in the sales process, you must demo the
HubSpot software.
o True — the prospect is going to be purchasing a HubSpot license, so they
should see what they are getting for their money.
o True — the prospect needs to see all the HubSpot tools so they can pick and
choose which ones they’d like you to focus on in your services retainer.
o False — showing prospects the HubSpot software might derail the
conversations to revolve around budget.
o False — it’s generally a good idea, but not always. The prospect is ultimately
buying your services and your ability to deliver.
14. You open a connect call with a target account like so, “Hi Ms. Prospect,
this is John from Inbound Implementation. I saw a Huffington Post article
naming your company as one of the top in your industry. Your strategy
and growth are impressive. I work with companies like yours that are
already doing well online, but are still struggling with converting traffic

414. 414

into more leads and sales. Does that sound familiar? Are you focused on
lead generation?” What should you do to improve it for next time?
o After you introduce yourself, ask for permission before moving forward.
o Be more explicit in the solutions you can provide.
o Find someone at the prospect’s company you know personally and reference
their name.
o Don’t make any changes, this sound bite follows all of the best practices.
15. You are at the end of the solution design and planning call with a
prospect, but you don’t feel they have bought-in and are confident in your
plan. What step(s) should you take?
o Ask the prospect how they feel. Use a tie-down question such as “What do you
feel least confident about?”
o Continue to move forward. When you try to close, you’ll learn whether or not
they have bought-in.
o Back up in the sales process. Find out where you lost the prospect and don’t
move forward unless you are both in agreement.
o A and C
o A and B
16. The inbound sales framework includes the following stages:
o Open, connect, explore, close
o Identify, connect, explore, advise
o Attract, convert, explore, delight
o Identify, convert, explore, close
17. You’re talking with a prospect and you spend most of the conversation
asking questions to understand their situation and to see if you can help.
Which of the following guiding principles does this highlight?
o Stop pitching and aim to help.
o Differentiate and target.
o Emphasize the inbound methodology.
o The inbound sales framework.
18. Fill in the blanks: Your _________ describes the type of person you’re
targeting, whereas your _________ describes the type of company you’re
targeting.
o buyer persona, target market
o target market, buyer persona
o buyer profile, target market
o buyer persona, qualified lead

415. 415

19. Which of the following is the recommended, primary use for the prospect
fit matrix?
o Determining whether or not the prospect needs your help.
o Ranking and prioritizing your list of prospects.
o Determining whether or not the prospect will buy.
o Disqualifying prospects before presenting and closing.
20. If you have a list of former clients and a list of current, project-based
clients, which lead generation strategy would be the fastest way to get
started selling retainers?
o Looking to existing relationships
o Targeting by vertical
o Targeting by location
o Focusing on target accounts
o
21. A colleague sends you a link to a company that they think would be a good
fit for services with your organization. You start looking at the company’s
website, and you notice they meet a lot of the secondary criteria of the
prospect fit matrix, but they aren’t capturing leads through their website
and they don’t sell something that involves a considered purchase process.
Based on the prospect fit matrix, is this company a good fit for an inbound
retainer?
o Both the primary and secondary criteria is important in determining prospect
fit, and since the company meets the majority of these, it’s a good fit.
o The primary criteria is the most important in determining prospect fit.
Even though they meet some secondary criteria, it is unlikely to be a good
fit.
o The company already wants to work with you, and as long as a prospect meets
at least one of the primary fit characteristics, they’re probably a good fit.
o A prospect must meet all of the primary and secondary criteria to be
considered a good fit.
22. You and your firm’s cofounder both worked in higher education for years
before starting the company. You agree that because of your past
experience, you want to work with clients in the same industry you’re
familiar with. You feel you have the opportunity to build specialized
content marketing campaigns for higher education clients and can be
proactive when building lead generation campaigns. Which lead
generation strategy would be the fastest way to get started selling
retainers?
o Looking to existing relationships
o Targeting by vertical
o Targeting by location
o Focusing on target accounts

416. 416

23. Which of the following is NOT considered a goal of the connect call?
o Establish an initial relationship with your prospect.
o Explain what inbound is to the prospect.
o Understand your prospect’s challenges and if you’re able to help.
o Schedule the exploratory meeting.
24. Fill in the blank: The _______ technique is an effective way to address
resistance.
o give and get
o CEO test
o power statement
o opponent-process
25. You open a connect call with an inbound lead with the following sound
bite: “Hello, this is Samantha from Inbound Pros. The reason I’m calling
is that I got a note that you downloaded an ebook on content marketing
from our website this morning. Does that ring a bell? I was calling to
follow up and see how I might be of assistance.” What should you do next?
o Based on what they downloaded, offer another content offer.
o Start a dialogue and ask what they were looking for help with when they
downloaded your ebook.
o Reference their job title on LinkedIn and explain how your organization can
solve their goals.
o Try to schedule the exploratory meeting.
26. You’ve just used a positioning statement with a prospect and they say the
situation doesn’t resonate with their company. Should you try again with
a different positioning statement?
o Be respectful of your prospect and back off.
o Yes, Always come with a backup positioning statement and try again.
o If the positioning statement didn’t resonate with the prospect, they probably
aren’t a good fit. Use this as an opportunity to politely end the call.
o Yes, but this time, use two positioning statements in a row to better your odds
at finding a situation that resonates.
27. You’re about to close your exploratory call. Based on what you’ve learned
from the prospect, they are a great fit for working with your organization
and they seem excited about inbound marketing. The CEO of the
company asks you to create a proposal for their team because they
couldn’t all be on the call. What should you do?
o Because they seem like a good fit for your organization and for an inbound
retainer, agree to create the proposal.
o Instead of a proposal, offer to set up another exploratory call at a time when
the rest of the team can meet.

417. 417

o Suggest that you schedule a solution design and planning call instead so
that you can understand their goals and put together the right activities to
help them reach those goals.
o Assign homework for the team to complete. If they do the action items, create
a proposal.
28. Studies show that prospects forget 50-80% of what was discussed only a
single day later. How can you avoid that happening?
o Assign your prospect homework, like a questionnaire.
o Summarize and recap your exploratory meeting with a follow-up email.
o Schedule a solution design and planning call no later than one week after the
exploratory meeting.
o Test for budget as you close the exploratory call.
29. In the connect call, the “give and get” helps you _______, but in the
exploratory call, the “give and get” helps you _______.
o address resistance, assess fit
o address resistance, discover goals and challenges
o develop a positioning statement, develop a power statement
o develop a positioning statement, discover goals and challenges
30. You wrap up an exploratory call with a prospect and after going through
CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the
highest). You decide to assign the prospect more homework to see if
they’re committed to inbound. Is this a good decision?
o Any time a prospect scores five or below, don’t spend more time on them.
o De-prioritize the prospect and spend less time and effort on them.
o Yes, If you think they might still be a good fit, you could test the
prospect’s commitment by assigning more homework.
o You should assign homework to all your prospects. You might have missed
something during the exploratory call, and the prospect could surprise you.
31. During the exploratory call, you ask the prospect, “Have you considered
doing more of what you’re already doing today as a way of reaching your
goals?” What are you trying to uncover with this question?
o The prospect’s cost of inaction
o The prospect’s need
o The prospect’s timing
o The prospect’s plan
32. What is the recommended approach to translating a prospect’s goals into
measurable targets?
o Assign homework so you already have this information before the call.
o Conduct the meeting over video to make it a more personal experience.

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o Wait to cover measurable targets until the prospect has your proposal to
encourage them to close.
o Do the exercise via a whiteboard or spreadsheet to run through different
scenarios.
33. By proposing the “right solution at the right time,” you’re doing what?
o Still accepting project-based work if the prospect can’t afford your retainer.
o Offering only 12-month commitments to your retainers because inbound takes
time.
o Kicking off your engagement with a trial period to establish quick wins
first.
o Coaching your prospect to manage inbound internally.
34. Which of the following is NOT an objective of the exploratory call?
o The prospect should receive tips for improving their online marketing strategy
o The prospect should review their marketing goals and challenges
o The Solutions Partner should qualify and excite the prospect
o The Solutions Partner should translate the prospect’s goals to inbound
targets
35. Which framework should you use to assess fit with a prospect?
o BANT
o GPCT
o CGP, TCI, and BA
o The CEO test
36. Fill in the blank: After opening the call, the second step of the solution
design and planning call is to translate your prospect’s goals into
____________.
o measurable inbound targets
o the CEO test
o CGP, TCI, and BA
o SMART inbound goals
37. Fill in the blank: a mid-sized business today uses more than _________
pieces of software and works with at least five different service providers
to cover their full customer experience.
o 10
o 50
o 75
o 250
38. Because of the proliferation of disconnected tools, what do companies end
up investing in?

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o Platforms
o Apps
o A systems administrator
o More disconnected tools
39. Fill in the blank: for every dollar spent on technology, companies spend as
much as _________ more on corresponding services.
o As much as 2x
o As much as 5x
o As much as 10x
o As much as 100x
40. Which of the following is NOT a core tenet of the Solutions Partner
Program?
o To make it easier to grow with HubSpot
o To partner with HubSpot
o To connect with customers and partners
o To help all partners sell marketing services