Home HubSpot Certification HubSpot Frictionless Sales Course Answers: Get Certified in Inbound Sales

HubSpot Frictionless Sales Course Answers: Get Certified in Inbound Sales

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Hubspot Social Media Marketing Certification

You can access the course from here: Hubspot Frictionless Sales Certification Exam

Table of Contents

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

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

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

On average, how much of a salesperson’s day is spent selling?

  • About a third
  • About half
  • About three quarters
  • Nearly all

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

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

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.

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

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

What are the phases of the frictionless selling framework?

  • Enable, Align, Transform
  • Attract, Engage, Delight
  • Identify, Connect, Explore, Advise
  • Engage, Guide, Grow

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

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.

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.

Which of the following is an example of friction?

  • Manual data entry
  • Automatic data entry
  • Happy customers
  • Pipeline meetings

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

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.

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

True or false? Most sales organizations are doing everything they can to apply force to their flywheel.

  • True
  • False

True or false? Every sales presentation should be personalized for the people you’re presenting it to.

  • True
  • False

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.

Which phase of the frictionless selling framework do email templates and sequences help with?

  • Enable
  • Align
  • Transform

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

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

What metrics are most important during the enable phase?

  • 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

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

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

Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?

  • Identify
  • Connect
  • Explore
  • Advise

True or false? Your sales team should only be doing things that provide value to your leads.

  • True
  • False

In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?

  • Identify
  • Connect
  • Explore
  • Advise

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

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

Which phase of the frictionless selling framework does automatic email logging help with?

  • Enable
  • Align
  • Transform

Which of the following is an example of force?

  • Happy customers
  • Automatic data entry
  • Manual data entry
  • Pipeline meetings

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

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

Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?

  • Identify
  • Connect
  • Explore
  • Advise

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.

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

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

True or false? The majority of buyers consider salespeople trustworthy.

  • True
  • False

True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.

  • True
  • False

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

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

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

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