HubSpot Delivering Sales Services Exam Answer

True or false? One of the biggest challenges of successful sales enablement is creating enough content. Most companies don’t have enough content for the sales team to be able to send prospects in the buying process.

Not at all. When it comes to content, you should only focus on working with your client’s marketing team to determine which content the sales team needs.
Only in the beginning. Gather the content that the sales team is currently using, and then let the marketing team take it from there.
Throughout the process. Determine the content the sales team has produced, involve them in future content creation and in providing feedback to the marketing team.
At the very end. This is when you should present the content analysis to the sales team and make sure they know which content they should use moving forward.

The Sequences tool because this will allow sales reps to schedule a series of targeted emails to send over time.
The Workflow tool because this will allow marketers to take over and nurture leads for the sales reps.
The Meetings tool because this will allow prospects to easily set up time with a sales rep.
The Documents tool because sales reps can see which content to send next to the prospect.

Using the CRM’s bcc and forwarding addresses
Importing the email messages in bulk
Manually logging emails in the CRM
Using the email functionality on the contact record to send emails from inside the CRM

Tell them that it’ll be a lot of work but it’s unavoidable.
Present it as an opportunity for them to organize and validate their data.
Remind them that the outcome will be worth the trouble.
Point out importing is actually just a small part of the full implementation process.

Yes – help them create as many as they need for the information they want to know about their contacts.
Yes – but focus primarily on properties to hold information connected to their buyer personas and the way they qualify leads.
No – it’s better to teach them about the standard properties and then add custom properties later, after they already understand the basics.
No – while adding custom properties is an option, creating new properties early on can lead to confusion and disorganization later.

By going to hubspot.com/crm and creating a CRM account
By adding the CRM to their existing portal
Reach out to your Channel Consultant to create a new portal that includes marketing and CRM
Have your client contact HubSpot Support to enable this in their portal