Category: HubSpot Marketing Hub Demo Certification Answers

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A value-based demo is a:

  • Demonstration of what a product or software costs. It demonstrates value by showcasing only the pricing packages and the tools and features available in each.
  • One-size-fits-all demonstration of how a product or software works. It demonstrates value by showcasing the most popular tools and functionality, regardless of the prospect’s critical goals and challenges.
  • Personalized demonstration of how a product or software worked for other prospects. It demonstrates value by showcasing the tools and functionalities your other prospects used in the past.
  • Personalized demonstration of how a product or software works. It demonstrates value by showcasing only the tools and functionalities that address the prospect’s critical goals and challenges.

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Which of the following is NOT a discovery stage sales process activity?

  • Identify the prospect’s business model​
  • ​Identify specific business goals and challenges​
  • Identify a compelling use case​
  • Identify a timeline​
  • ​Identify the prospect’s decision-making process and decision-makers​
  • None of the above

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Exit criteria are:

  • The outcomes needed to complete one stage and move to the next in the sales process
  • The activities your prospect needs to complete to move to the solution demo stag
  • The outcomes needed to complete the CGP, TCI, & BA framework
  • The forms and documents your prospect needs to sign to close a deal

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True or false? When making a recommendation during a discovery call, you should propose a full, in-depth solution.

  • You don’t want to miss the opportunity to move the deal forward.
  • This is when you demonstrate your expertise through a full solution.
  • You should provide a full, in-depth solution at the start of the discovery call.
  • You should provide a full, in-depth solution during the solution demo stage.

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CGP, TCI, & BA stands for:

  • Challenges, Goals, Plans, Timeline, Consequences, Implications, Budget, Authority
  • Choices, Goals, Processes, Timeline, Consequences, Implications, Budget, Authority
  • Challenges, Goals, Processes, Timeline, Consequences, Implications, Budget, Agreement
  • Changes, Goals, Plans, Timeline, Consequences, Implications, Budget, Agreement

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