Category: HubSpot Marketing Hub Demo Certification Answers

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True or false? When leading a value-based demo, you should show each tool and feature within the package you’re recommending to the prospect.

  • The value of a value-based demo comes from showing as many tools and features within the recommended package as possible.
  • You should only show one tool or feature within each recommended package.
  • The value of a value-based demo comes from showcasing how past clients have used every tool and feature within a package.
  • You should only show the tools and features that help solve the prospect’s most critical challenges and goals.

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Scenario: Solutions Partner Sofia just led a value-based demo during a solution demo call. What steps should she complete to wrap up the call? Select all that apply.

  • Summarize the prospect’s pain points and goals, and how HubSpot and her services address them
  • Collaboratively write a final proposal that outlines all agreed upon details and deliverables
  • Confirm with the prospect that HubSpot and her team’s services meet their business needs
  • Ask all stakeholders to write down their questions and send them in an email after the call
  • Allow the prospect and all stakeholders to ask questions
  • Solidify next steps

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Scenario: Your teammate is practicing leading a value-based demo for a prospect by showcasing how each recommended Marketing Hub tool works, without providing context about why they’re showing the tool and its value. What best practice, framework, or methodology would you recommend your teammate use to improve this aspect of their value-based demo?

  • LAER: The Bonding ProcessⓇ Method
  • Tie-down questions
  • Tell-Show-Tell
  • CGP, TCI, & BA

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Which of the following steps are part of opening the solution demo call? Select all that apply.

  • Build rapport with all attendees
  • Review the prospect’s CGP, TCI, and BA
  • Lead the value-based demo
  • Discuss pricing and offerings

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Why is it critical to reconfirm the pain points, challenges, and goals for all stakeholders during the solution demo call?

  • To confirm that each stakeholder is listening
  • To review every detail of the discovery call
  • To confirm and address each stakeholder’s needs
  • To confirm and address the most vocal stakeholder’s needs

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Scenario: Solutions Partner Sofia has met the following solution demo exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) agreement on which option(s) to move forward with. Which exit criteria must she still meet to move on from the solution demo stage?

  • Confirmation on payment type and contract
  • Confirmation on stakeholder communication
  • Confirmation on business model
  • Confirmation on next steps and decision-making process

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Which of the following are solution demo activities? Select all that apply.

  • Reconfirm the pain points, challenges, and goals for all stakeholders.
  • Map a solution to the prospect’s pain points and goals.
  • Outline and negotiate legal and business agreements.
  • Reconfirm the prospect’s decision-making process.

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Fill in the blank: A ________ on HubSpot’s Product & Services Catalog indicates that the feature is included and you should be aware of additional information.

  • Checkmark with a dotted circle
  • Bold checkmark
  • Checkmark with a sprocket
  • Dotted circle without a checkmark

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Scenario: You have completed the discovery call with a prospect and are determining which Marketing Hub package to recommend. You want an in-depth description of the features, limits, and additional details of each so you visit the:

  • HubSpot Marketing Software Page
  • Why Go HubSpot Page
  • HubSpot Resource Page
  • HubSpot Product & Services Catalog

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