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Choose all that apply. There are inherent flaws in using the funnel as a methodology, including the:

  • Points of friction between stages of the buyer’s journey
  • A buyer’s cyclical journey
  • Customers’ representation as the output
  • Order of touch points a customer experiences from marketing, to sales, to service

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Which of the following steps would help Sales and Marketing leaders deepen communication between their organizations? Select all that apply.

  • Auditing existing buyer personas to make sure that both organizations agree on definitions and attributes
  • Documenting content gaps along the buyer’s journey for individual leads or accounts, and how marketing could better support sales efforts and qualification
  • Creating a “Closed Lost, Unsure” nurturing strategy to help reinvigorate uncertain deals in partnership with targeted marketing efforts
  • Setting a downgrade quota to prevent target accounts from growing too quickly

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Scenario: You and the client are reviewing their goals together in their portal on the first call. They are interested in changing the goals that were originally set during the sales process. Should you allow them to switch out the “Goal” projects?

  • Yes, they add in as many goals as they would like.
  • Yes, work to identify 3-5 concrete goals they wish to tackle, depending on the type of service you’re providing
  • No, these goals are set in stone, and any changes indicate that your client has commitment issues.
  • Yes, goals should not be set during the sales process to begin with.

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What is the purpose of designating informed stakeholders in the responsibility matrix? Select all that apply.

  • Make sure that end users of your system don’t ignore important legal standards, such as GDPR, particularly when the system is storing lead/prospect/customer data
  • Weigh in on points of disagreement
  • Informing your clients’ legal counsel about key aspects of the project will allow you to steer clear of roadblocks
  • They have no role in the responsibility matrix

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When mapping data from a custom object from Salesforce to HubSpot, which of the following are considered viable options for a data migration? Check all that apply.

  • You cannot map custom object data to HubSpot at all
  • Define a custom property group on a standard object, and store the custom object data there
  • Let your manager know that the account is fraudulent and should be churned immediately
  • Use one of HubSpot’s standard objects to store the data, if it’s a similar use case (ex. Deals and a custom “Orders” object)

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Which of the following best describe the experience of working with Enterprise client (as opposed to what you would experience with Professional clients)?

  • Enterprise clients typically have larger teams
  • Enterprise clients are not as technically savvy
  • Enterprise clients usually have larger, more complex tech stacks
  • Enterprise clients are sometimes slower to get up and running with the tools
  • All of the above

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Which of the following tasks should you review in preparation for your first call with a client? Select all that apply.

  • Review their “General Setup Tasks” project to see if progress has been made.
  • Confirm that there are only 2-3 “Goal” projects listed.
  • Review their social media profiles.
  • Review their current website.
  • Confirm their renewal terms with HubSpot.

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Scenario: During your first call, you review your clients goals in their account. They are interested in changing the goals that were originally set during the sales process. Should you allow them to switch out the goal projects?

  • Yes, they can add in as many goals as they would like.
  • Yes, work to identify 3-5 concrete goals they wish to tackle, depending on the type of service you’re providing.
  • No, these goals are set in stone, and any changes indicate that your client has commitment issues.
  • Yes, goals should not be set during the sales process to begin with.

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