Leadmego

Fill in the blank: Dashboards are key to integrating smarketing into an organization because they provide _______, _______, and _______ updates as to how marketing and sales are performing.

  1. frequent, public, transparent
  2. occasional, private, transparent
  3. frequent, private, transparent
  4. occasional, public, transparent

Correct Answer:
frequent, public, transparent

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Hubspot Inbound Certification Exam Answers

Hubspot Inbound Certification Exam Answers

  1. How Is Your Product’s “Job To Be Done” Tied To Your Customer’s Personal Identity?
  2. Fill in the blank: _________ of consumers have discontinued communications with a company because of irrelevant promotions or messages.
  3. What might your customer service team use the buyer’s journey for?
  4. Fill in the blank: _________ of customers will never do business with a company again after one negative experience.
  5. Which of the following is NOT true about a flywheel?
  6. True or false? It’s a best practice to gate and deliver the majority of your content over live chat.
  7. In the engage stage what do you collect from an individual?
  8. Fill in the blank: During the attract stage of the inbound methodology, an inbound business focuses on __________________. (Choose all that apply.)
  9. Why is it important to make sure the people buying your product are happy?
  10. True or false? If you want to think of your company as a flywheel, you shouldn’t think of your sales process as a funnel.
  11. Which of the following are principles of inbound? (Choose all that apply.)
  12. If a sales rep is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the sales rep do?
  13. What is the relationship between a company’s profits and its purpose?
  14. Fill in the blank: To build trust with your target audience, you need to align with the way they _________. (Choose all that apply.)
  15. How many customers do you need to interview to identify the job your product does?
  16. How can thinking of your business as a flywheel improve the handoff between sales and services?
  17. Fill in the blank: You can attract people by using _________ to create content and experiences.
  18. What are the principles of inbound? (Choose all that apply.)
  19. What could a marketer use in the engage stage to engage with different segments of their audience?
  20. True or false? Delight is only about the customer experience your service delivers.
  21. True or false? The buyer’s journey is only used by your marketing team.
  22. Fill in the blank: Inbound is about _____ with the world.
  23. Fill in the blank: The inbound methodology is a circle. What does it represent?
  24. Which is true about content and its relationship with the Inbound Methodology?
  25. Which of the following is the best technique for helping people progress through the buyer’s journey?
  26. True or false? An inbound sales strategy aims to connect with buyers when they’re in the decision stage of the buyer’s journey.
  27. True or false? Most buyers are naturally trusting of salespeople.
  28. What are the phases for the inbound sales framework?
  29. Which of the following delight terms is considered to be reactive to your customers’ needs?
  30. Fill in the blank: ____________ is the process of listening to customer feedback about their experience using a product or service, sharing results within the organization, and interpreting feedback to improve customer experience and retention.
  31. What are the phases of an inbound sales strategy?
  32. Which of the following is NOT a lead nurturing tactic?
  33. True or false? A call-to-action must be a button.
  34. True or false? A website page should always have three goals. There should be one primary goal and two secondary goals.
  35. What are the three core tenents of inbound?
  36. True or false? If a lead flow only asks for a visitor’s email address, that’s enough information to create a useful record in the CRM.
  37. True or false? An effective conversion path must include a landing page.
  38. True or false? To ensure that search engines understand your website page, it’s necessary to repeat your primary keyword throughout the page content using the same wording and phrasing.
  39. True or false? NPS is calculated by subtracting the detractors percentage from the passives percentage.
  40. Imagine you surveyed 100 training attendees. If 10% were detractors, 30% were passives, and 60% were promoters, what would your NPS be?
  41. Fill in the blank: ______________ are people who respond to the NPS with a score between 0 and 6.
  42. True or false? Social Content is only used during the attract and delight stages of the inbound methodology.
  43. What is social listening?
  44. True or false? Having an inbound sales strategy is important because of changes made by the invention of the internet.
  45. 60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?
  46. True or false? As an inbound sales representative, acting as an information gatekeeper and holding power over the entire sales process helps you win more sales.
  47. True or false? An inbound sales approach is necessary because the world has changed and salespeople need to adapt to new technologies and buying patterns.
  48. What is the difference between a sales process and an inbound sales strategy?
  49. What is the goal of the identify phase of an inbound sales strategy?
  50. An inbound sales strategy focuses on identifying people who _________.
  51. What is the definition of lead nurturing?
  52. Fill in the blank: _______________ is a friendly, harmonious relationship; a relationship characterized by agreement, mutual understanding, or empathy that makes communication possible or easy.
  53. When designing site architecture and navigation, whose experience should be the primary consideration?
  54. True or False: Responsive design relies on predefined screen sizes.
  55. All of the following are true about forms and lead flows EXCEPT:
  56. Fill in the Blank: __________ allows you to understand what users want, care about, and interact with on your site by visually representing their clicks, taps, and scrolling behavior.
  57. What is the main purpose of a landing page?
  58. This call-to-action isn’t performing as well as it should. What is the first thing to assess about the call-to-action?
  59. Define a conversion path.
  60. True or false? When starting out, make sure you are engaging with customers on every single social media channel.
  61. True or false? Each prospect who comes to your website for the first time is always in the Awareness stage of the buyer’s journey.
  62. True or false? If you have an ideal customer profile, you don’t need buyer personas.
  63. What are the steps for creating a conversion path?
  64. What is conversion optimization?
  65. True or false? Conversion optimization is NOT an iterative process.
  66. What are the steps of conversion optimization?
  67. Fill in the blank: When creating a content offer, use _________ to determine the best content offer format.
  68. True or false? You should only create video content if you have a high-quality camera and lights.
  69. True or false? Social media is a key driver for word-of-mouth marketing.
  70. If you’re looking for a place to start with creating topic clusters and pillar pages, consider deconstructing your existing awareness- or consideration-stage offers into 10x content pillar pages.
  71. To help increase awareness for an upcoming product launch, your manager increases paid promotion funds by 300%. Which channels could you disperse these funds to?
  72. Optimizing your content helps improve __________.
  73. True or false? In the context of inbound, buyer personas and ideal buyer profiles are the same thing.
  74. What is the definition of a buyer persona?
  75. A website visitor is reading the blog post you published last month. They’re intrigued by the call-to-action that you have at the bottom of your post, so they decide to click it and are redirected to a form which they fill out and submit. Which Inbound Methodology stage is being described in this scenario?
  76. What are the four stages of the Inbound Methodology?
  77. True or false? Buyer personas are effective for all organization types.
  78. Fill in the blank: Inbound marketing represents a fundamental shift in the way that organizations operate because it is ______-centric.
  79. You’ve been tasked with helping to research your organization’s buyer persona. Your boss asks you to reach out to a few good and bad customers. Is this the right approach?
  80. A customer who recently purchased your product realizes that it’s not the right solution for the problem they were trying to solve. He would like to return the product. Which stage of the buyer’s journey is your customer in?
  81. You’ve joined a startup company. Before building out your content strategy, you’ll need to develop your company’s primary buyer persona. What’s the appropriate order for developing the buyer persona for your startup?
  82. What does CRM stand for?
  83. What kinds of information does your marketing team likely need included in a persona?
  84. According to Jobs Theory, which of the following is an example of a job story?
  85. True or false? It is a recommended best practice to gate and deliver majority of your content over live chat.
  86. What is the relationship of funnels and flywheels to each other?
  87. Which departments should be involved in creating content?
  88. Fill in the blank: Inbound is knowledge _________.
  89. What are the stages in the inbound methodology?
  90. If your content is focused on the different solutions to your buyer persona’s problem, where would that content fit into the buyer’s journey?
  91. True or false? A customer’s buying journey is ever-evolving. You should make updates as you learn more about your buyer persona.
  92. Who should be involved in creating your buyer personas?
  93. What is the role of “back office” teams (accounting, legal, etc.) in creating buyer personas?
  94. Who at your company will buyer personas most benefit?
  95. What is the relationship between your company’s purpose and your buyer personas?
  96. True or false? There should be one person who is tasked with creating and maintaining your buyer personas.
  97. What kinds of information does your customer service team likely need included in each persona?
  98. What kinds of information does your sales team likely need included in each persona?
  99. Which of the following best describes a buyer persona?
  100. True or false? If one horizon begins to underperform, you should reallocate resources to those initiatives until they start performing well.
  101. In the three horizon framework, what does horizon three symbolize?
  102. What’s the maximum number of top priorities a company should have at any given time?
  103. True or false? Objectives typically have a designated time period, while key results can be long lived.
  104. In the three horizon framework, what does horizon two symbolize?
  105. True or false? Every business exists primarily to create profits.
  106. In the three horizon framework, what does horizon one symbolize?
  107. When it comes to goal setting, what are objectives?
  108. What is the three horizon framework?
  109. When it comes to goal setting, what are key results?
  110. How does your company’s purpose affect “back office” teams (accounting, legal, etc.)?
  111. Which of the following is NOT a “job dimension” that Jobs Theory might uncover?
  112. What is Jobs Theory?
  113. When you use Jobs Theory to develop a timeline of events, where does that timeline start?
  114. Which of the following is NOT a key part of a company’s culture?
  115. If a salesperson is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the salesperson do?
  116. Which of the following is the best way to align a company’s employees around a single purpose?
  117. What does a knowledge strategy allow you to do?
  118. Fill in the blanks: You ________ have to provide the _________ right response, before delivering the __________ correct information.
  119. Why do the inbound principles exist?
  120. Which place is recommended for the storage of your prospect’s information?
  121. Fill in the blank: When optimizing your content for clarity, your goal is to ______________.
  122. Fill in the blank: You standardize for ______________.
  123. When it comes to inbound best practices, you personalize for:
  124. How can thinking of your business as a flywheel foster cross-team collaboration?
  125. In a flywheel business, which of the following is the most important source of new prospects?
  126. How can you apply flywheel thinking to your company’s budget?
  127. Why is it common for companies to think of themselves in terms of a funnel?
  128. Which of the following is NOT something you would take into account when contextualizing information?
  129. True or false? When you standardize, you’re creating a single standard answer that has no variations.
  130. What are the five inbound principles?
  131. True or false? Every customer has to have a fantastic experience in order for your company’s flywheel to accelerate.
  132. Which of the following is NOT a reason to think of your business as a flywheel?
  133. True or false? Attracting is the role of marketing. Engaging is the role of sales. Delighting is the role of services.
  134. Who is responsible for delighting prospects and customers?
  135. Which of the following is a problem with thinking of your business as a funnel?
  136. What is the relationship between the inbound methodology and the concept of a flywheel?
  137. Fill in the blank: Your __________ is your strongest acquisition lever.
  138. Fill in the blank: The inbound methodology is a ____________.
  139. True or false? Most buyers start researching potential solutions before they meet with a salesperson.
  140. What is the purpose of the delight stage of the inbound methodology?
  141. True or false? As buying behavior changes, the inbound philosophy will also evolve.
  142. When does the engage stage of the inbound methodology begin?
  143. What occurs during the attract stage of the inbound methodology?
  144. 60% of a buyer’s purchase decision has already been made before even talking to a sales rep. What does that mean for inbound sales?
  145. A blog post from April 2012 has been helping drive a lot of organic traffic to your website in the last few years, but recently the views have decreased. What’s the BEST way to increase traffic again?
  146. A company published an ebook about the effects of off-site team building. What social media marketing action should they take to help generate leads for the offer?
  147. A CTA should always contain:
  148. A customer called in with a product issue: they were upset because your product wasn’t working as designed. One of your employees worked with the customer to solve their problem, then provide some additional recommendations to help the customer get even more value out of your product. The customer hung up the phone happy and very satisfied. What did the employee most likely use to delight the customer.
  149. A form on your landing page should only ask the questions that your sales team needs to have answered.
  150. A landing page and its associated offer must be in harmony with what your buyer persona(s) are looking for based on where they are:
  151. A landing page is specifically designed:
  152. A landing page should connect to a thank you page.
  153. A lead tweets out that your latest offer is “completely lame.” What do you do?
  154. A properly optimized landing page should contain which of the following components?
  155. A thank you page optimized for lead engagement contains:
  156. According to Gleanster Research, 50% of your leads are qualified but not yet ready to buy. Which two stages of the Buyer’s Journey are responsible for generating the majority of these leads?
  157. According to the delight class, which of the following is most essential to customer delight?
  158. According to the marketing and sales funnel, prospects are defined as:
  159. After watching the Inbound Certification classes, you’re inspired to create a piece of content about how inbound can be used in your industry. What’s the BEST way to deliver/distribute this piece of content?
  160. All of the following are reasons that you should link to external sources in your blog posts EXCEPT:
  161. All of the following are reasons to place a call-to-action on a thank you page EXCEPT:
  162. All of the following are terms that you could monitor to find your prospective customers on social media EXCEPT:
  163. All of the following elements will help readers easily digest the content of a blog post EXCEPT:
  164. All visitors who download a whitepaper or eBook over 10 pages in length are qualified leads.
  165. An adventure travel company wants to create a piece of content for their buyer persona. This persona is interested in building team trust, since they work in an industry with high employee turnover. Which would most likely be an effective Awareness Stage offer for getting this persona?s attention?
  166. An optimized profile for every social media network should contain all of the following EXCEPT:
  167. Analyzing the number of views for a blog post can tell you all of the following EXCEPT:
  168. As an inbound sales rep, acting as an information gatekeeper and holding power over the entire sales process helps you win more sales.
  169. As you launch a new website, your boss tells you she wants to get found for the keyword “teamwork”. Which is the best response to her request?
  170. As you launch a new website, your boss tells you that she wants to get found for the keyword “teamwork”. Which is the best response to her request?
  171. At a high level, what three things should you keep in mind when creating buyer personas?
  172. At the start of the year, your company has 5,000 leads. Over the course of the year, you generate another 1,000 leads. True or false: you now have 6,000 leads in your database that you can email.
  173. Beyond attracting visitors to your site and allowing for real-time customer service to delight customers, social media interaction is also valuable for:
  174. Blogging increases the volume of traffic to your website in all of the following ways, EXCEPT:
  175. Buyer persona stores should contain information about:
  176. Buyer persona stories should contain information about:
  177. Buyer personas represent the ideal customers your organization is trying to attract, convert, close, and delight. Personas are most effective in:
  178. Buyers have so much information available to them that they typically have already made 30% of their purchase decision before even talking to a sales rep.
  179. Calls-to-action are primarily used for offers targeted to prospects who are in the awareness stage of the Buyer’s Journey.
  180. Choose the BEST answer to fill in the blank: _________ is/are your marketing assets like your blog, email campaigns, and social media messages; _________ is how you know what those things should be about.
  181. Content is defined by 3 things. What are they?
  182. Customizing the meta description for your blog posts will ALWAYS help improve that post’s search engine ranking.
  183. Does this sample follow best practices for thank you pages? “Thank you. We will send an email to you soon.”
  184. Each prospect who comes to your website for the first time is always in the Awareness stage of the Buyer’s Journey.
  185. Fill in the blank: __________ helps marketers establish a consistent tone on their social media networks.
  186. Fill in the blank: A ______ is an email that has been returned to the sender because the email address is invalid.
  187. Fill in the blank: A call-to-action (CTA) is a button that promotes an offer and links to a(n) ______.
  188. Fill in the blank: Dashboards are key to integrating smarketing into an organization because they provide _______, _______, and _______ updates as to how marketing and sales are performing.
  189. Fill in the blank: Landing pages are designed to _________.
  190. Fill in the blank: Marketing and sales should be aligned around the same goal. Typically this is a shared _____ goal.
  191. Fill in the blank: Personalization tokens and list segmentation are both examples of using _____ in email.
  192. Fill in the blank: Remarkable content is _________, not __________-based.
  193. Fill in the blank: The outlined Content Process steps are plan, create, _______, analyze, repeat.
  194. Fill in the blank: When using A/B testing for email, it’s important to ____.
  195. Google believes that when people complete a search using a search engine, they’re looking to do the three following things at their highest level:
  196. How can you use social media for promoting your blog posts?
  197. How do personas factor into your social media strategy?
  198. How should industry benchmarks be used when developing a social media strategy?
  199. If your content is focused on different solutions to your buyer persona’s problem, where would that content fit into the Buyer’s Journey?
  200. Imagine you work at a B2C company. You’re trying to get a jump start on your company’s social media marketing: should you start a LinkedIn Page?
  201. In order for sales reps to be looked to as trusted advisors, what is the MOST important thing they must first do?
  202. In order to be successful with inbound sales, you need to determine the goal of your sales calls before picking up the phone. How could you BEST do that?
  203. In order to have the greatest chance of being fully visible on a Google search results page, how many characters should your blog post title be?
  204. In order to not get cut off in a Google search result, what is the maximum number of characters that your title should be?
  205. Inbound marketing represents a fundamental shift in the way that organizations operate because it is marketer-centric
  206. Include your primary keyword in all of the following page elements EXCEPT:
  207. It’s not what you ____, but how you make them ____ that creates a lasting relationship.
  208. It’s the end of the year and you’re reporting on your most successful blog posts. What information do you use to determine which ones were the most successful?
  209. Landing pages should contain all of the following EXCEPT:
  210. Marketing’s Service Level Agreement (SLA) to sales should always include:
  211. Mary is the social media manager. Over the last month, she has used various social media networks to promote a new ebook that her company just published. Her boss wants to know how social media has helped them increase the number of views of the ebook. What should Mary do to prove that her efforts have helped this goal?
  212. On-page SEO is the most important element of optimizing your website.
  213. One of your industry peers’ blogs has an article that you think would strongly resonate with your own company’s buyer personas. You want to share it via social media. Do you share the article?
  214. Sending the right email to the right person is about creating the right content with the right context. Which of the following is MOST useful in determining an email’s context?
  215. Smarketing is only helpful for increasing revenue for organizations with 100+ employees
  216. Successful landing pages require you to: 1) identify your buyer personas, 2) identify the Buyer’s Journey stage, 3) create a relevant offer, 4) execute the conversion process and 5) execute the landing page best practices.
  217. The goal of a call-to-action is to:
  218. The rate of visitors converting on a landing page is affected by the CTA.
  219. To ensure that search engines understand the content on your page, you should:
  220. Traditionally, salespeople have interrupted prospects, pitched their product, and closed hard. As an inbound sales rep, how do you best put yourself in the position to be a sales educator?
  221. True or False: A landing page navigation menu should be different from the rest of the site.
  222. True or False: Social media can be used at every stage of the inbound methodology.
  223. True or False? Every page should have a unique meta description.
  224. Understanding what a searcher’s intent is can help you to:
  225. We optimize our website for search engines.
  226. Webpage formatting best practices discussed in the “Optimizing Your Website” class apply to the following pages except:
  227. What are inbound links?
  228. What are the most important on-page SEO elements?
  229. What are the pillars of customer delight?
  230. What are the three elements you must get right in order to be successful with your email marketing?
  231. What are the three stages of the Buyer’s Journey?
  232. What are the two keys to creating remarkable content?
  233. What defines a clear conversion path?
  234. What do a CTA, landing page, and thank you page create when working together?
  235. What does the open rate of your email indicate?
  236. What elements should be tested on your CTA?
  237. What is lead nurturing?
  238. What is SEO?
  239. What is the “content golden rule?”
  240. What is the Buyer’s Journey?
  241. What is the content process comprised of?
  242. What is the most important reason for why marketing and sales should share the same goal(s)?
  243. What is/are the best type(s) content to post to Twitter?
  244. What’s an effective way to empower your team while not micro-managing them?
  245. When a visitor comes to your website and clicks on a call-to-action for a “complimentary guide,” what page should they be taken to next?
  246. When an individual is looking to purchase a solution to solve a problem or fulfill a need/want, what is the typical order of their buyer’s journey?
  247. When converting visitors into leads, you should only utilize consideration stage content.
  248. When creating a buyer persona, you should ONLY interview your ideal customers.
  249. When dealing with prospects over the phone, each prospect should always walk away having learned something from you – no matter the outcome of the call.
  250. When it comes to social media, what is the “cocktail party” rule?
  251. When picking a keyword to focus on for a new piece of content, which metric should you prioritize?
  252. When should you focus on delighting people?
  253. When writing blog posts, what or who should you first prioritize focusing on addressing with your content?
  254. Where do MOST blog posts fit into the Buyer’s Journey?
  255. Which Buyer’s Journey stage does someone fall into if they are experiencing and expressing a problem?
  256. Which interactions will build or destroy trust?
  257. Which is a main component for how search engines rank search results?
  258. Which is NOT a best practice for publishing on social media networks?
  259. Which is the MOST important reason why blog post title length matters?
  260. Which of the following are good metrics for your Marketing team to track in order to measure progress towards their goal?
  261. Which of the following copy focuses on benefits, not features?
  262. Which of the following could be effective strategies for generating leads with your blog?
  263. Which of the following descriptions would make the BEST thank you page for an awareness stage offer?
  264. Which of the following is a sign that you do NOT have closed-loop reporting set up?
  265. Which of the following is a way you could segment your contacts database?
  266. Which of the following is NOT a benefit that can be gained from closed-loop reporting?
  267. Which of the following is NOT a component of good website formatting as discussed in the “Optimizing Your Website” class?
  268. Which of the following is not a direct benefit of using sales and marketing dashboards?
  269. Which of the following is NOT a good topic to cover in a weekly smarketing meeting?
  270. Which of the following is NOT a metric to consider when analyzing a content offer?
  271. Which of the following is NOT a primary way to research buyer personas?
  272. Which of the following is NOT an inbound best practice?
  273. Which of the following is the BEST definition of a buyer persona?
  274. Which of the following is the BEST definition of a Service Level Agreement (SLA)?
  275. Which of the following is the BEST definition of content?
  276. Which of the following is the BEST example of how email can be used to generate new leads?
  277. Which of the following is the best example of why the sales process has changed?
  278. Which of the following is the MOST important reason a landing page should always lead to a thank you page?
  279. Which of the following is/are blog formatting best practices?
  280. Which of the following is/are good metric(s) for your Marketing team to track in order to measure progress towards their goal?
  281. Which of the following is/are NOT an effective way to optimize your social media profiles:
  282. Which of the following should you not focus on to make a page easy to understand and crawl?
  283. Which of the following types of content would not be appropriate to email to someone in the decision stage of the Buyer’s Journey?
  284. Which of the following would be the most appropriate call-to-action to place at the bottom of an Awareness Stage blog post?
  285. Which of these is NOT a best practice when optimizing your emails for mobile?
  286. Who is responsible for delighting customers?
  287. Why is “analyze” NOT a stage in the Inbound Methodology?
  288. Why is “analyze” not depicted in the Inbound Methodology diagram?
  289. Why is delight only a post-sale activity?
  290. Why is the Sales Qualified Lead (SQL) stage important for both your sales and marketing teams?
  291. You are a sales rep who has decided to try out an inbound approach to sales. One morning when you turn on your computer you see you already have a new inbound lead in your inbox. What is the FIRST thing you should do?
  292. You find that some of your leads are not getting any follow up, while others are getting too many emails from both their sales rep AND your marketing team. Which of the following is most likely to be the cause?
  293. You have spent a lot of time planning and creating a great content offer. You are now done with the content process and should move on to create your next piece of content.
  294. You have to explain to your boss why she should care about optimizing your company’s website. What do you say?
  295. You just interviewed a potential new hire. You examined their culture fit, experience, skill sets, and beliefs. You decided to hire them! What are the next two steps you must take in order to set them up to delight your customers?
  296. You just wrote a blog post and published a tweet promoting it. Should you share the post on Twitter again in the future?
  297. You let your team know that you need to start blogging on a consistent and frequent basis to start seeing the results that you’re looking for. They ask you what that means in a more numeric sense. How would you respond?
  298. You read through a blog post your colleague created and you realized it’s on more than one topic. Is this a good or bad thing?
  299. You should treat every component of an email as a call-to-action.
  300. You should use an inline thank you message if you want to give more information to your new lead.
  301. You want to improve your customer experience processes and your products to ensure you?re focused on delight. Which should you do to get the largest, most representative sample?
  302. You want to post a picture of your office Halloween party to your company’s Facebook page, but your boss tells you it’s unprofessional and will cast your business in a negative light. Is your boss correct?
  303. You were just hired as the social media marketer and want to learn more about your Twitter audience. What can help you do this?
  304. You work for a marketing services agency named Inbound Corporation that helps people do better inbound marketing. One of your buyer persona’s primary interests is getting more traffic to their site. Which would most likely be an effective awareness stage offer getting your persona’s attention?
  305. You work for a travel agency and need to write your next blog post. What topic should you write about to attract families that have never heard of you and are looking to take a vacation?
  306. You’re building a company website from the ground up. What is the first thing that you should do?
  307. You’re interviewing a potential new hire. They’re highly qualified for the job itself, but you want to make sure they’re also qualified to serve and delight your customers. Which quality is the most important to identify in order to ensure the employee would be equipped to delight your customers?
  308. You’ve been doing inbound marketing for a while, but you decide to try out an inbound approach to sales for a week or two. When you turn on your computer the next morning, you see you already have a new inbound lead in your inbox. Woohoo! What is the FIRST thing you should do?
  309. You’ve created a thank you page that you want to use to not only deliver the offer, but also move people farther through the buyer’s journey. What can you add to your thank you page to help guide a potential customer to the decision stage of the Buyer’s Journey?
  310. You’ve just completed all your research on your new lead. Now it’s time to pick up the phone! What are the 4 guidelines to keep in mind when connecting with your leads over the phone?
  311. You’ve just spent the past week creating a 25-page eBook. You want to be sure all your hard work pays off and the eBook works as an effective lead generation tool. Which of the following is MOST essential to leveraging that eBook to achieve your business goals?
  312. You’ve set out to determine how a “sales-ready lead” is defined within your organization. Which factors are most important to identify in order to determine if a lead is “sales-ready” or not?
  313. You’ve written two versions of a marketing email that differ based on their first paragraphs. Both get across your message, but you’re not sure which email version to use. Which of the following is the BEST way to determine which email is most effective?
  314. Your boss asks you to do some reporting on your email performance from last quarter. Which email metric can you ignore?
  315. Your boss asks you to explain what the purpose of Google’s ranking and indexing algorithms are. How do you best explain this?
  316. Your boss is interested in getting results fast and asks you to purchase a list of email addresses to send your marketing messages. What should you tell your boss?
  317. Your boss tells you that you need to double the number of NEW visitors to your site next month. In order to accomplish this feat, you decide to create a new piece of content. Which of the following content formats would be MOST likely to help you achieve your goal?
  318. Your boss wants a report on the success of your blog. What information should you NOT analyze
  319. Your boss wants you to blog primarily about your company, its services and various corporate events. What is your response?
  320. Your company has decided to use an inbound approach to sales. Which of the following does NOT align with your company’s new inbound sales practices?
  321. Your company is growing and you want to scale the alignment between your Marketing and Sales teams. Which of the following is the BEST strategy to help achieve that alignment?
  322. Your company makes high-end LED light fixtures. You have two target audiences: architects who design commercial buildings and contractors who work on building renovations. You need to send a different email to each audience. Which of the following would be the most effective way to segment your list?
  323. Your computer is on its last legs and you’re hoping to purchase a new one that suits your needs before your existing desktop model finally bites the dust. Since it’s been a while since you’ve purchased a computer, you’re not quite sure what your options are. Which stage of the buyer’s journey are you most likely in?
  324. Your executive, finance and sales teams should be solving for and serving the customer.
  325. Your sales manager wants you to focus on explaining the value of your product or service in a way that helps your prospect identify with the pain you solve for. Which of the following is the MOST effective way to accomplish this?
  326. Your VP of Sales thinks SLAs are unnecessary and does not support you taking the time to create one for your Marketing and Sales teams. How can you explain the benefit of an SLA in order to convince your VP of Sales it’s worth creating one?
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