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HubSpot Frictionless Sales Certification Exam Answers

Learn how to use the frictionless selling framework so that your team can spend more time selling. Also, discover how to align your team with your target buyer and how to transform your team through a culture of learning. Identify the friction that's holding your sales team back. Enabling your sales team to spend more time selling. Aligning your sales team with your target buyer. Transforming your sales team through a culture of learning.

  1. During the Goal step of GROW coaching, what is your role as coach?
  2. During the Options step of GROW coaching, what is your role as coach?
  3. During the Reality step of GROW coaching, what is your role as coach?
  4. During the Way Forward step of GROW coaching, what is your role as coach?
  5. During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?
  6. During the consideration stage of the buyer’s journey, what is the buyer considering?
  7. Fill in the blank: The purpose of the align phase is to align your team with ______.
  8. Fill in the blank: The purpose of the enable phase is to enable your team to ______.
  9. Fill in the blank: The purpose of the transform phase is to transform ______.
  10. How can a film review be used as part of a coaching strategy?
  11. How can pipeline meetings be a coaching opportunity?
  12. If a sales team asks their prospects to make large commitments early on in the sales process, which phase of the frictionless selling framework will be most helpful to them?
  13. If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them?
  14. If a sales team is having trouble keeping all their systems synchronized, which phase of the frictionless selling framework will be most helpful to them?
  15. If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them?
  16. If a sales team is relying too much on blind outreach, which phase of the frictionless selling framework will be most helpful to them?
  17. If a sales team is struggling to prioritize their leads, which phase of the frictionless selling framework will be most helpful to them?
  18. If a sales team is suffering from low lead quality, which phase of the frictionless selling framework will be most helpful to them?
  19. If a sales team tends to have hostile negotiations with their prospects, which phase of the frictionless selling framework will be most helpful to them?
  20. If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?
  21. If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?
  22. If you already have a sales framework in place, and you decide to implement the frictionless selling framework, what will the relationship of those two frameworks be?
  23. In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?
  24. In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs?
  25. On average, how much of a salesperson’s day is spent selling?
  26. True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.
  27. True or false? Every sales presentation should be personalized for the people you’re presenting it to.
  28. True or false? Generally speaking, business-to-business sales teams are better at providing a convenient experience for their customers than sales teams who sell directly to consumers.
  29. True or false? Having reliable sales data is required to create an effective coaching program.
  30. True or false? Most sales organizations are doing everything they can to apply force to their flywheel.
  31. True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.
  32. True or false? Some tasks that can be automated should still be done manually to ensure your salespeople have full control and ownership over them.
  33. True or false? The majority of buyers consider salespeople trustworthy.
  34. True or false? When you coach a salesperson, you should spend more time listening than talking.
  35. True or false? Your sales team should only be doing things that provide value to your leads.
  36. What are the phases of the frictionless selling framework?
  37. What are the stages of the buyer’s journey?
  38. What are the steps of the GROW coaching technique?
  39. What is a salesperson’s role in executing an inbound strategy?
  40. What is the relationship between the three phases of the frictionless selling framework?
  41. What metrics are most important during the align phase?
  42. What metrics are most important during the enable phase?
  43. What metrics are most important during the transform phase?
  44. What two activities should you focus on during the enable phase of the frictionless selling framework?
  45. When in the buyer’s journey should you try to connect with a buyer?
  46. When you think about your sales organization as a flywheel, which of the following is the best goal to have?
  47. Which of the following is a benefit of GROW coaching?
  48. Which of the following is an attribute of a sales team that has a culture of learning?
  49. Which of the following is an attribute of a sales team that is well aligned with their buyer?
  50. Which of the following is an example of force?
  51. Which of the following is an example of friction?
  52. Which of the following is the best agenda for a sales meeting?
  53. Which of the following is the most important responsibility of sales managers?
  54. Which of the following is true of most sales organizations?
  55. Which of the following is true?
  56. Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?
  57. Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?
  58. Which phase of the frictionless selling framework do email templates and sequences help with?
  59. Which phase of the frictionless selling framework does automatic email logging help with?
  60. Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?

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