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Updated HubSpot Agency Partner Certification Questions & Answers:
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- No. Any time a prospect scores five or below, donât spend more time on them.
- No. De-prioritize the prospect and spend less time and effort on them.
- Yes. If you think they might still be a good fit, you could test the prospectâs commitment by assigning more homework.
- Yes. You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.
- new client onboarding plan
- technical setup
- marketing and sales handoff
- creating reporting for client success
- character traits
- professional growth goals
- performance history
- compensation history
Which of the following is the recommended, primary use for the prospect fit matrix?
- Determining whether or not the prospect needs your help.
- Ranking and prioritizing your list of prospects.
- Determining whether or not the prospect will buy.
- Disqualifying prospects before presenting and closing.
Which of the following is NOT considered a goal of the connect call?
- Establish an initial relationship with your prospect.
- Explain what inbound is to the prospect.
- Understand your prospectâs challenges and if youâre able to help.
- Schedule the exploratory meeting.
Fill in the blank: The _______ technique is an effective way to address resistance.
- give and get
- CEO test
- power statement
- opponent-process
- The prospectâs cost of inaction
- The prospectâs need
- The prospectâs timing
- The prospectâs plan
- new client onboarding plan
- technical setup
- marketing and sales handoff
- creating reporting for client success
- soft-skills, highest-performing employees
- soft-skills, lowest-performing employees
- experience, highest-performing employees
- experience, longest-tenured employees
- Customize a related top-of-the-funnel co-branded ebook and add a call-to-action to this offer at the bottom of each blog post.
- Find a related middle-of-the-funnel co-branded ebook and send an email to your contacts.
- Send your latest blog post to the partner marketing team so they can re-post it on HubSpotâs blog.
- Find a related top-of-the-funnel co-branded ebook and turn it into multiple blog posts on your agencyâs blog.
True or false? To use the prospect fit matrix, you must have a conversation with the prospect first.
- True
- False
- Based on what they downloaded, offer another content offer.
- Start a dialogue and ask what they were looking for help with when they downloaded your ebook.
- Reference their job title on LinkedIn and explain how your agency can solve their goals.
- Try to schedule the exploratory meeting.
- Avoid asking the prospect how they feel. Using tie-down questions, such as âwhat do you feel least confident about?â can amplify hesitancies and make it harder to close.
- Continue to move forward. When you try to close the prospect, youâll learn whether or not they have bought in.
- Back up in the sales process. Find out where you lost the prospect and donât move forward unless you are both in agreement.
- Politely end the call and remove this prospect from your sales process. Be efficient with your time by only pursuing prospects ready to move forward at this stage.
- Quarterly progress reviews
- Client portal audits
- Client renewals
- Goal resetting
- True
- False
True or false? Retainers are more valuable and lucrative than projects over the long term.
- True
- False
Which of the following is NOT an example of the benefits your agency will see when marketing itself?
- A better lead pipeline for your agency.
- An opportunity to become your own best case study.
- An opportunity to practice and hone your inbound skills.
- More positive reviews on the HubSpot Agency Directory.
- True
- False
- Confirm the call is already scheduled; donât leave the renewal conversation for the last minute.
- Approach campaign-focused questions head-on, addressing all data points, as long as they have positive answers; tactfully avoid negative performance metrics.
- Regardless of how the engagement has gone thus far, avoid talking about upsell opportunities; focus solely on renewing their current engagement.
- Check the schedule and confirm with your current point of contact; bringing in other decision-makers can make the renewal call more difficult, so use your point of contact as a champion internally.
- âWhatâs an example of an obstacle youâve had to overcome in your professional experience? How did you overcome it?â
- âWhat resources do you currently use for learning and development?â
- âWhat is an example of a time you went above and beyond to deliver a remarkable customer experience?â
- âHow would you manage a cross-functional project that you were assigned?â
True or false? Your clientâs inbound retainers influence your agencyâs hiring.
- True â increased sales with retainers will necessitate more sales hiring.
- True â retainers simplify your revenue forecasting, and consistent revenue forecasting makes hiring predictable.
- False â retainers only govern which services the client purchases.
- False â increased predictability in revenue and growth makes your agencyâs immediate hiring needs more unpredictable.
- True
- False
- True â this is your chance to discuss your accomplishments and remind stakeholders how well you performed.
- False â if youâre reviewing your metrics ahead of the renewal call and you recognize the relationship may turn sour, itâs advisable to delay the conversation until you have something positive to report.
- True â to demonstrate all successes, address any potential frustrations or objections, and create a landscape for potential upgrades, your point of contact as well as higher-ups, salespeople, service representatives, and whomever can make purchasing decisions should be on the call.
- False â the marketing team has been supportive of you thus far. If you invite people from other teams onto the call, thereâs a possibility they wonât understand what youâve been working on, which could potentially lead to conversations around downgrades to the retainer.
- A roleplay scenario of your agencyâs connect call.
- A writing prompt for a topic in your agencyâs target vertical.
- A case study of a common challenge for your agencyâs target vertical.
- A video recording of why they would be a good fit for your team.
- After you introduce yourself, ask for permission before moving forward.
- Be more explicit in the solutions you can provide.
- Find someone at their company that you know personally and reference their name.
- Donât make any changes. This sound bite follows all of the best practices.
What is the recommended approach to translating a prospectâs goals into measurable targets?
- Assign homework so you already have this information before the call.
- Conduct the meeting over video to make it a more personal experience.
- Wait to cover measurable targets until the prospect has your proposal to encourage them to close.
- Do the exercise via a whiteboard or spreadsheet to run through different scenarios.
- Your primary point of contact has changed in the organization.
- The client is growing the team and adding more team members.
- The client is looking to expand their service offering to a new vertical.
- Your agency is outperforming and overachieving against the agreed-upon goals.
- True
- False
- No. Be respectful of your prospect and back off.
- Yes. Always come with a backup positioning statement and try again.
- No. If the positioning statement didnât resonate with the prospect, they probably arenât a good fit. Use this as an opportunity to politely end the call.
- Yes, but this time, use two positioning statements in a row to better your odds at finding a situation that resonates.
- Assign your prospect homework, like a questionnaire.
- Summarize and recap your exploratory meeting with a follow-up email.
- Schedule a goal-setting and planning call no later than one week after the exploratory meeting.
- Test for budget as you close the exploratory call.
By proposing the âright solution at the right time,â youâre doing what?
- Still accepting project-based work if the prospect canât afford your retainer.
- Offering only 12-month commitments to your retainers because inbound takes time.
- Kicking off your engagement with a trial period to establish quick wins first.
- Coaching your prospect to manage inbound internally.
- True
- False
Fill in the blanks: When your agency reaches ______ tier, your agency can ______.
- silver, increase your lead registration total from 50 to 500
- gold, apply to the Agency Partner Speakersâ Bureau
- silver, become a contributor the HubSpot Marketing Blog
- gold, apply for the Agency Growth Fund
- âWhy do you think that is?â
- âWhatâs your plan to address it?â
- âWhat are you considering as a budget for addressing that?â
- âHow long has that been a challenge for you?â
- address resistance, assess fit
- address resistance, discover goals and challenges
- develop a positioning statement, develop a power statement
- develop a positioning statement, discover goals and challenges
True or false? At some point in the sales process, you must demo the HubSpot software.
- True â the prospect is going to be purchasing a HubSpot license, so they should see what they are getting for their money.
- True â the prospect needs to see all the HubSpot tools so they can pick and choose which ones theyâd like you to focus on in your services retainer.
- False â showing prospects the HubSpot software might derail the conversations to revolve around budget.
- False â itâs generally a good idea, but not always. The prospect is ultimately buying your services and your ability to deliver.
- Assert control over the negotiation.
- Stay silent and let them talk themselves out of it.
- Uncover what they really want.
- Push back and point to the initial goal-setting period as immovable.
Which of the following is NOT an objective of the exploratory call?
- The prospect should receive tips for improving their online marketing strategy.
- The prospect should review their marketing goals and challenges.
- The agency should qualify and excite the prospect.
- The agency should fully explain the definition of inbound marketing to the prospect.
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- Establish trust
- Ensure a flow of communication between team members on both sides
- Get wins as quickly as possible
- All of the above
- Because they seem like a good fit for your agency and for an inbound retainer, agree to create the proposal.
- Instead of a proposal, offer to set up another exploratory call at a time when the rest of the team can meet.
- Suggest that you schedule a goal setting and planning call instead so that you can understand their goals and put together the right activities to help them reach those goals.
- Assign homework for the team to complete. If they do the action items, create a proposal.
- True
- False
- A relevant top-of-the-funnel offer and a services website page.
- A relevant bottom-of-the-funnel offer and a services website page.
- A relevant top-of-the-funnel offer and CTAs on your blog content.
- A relevant bottom-of-the-funnel offer and CTAs on your blog content.
How can agencies calculate their profit margins?
- By subtracting expenses and any take-home salary from revenue.
- By dividing expenses and any take-home salary by revenue.
- By dividing gross profit by revenue.
- By subtracting gross profit from revenue.
Which of the following is an example of a strong bottom-of-the-funnel offer for an agency?
- A .pdf version of a pillar page
- A downloadable checklist for building content topic clusters
- A free website audit
- A sample demo of HubSpot
- menu of services, service pack
- service pack, retainer pricing
- menu of services, bottom-of-the-funnel offer
- utilization rate, profit margin
- Organize the page for easy navigation and clarity.
- Tailor the language to the needs of your persona.
- Optimize the page around relevant terms like âinbound marketing agencyâ or âinbound sales consultant.â
- Promote your bottom-of-the-funnel offer on this page using CTAs, lead flows, and live chat.
Which of the following is NOT a step in calculating an agencyâs cost to deliver?
- Determine the average salary of your client-facing staff.
- Turn the average salary into an hourly rate.
- Divide the hourly rate by your profit margin.
- Adjust your hourly cost by layering in your teamâs utilization rate.
- Account for overhead costs.
- True
- False
The percentage of employee time that can be considered billable to your clients is known as what?
- Overhead costs
- Utilization rate
- Agency hourly cost
- Value-based pricing
The inbound sales framework includes the following stages:
- Open, connect, explore, close
- Identify, connect, explore, advise
- Attract, convert, explore, delight
- Identify, convert, explore, close
- True â if the client keeps talking, they will be more reasonable in their negotiation.
- True â questions starting with âwhy,â âwhat,â and âhowâ will position the client to explain their thinking and get you closer to an open, human conversation.
- False â sentences starting with âactually,â âwell,â and âdonâtâ place you in a position of power, and will help the client understand that youâre trying to help them.
- False â most negotiations arenât negotiations. If you have a contract, you can be direct in your communication.
- How many hours each individual service takes to complete.
- How many times a service is completed each month.
- All of the tasks or subtasks associated with the service.
- Which Hub within HubSpot each individual service aligns with.
- True
- False
- Yes. Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, itâs a good fit.
- No. The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit.
- Yes. The company already wants to work with you, and as long as a prospect meets at least one of the primary fit characteristics, theyâre probably a good fit.
- No. A prospect must meet all of the primary and secondary criteria to be considered a good fit.
- guided client onboarding program
- new client kick-off
- goal-setting and planning call
- marketing and sales handoff
- Utilization rate and specialty services
- Utilization rate and org structure
- Core values and specialty services
- Core value and org structure
What is the rule of thumb when budgeting time for an agencyâs account management tasks?
- Budget 0% on top of all client tasks.
- Budget 10% on top of all client tasks.
- Budget 15% on top of all client tasks.
- Budget 25% on top of all client tasks.
- Stop pitching and aim to help.
- Differentiate and target.
- Emphasize the inbound methodology.
- The inbound sales framework.
- Looking to existing relationships
- Targeting by vertical
- Targeting by location
- Focusing on target accounts
Which framework should you use to assess fit with a prospect?
- BANT
- GPCT
- CGP, TCI, and BA
- The CEO test
- BANT (budget, authority, need, timeline)
- The give and get
- Working together and each sideâs responsibilities
- HubSpot demo (specifically data and reporting)
- 60%
- 75%
- 80%
- 100%
- Cost-based pricing
- Value-based pricing
- Project-based pricing
- Profitability-based pricing
- buyer persona, target market
- target market, buyer persona
- buyer profile, target market
- buyer persona, qualified lead
- True
- False