Hubspot Exam Answers : Frictionless Sales Certification
Q.1 – Which of the following is true?
(A) Funnels and flywheels are two different ways of saying the same thing.
(B) The funnel is a better business model than the flywheel because it enables you to compare the performance of one salesperson to another.
(C) A flywheel is the best model for customer service teams, while a funnel is the best model for sales teams.
(D) The flywheel is a better business model than the funnel because it takes into account the impact current customers have on future customers.
Q.2 – Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?
(A) Salespeople and their prospective buyers
(B) Salespeople and their leaders
(C) Executive teams and middle management
(D) Customers and prospects
Q.3 – 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.
(A) True
(B) False
Q.4 – 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?
(A) In most cases, frictionless selling will replace your current framework.
(B) In most cases, frictionless selling will complement your current framework.
(C) In most cases, frictionless selling will be used by different employees than your current framework.
(D) In most cases, frictionless selling will require you to make slight adjustments to your current framework.
Q.5 – When you think about your sales organization as a flywheel, which of the following is the best goal to have?
(A) Find ways to reduce force and increase friction.
(B) Find ways to increase force and friction.
(C) Find ways to decrease force and friction.
(D) Find ways to increase force and reduce friction.
Q.6 – Which of the following is an example of force?
(A) Happy customers
(B) Automatic data entry
(C) Manual data entry
(D) Pipeline meetings
Q.7 – Which of the following is an example of friction?
(A) Manual data entry
(B) Automatic data entry
(C) Happy customers
(D) Pipeline meetings
Q.8 – True or false? Most sales organizations are doing everything they can to apply force to their flywheel.
(A) True
(B) False
Q.9 – True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.
(A) True
(B) False
Q.10 – What are the phases of the frictionless selling framework?
(A) Enable, Align, Transform
(B) Attract, Engage, Delight
(C) Identify, Connect, Explore, Advise
(D) Engage, Guide, Grow
Q.11 – What is the relationship between the three phases of the frictionless selling framework?
(A) They complement each other in such a way that they should all be implemented at the same time.
(B) They are interchangeable so that they can be implemented in any order.
(C) They form a progression, with each successive phase building on the previous one.
(D) Each stage includes the techniques of the previous stages so that you don’t have to think about the previous stages once you leave them.
Q.12 – Fill in the blank: The purpose of the enable phase is to enable your team to ______.
(A) identify their buyers’ needs
(B) spend more time selling
(C) negotiate more assertively
(D) accomplish more in the time they have
Q.13 – What metrics are most important during the enable phase?
(A) ROI, profitability, and year-over-year growth
(B) Customer retention, rep productivity, and employee happiness
(C) Close rates, time to close, and customer satisfaction
(D) Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
Q.14 – Fill in the blank: The purpose of the align phase is to align your team with ______.
(A) your target buyer
(B) your company goals
(C) market trends
(D) industry best practices
Q.15 – What metrics are most important during the align phase?
(A) Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
(B) Close rates, time to close, and customer satisfaction
(C) Customer retention, rep productivity, and employee happiness
(D) ROI, profitability, and year-over-year growth
Q.16 – Fill in the blank: The purpose of the transform phase is to transform ______.
(A) your team through a culture of learning
(B) your sales process to match your customers’ buying process
(C) your funnel into a flywheel
(D) your team through a large-scale reorganization
Q.17 – Which of the following is the most important responsibility of sales managers?
(A) Forecasting sales performance for the coming month or quarter
(B) Hiring new team members
(C) Ensuring sales performance is communicated clearly to upper management
(D) Ensuring their salespeople are coached on a regular basis
Q.18 – What metrics are most important during the transform phase?
(A) Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment
(B) Close rates, time to close, and customer satisfaction
(C) Customer retention, rep productivity, and employee happiness
(D) ROI, profitability, and year-over-year growth
Q.19 – On average, how much of a salesperson’s day is spent selling?
(A) About a third
(B) About half
(C) About three quarters
(D) Nearly all
Q.20 – True or false? Your sales team should only be doing things that provide value to your leads.
(A) True
(B) False
Q.21 – What two activities should you focus on during the enable phase of the frictionless selling framework?
(A) Improving interdepartmental communication and reporting you team’s performance to upper management
(B) Training the team on best practices and coaching individuals to help them overcome their specific weaknesses
(C) Adjusting your team’s incentive structure and ensuring their legal compliance
(D) Removing non-sales activities from your team’s responsibilities and streamlining their other responsibilities
Q.22 – 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.
(A) True
(B) False
Q.23 – Which of the following is an attribute of a sales team that is well aligned with their buyer?
(A) In-person meetings
(B) Transparent pricing and discounts
(C) Short sales cycles
(D) Free consultations
Q.24 – Which of the following is an attribute of a sales team that has a culture of learning?
(A) Real-time performance data
(B) Off-site training
(C) Rigorous hiring standards
(D) Weekly performance reviews
Q.25 – Which phase of the frictionless selling framework does automatic email logging help with?
(A) Enable
(B) Align
(C) Transform
Q.26 – Which phase of the frictionless selling framework do email templates and sequences help with?
(A) Enable
(B) Align
(C) Transform
Q.27 – True or false? The majority of buyers consider salespeople trustworthy.
(A) True
(B) False
Q.28 – What are the stages of the buyer’s journey?
(A) Identify, connect, explore, advise
(B) Awareness, consideration, decision
(C) Enable, align, transform
(D) Attract, engage, delight
Q.29 – During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?
(A) Your product or service
(B) A problem they have
(C) The principles of an inbound strategy
(D) Changes in the market
Q.30 – During the consideration stage of the buyer’s journey, what is the buyer considering?
(A) Different categories of solutions
(B) Different solution vendors
(C) Whether they want to make a change
(D) How much of a priority their current problem should be
Q.31 – When in the buyer’s journey should you try to connect with a buyer?
(A) During the decision stage, when they are deciding on a specific product or service
(B) Before they even begin their buyer’s journey so that you can lead them through it
(C) Before the decision stage, when they are still defining their path forward
(D) After the buyer’s journey is over and they have decided to buy from you
Q.32 – Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?
(A) Identify
(B) Connect
(C) Explore
(D) Advise
Q.33 – In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?
(A) Identify
(B) Connect
(C) Explore
(D) Advise
Q.34 – In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs?
(A) Identify
(B) Connect
(C) Explore
(D) Advise
Q.35 – Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?
(A) Identify
(B) Connect
(C) Explore
(D) Advise
Q.36 – Which of the following is the best agenda for a sales meeting?
(A) Start with an overview of your company and provide a list of noteworthy customers you’ve served. Next, recap the conversations you’ve had with your prospect so far and propose your plan for helping them.
(B) Start by recapping the previous conversations you’ve had, then talk the prospect through the available options. End by recommending one of those options and explaining how you are uniquely positioned to help with that option.
(C) Start by asking the prospect what they would like to talk about. Use the topics they suggest as the basis of your agenda.
(D) Start with a description of your most advanced offering and then ask if they have any concerns moving forward with it. If they do, seek to resolve those concerns. If you can’t, position your less advanced offerings as an alternative.
Q.37 – True or false? Every sales presentation should be personalized for the people you’re presenting it to.
(A) True
(B) False
Q.38 – Which of the following is true of most sales organizations?
(A) They would be better off not implementing a coaching program than implementing an ineffective program.
(B) Their salespeople’s performance is unlikely to be improved by coaching.
(C) They spend too much time coaching their salespeople.
(D) They don’t coach their salespeople as much as they should.
Q.39 – True or false? Having reliable sales data is required to create an effective coaching program.
(A) True
(B) False
Q.40 – What are the steps of the GROW coaching technique?
(A) Goal, Reality, Options, Way forward
(B) Growth, Resilience, Optimism, Wealth
(C) Gradual improvement, Realistic goals, Ongoing support, Willing compliance
(D) Grade, Redirect, Optimize, Watch