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Check out some following HubSpot Sales Hub Implementation Certification Exam Answers:
- Overlap between the supervisory committee and implementation team
- Incomplete communication and planning
- Lack of effective change management
- Inadequate training for tool users
- CMS Migration
- Building integrations between apps
- User training
- B & C
- Leading the implementation team and reporting back to the supervisory committee
- Writing code for backend integrations in partnership with a front-end developer
- Helping the client replace their entire sales team with new hires
- Canceling the client’s old CRM contract to avoid confusion
- Increasing your client’s satisfaction with the process and result
- Ensuring all functionality is working properly for the client’s sales team
- Getting paid a bonus for your work by the client without having to ask
- Accurately evaluating whether available resources are being used efficiently
- CFO (Chief Financial Officer)
- Project manager
- Sales enablement lead
- Technology specialist/IT lead
- Support engineer/specialist
- Each client’s situation is unique, and you shouldn’t underestimate the importance of thoroughly understanding your client’s previous CRM’s architecture.
- A responsibility matrix divides all stakeholders into twelve categories.
- Complex CRM implementations usually demand more than just email updates to key stakeholders each week.
- The project definition of success should include relevant metrics, and each definition of success should be specific, measurable, attainable, relevant, and timely.
- By making sure the technology specialist does the job of the support engineer, thereby saving the client money.
- By making sure decision-makers are involved.
- By making sure the client’s CEO attends every meeting and oversees every decision, no matter how small it is.
- By controlling what information is shared with decision-makers, because the sales training process is always deeply political.
- Coming to the client prepared with a full timeline for CRM migration and data modeling strategy before you’ve met with their key stakeholders or understood their business priorities.
- Building a clear communication plan that goes beyond email updates.
- Creating an implementation timeline after consulting thoroughly with all stakeholders
- Building a scalable plan for user training on the new platform.
- Your firm’s project manager should not be involved here. Only the IT lead or technology specialist should dictate what metrics matter the most.
- Only your firm’s sales enablement specialist should call the plays in terms of determining the metrics to focus on, given their depth of technical knowledge.
- Your firm’s project manager should collaborate with some or all members of the implementation team and the client’s project leaders to determine what metrics to focus on.
- Your firm’s support specialist should be in charge of firing the project manager if they make a wrong decision.
- Working with the project manager to integrate outside technologies with Sales Hub
- Building custom integrations using HubSpot’s API
- Creating custom objects
- Resolving underlying technical architecture issues
- All of the above
- Your firm should drive alignment between the supervisory committee and the implementation team
- Your firm should log all required tasks to be performed before, during, and after the CRM migration
- Your firm should set reasonable expectations about outcomes upfront
- All of the above.
- Building a clear communication plan, including meetings and communication beyond weekly emails
- Progress tracking
- Building a comprehensive implementation timeline
- Creating a sales enablement playbook
- Finding a way to fire sales managers who are resistant to process change
- Building a reporting playbook
- Reviewing your client’s CRM to make sure that all deal stages are identical to lead status stages
- Reviewing your client’s survey integration to make sure they’re always collecting NPS data
- Replacing all standard objects with custom objects
- Preparing a user adoption education plan
- Building a reporting playbook
- Putting a miscommunication plan in place to avoid office politics
- Instituting a progress tracking mechanism
Scenario: Your client owns a car dealership. You need a way to represent maintenance visits. Your client needs to see a record of when the visit occurred, what maintenance was done, and the car’s mileage at the time of the visit. Which HubSpot tool would you use to represent your client’s data?
- CRM extensions
- Timeline Events
- Custom properties
- Custom object
Scenario: Your client runs a manufacturing company, shipping products directly to their customers. The client wants to track shipments in HubSpot. They want to be able to associate the shipments to the contacts receiving them, and a single contact could have multiple shipments at the same time. Which tool would you use to represent this data?
- CRM extensions
- Timeline Events
- Custom Properties
- The mobile app
- All of the above
True or False? “You should educate your prospects only after you’ve given them a demo of HubSpot CMS’s capabilities. Before the demo, your education might not resonate with a prospect who doesn’t even grasp the key value proposition.”
- Tell they you’re offended that they wouldn’t believe you, after all the time you’ve spent demoing the tool for them
- Ask them about their concerns, take careful notes of their needs and pain points, and give them HubSpot’s support number so they can get their doubts resolved themselves
- Take careful notes of their needs and pain points, offer to do a demo in which they can test out everything they need to test out, and keep educating and consulting them on the benefits of Sales Hub without adding friction to their evaluation process.
- Always set up a call with your HubSpot CAM or Channel Consultant and the prospect. You shouldn’t be answering any product questions alone, since only HubSpotters really understand how Sales Hub works.
- Checking to see if all objects (as far as possible) have been migrated
- Checking to see if all properties related to objects have been migrated
- Checking to see if all associations between objects and properties have been migrated
- All of the above
True or false? If your delta migration covers everything the client did in the older CRM between 12/01/2019 to 12/30/2019, the client should avoid inputting any new data into the old CRM after 12/30/2019.
True or false? In addition to getting input from sales management, you’ll need to make sure the pilot group tests out Sales Hub’s functionality to ensure that it matches their sales process, pipeline, and daily workflow expectations.
Scenario: Your client is planning on tripling the size of their sales team this year. They’re worried that they won’t have time to schedule training sessions every time a new group of salespeople is hired, and are worried about the cost of having your firm train every new recruit manually. Which of the following could be a good solution for this client?
- Offer to train every single salesperson for free, no matter how many hours it takes, and even if your firm’s sales enablement lead has to work on weekends
- Discuss the possibility of investing in an LMS for your client, through which you can provide on-demand trainings
- Tell the client that all additional salespeople hired after the project completion date are not your responsibility
- None of the above
- Representing outreach steps visually can help identify roadblocks or duplicated effort
- It can help you differentiate between easy and difficult outreach problems to fix
- It can avoid situations in which there is a single point of failure in the client’s outreach process
- All of the above
- Number of email opens
- Number of form submissions linked to particular emails or sequences
- Average number of sales activities per account, by industry, or by another key variable
- Number of seconds it takes a salesperson to log into HubSpot’s mobile app
True or False? “You shouldn’t worry about differentiating Sales Hub from the competition. Most Sales and CRM products in the market are ultimately quite similar, even if Sales Hub is a little easier to use. Focus more on winning your prospect’s trust in your firm, because their relationship with you matters more than any product.”
True or False? “You cannot build a successful Sales Hub sales pitch without defining certain terms, such as “collaboration,” “customer-facing teams,“ and ”friction“ exactly the way HubSpot Academy defines these terms in this certification. These terms are defined in a precisely scientific way to psychologically influence your prospects.”
True or False? By educating your prospects early in the sales process, you’re making sure all stakeholders have the same understanding of Sales Hub, you’re setting the stage for your firm’s Sales Hub demo, and you’re differentiating Sales Hub and your consulting service from the competition.
- Legacy CRMs can be difficult for salespeople to use
- Legacy CRMs are always easier to customize than Sales Hub
- Sales Hub stitches together expensive point solutions that are difficult to use and maintain
- Sales Hub aims to satisfy everyone on your team, except Sales Ops analysts
- Gathering together forecasts from different, unintegrated systems
- Pestering sales operations people about entering data or new fields into the system
- Having to continuously badger salespeople to manually enter data
- Having to scramble for the right data for meetings with their senior executives
- All of the above
- It is a growth strategy in which marketing and sales work together to create personalized buying experiences
- If prospects are focused on selling high value B2B products or services to a finite number of good-fit buyers, they should consider an ABM strategy
- If prospects are focused on selling B2C products with single-person buying committees, they should consider an ABM strategy
- In recent years, more and more B2B companies have moved towards adopting ABM
- Sales Hub can help alleviate friction internally and for prospects and customers. It plays a vital role in all stages of the flywheel model (identify, explore, connect, and advise).
- Sales Hub is a kind of flywheel. The flywheel is a metaphor used to talk about the Sales Hub.
- The HubSpot CRM is simply a flywheel that’s incredibly energy-efficient. When you add force to it and remove friction, it spins faster and faster.
- None of the above.
- Sales Hub includes built-in ABM features, while traditional CRM systems include ABM features as an added-on charge.
- Most ABM solutions thwart easy coordination between marketing and sales, but Sales Hub’s ABM functionality enables teams to deliver cohesive and personalized buying experiences.
- Sales Hub brings all sales teams’ needs together in one, easy-to-use, central system of record.
- Sales Hub focuses only on architecting the manager’s user experience
- Easily automatable lead rotation and deal management
- Easily automatable tasks and internal notifications
- AI-driven analytics to support an outreach strategy
- Limited mobile user experience
- Perform a delta migration
- Double-check objects, records, associations, and properties with client
- Rebuild key reports
- Ask client thorough discovery questions
- All of the above
- Custom object names should be specific and not vague, consistent, avoid special characters, and always have a clear description
- Once an object has been created, it can be reported on in the same way as a standard object
- If you have a process in place for maintaining standard objects, you won’t need to create a new one for custom objects
- At the moment, it’s very easy to do cross-object reporting in Sales Hub using custom object data
- How do reps surface pertinent information about leads?
- How does management know when new deals close?
- How do you create and share the important sales reports?
- Which reps should be fired for failing to consult sales reports?
- Be patient and earn trust before extracting data
- Ask them where they get their leads from
- Ask them what additional features or tools they would like to do their job better
- Remind them that dishonest answers will result in them being immediately fired
- Ask them what the most frustrating part of their day-to-day work is
- Create a checklist of all outreach steps
- Build an outreach process diagram
- Get buy-in from all stakeholders on any outreach process changes
- Help the team decide which metrics to focus on
- All of the above
Scenario: Your client sells highly sophisticated and customized products and services in the financial technology industry. Your client champion does not believe that their sales team’s approach can be automated in any way. They seem to think that the Sales Hub tools won’t be helpful because of how personalized and consultative their sales process is. How do you respond to this objection?
- Ask them what they are afraid of losing by adopting some automation. Work with them to figure out which parts of the sales process are repetitive and manual. Assure them that nothing will be automated without their consent.
- Ask them why they’re paranoid about AI and automation. Scold them for having an outdated attitude about automation, and show them case studies of how teams fail miserably without automation. Scare them into doing the right thing.
- Accept their answer and move on. You can’t help them unless they want to change their process.
- Go behind the champion’s back and start implementing the automation tools with the help of a few disgruntled members of his sales team. You don’t need the champion’s approval or agreement to move forward.
- Determining how support and service team members should work with sales on potential upsells/upgrades, NPS feedback from clients, etc.
- Defining lead status properties
- Developing their buyer personas
- Defining their lifecycle stages
- Because the client should be given time to evaluate whether the finished product meets their expectations
- Because you cannot complete a CRM implementation without a thorough CMS implementation process
- Because the project manager’s variable compensation is determined by how many correct deductions they made throughout the timeline of the implementation.
- Because project management tools reduce friction and remove barriers in your team’s operational support structure.
- When you have reason to believe that the client doesn’t care about the deadlines
- When you know that you can earn a larger commission by going over the deadlines
- When the log is completely outdated, seems to be from a different project, and does not reflect any of the tasks you have discussed with the project manager and supervisory committee
- When you are bored with the client’s sales process and dislike their sales leaders
- You should never ignore deadlines. If you think something is incorrect, clarify it with the project manager and supervisory committee before deciding to ignore it.
True or False? In your migration plan, you can skip analyzing or recreating key reports from the client’s previous CRM if they have an imperfect sales process and you feel like the reports serve no purpose. You don’t need to ask for the client’s permission to do this.
Scenario : Your prospect has specific questions about key functionalities in Sales Hub, based on their poor experience with their previous CRM. Which of the following is the best way to win their trust?
- Always discuss the flywheel rather than answering their product questions directly. The flywheel is the best answer to any and all product questions.
- Offer to discuss their questions in detail, but avoid spending too much time on features, because you should be focused on closing the deal efficiently.
- Offer to discuss their questions in detail, and make sure their doubts are honestly addressed. If they still have questions, offer to set up another conversation to answer them, and offer case studies to back up your claims.
- Show them an impressive list of companies using Sales Hub. You don’t need to discuss details about features. Examples speak louder than consulting or long conversations.
Scenario: A client is really interested in shifting all of their sales reporting from their old proprietary CRM to Sales Hub. However, one of their key reports is not yet re-creatable within HubSpot. You’re afraid that bringing this up will dampen the client’s enthusiasm and slow down the process of fully migrating to Sales Hub. What should you do?
- Be honest and transparent about what your client can and cannot report on in HubSpot. If they cannot access critical data without any warning, they’re much more likely to churn and be unhappy with the tool. In the meantime, work with them to transfer the easily recreatable reports into HubSpot
- Convince them that they don’t need this report, since their sales process is outdated
- Promise them that HubSpot’s developers will specially build out this report for their portal in the future
- None of the above
- Legacy CRMs often require clients to sacrifice customization for ease of use
- Sales Hub offers easy integrations with tools commonly used by sales teams, via HubSpot’s App Marketplace
- Legacy CRMs often have a poor (or nonexistent) mobile user experience
- Sales Hub does NOT include easily automatable email outreach tools
- What do your top performers do in their outreach process?
- Could you walk through an example of a recently closed customer?
- What outreach behavior would you like your teams to change?
- Is your team satisfied with the current outreach process?
- All of the above and more
- Front office teams are internally facing, such as finance, HR, and IT.
- Back office teams and front office teams are both the same in the modern economy in terms of their day-to-day work.
- The term “customer-facing teams” paints a clearer picture of what front office and back office teams have in common–customers–and why it makes sense to support them with HubSpot CMS.
- Both A & B