HubSpot Agency Partner Certification Exam Answers

HubSpot Agency Partner Certification Exam Answers

This certification will provide a comprehensive introduction on how to market, sell, deliver, and grow your agency with inbound and HubSpot. This course is open to HubSpot Agency Partners only.

The benefits of being Agency Partner certified by HubSpot Academy:

Grow your agency.
Invest in yourself and your business by demonstrating your mastery as a HubSpot Agency Partner.
Join a community.
Join more than 60,000 inbound certified professionals who are transforming the way the world does business.
Grow your business.
Get more value from your investment in HubSpot by enabling your team to use advanced features.

Classes Include:

Defining Your Agency’s Positioning
Defining your agency’s positioning is one of the most important components of a successful inbound strategy. In this class, you’ll learn a six-step process to define your own agency’s positioning strategy and how to bring this strategy to life through your marketing.
Packaging & Pricing Inbound Retainers
An inbound retainer is a holistic creation. Properly staged and executed, a retainer becomes foundational to a HubSpot Agency Partner’s inbound services delivery to clients. HubSpot provides several resources for constructing the retainer, including guides, templates, as well as your Channel Consultant and Channel Account Manager. This class will teach the basis for stabilizing your business with a retainer model, how to build and price a retainer for rewarding ROI, and what a finished retainer looks like.
Marketing Your Agency with HubSpot
How much time do you spend on your own agency’s marketing? Not that much? You’re not alone. Agencies are great at marketing their clients products and services, but often neglect taking their own advice to market themselves. But if you want more leads and a sustainable way to attract new clients, it’s time to apply your expert marketing skills to your own agency. In this class, you’ll learn how to leverage your partner marketing resources to help you market your own agency.
Introduction to Agency Selling
Do you want to sell more business, sell better business, or increase your average retainer size? If the answer to any of these questions is yes….you’re in the right place. In this class, you’ll learn a framework for selling agency retainers, guiding principles for agency selling success, and how to get sales help when you need it.
Identifying Quality Leads for your Agency
Even the best agencies need a lot of leads to close a single deal. And it’s not just about the quantity of the leads, it’s also about the quality. Who wants to spend all their time with low-quality prospects? This class will focus on increasing both quality and quantity of your leads. First, you’ll learn how to identify and prioritize the right kind of leads. Then, you’ll learn lead generation strategies so you can generate more of them.
Connecting to Open the Inbound Conversation
In this class, you will learn how to connect with your high quality leads and schedule the first appointment. Why is this important? Well, do you typically feel that once you get into a conversation with a prospect, you’re pretty good? But you just need to get into more conversations? You’re not alone. Getting into more quality conversations is the classic salesperson’s challenge. This class will teach you how to overcome this by mastering the Connect Call.
Exploring to Excite and Assess fit
The Explore stage is one of the most, if not the most, important parts of the sales process. At the heart of this process is the Exploratory Call. This is the first scheduled meeting with your prospect and really the first chance to do in-depth discovery. By the end of this class, you’ll have a step-by-step guide to running an effective Exploratory Call. You’ll also learn how to excite your prospects about your services and have a comprehensive framework to assess fit.
Advising to Close the Sale
At this stage of the sales process, you’re in a great position to advise and close the sale. That’s what this class is all about. First, you’ll learn how to run the Goal Setting and Planning Call to set inbound targets with your prospect and develop a plan to hit them. Next, you’ll learn how to effectively demo the HubSpot software. And finally, you’ll learn how to deliver a final presentation and ultimately close the deal.
Reselling with HubSpot
At this stage of the sales process, you’re in a great position to advise and close the sale. That’s what this class is all about. First, you’ll learn how to run the Goal Setting and Planning Call to set inbound targets with your prospect and develop a plan to hit them. Next, you’ll learn how to effectively demo the HubSpot software. And finally, you’ll learn how to deliver a final presentation and ultimately close the deal.
Fundamentals of Delivering Client Success
Of course delivering client success is vital. Harnessing the initial momentum and excitement inherent to inbound’s planning and strategy, never allowing the wave to crest: that is the true challenge. This class details client success’ importance from your relationship’s very beginning, how to deliver clear client success with transparent metrics, and how to get your team ready to continue these efforts after the onboarding phase.
Onboarding New Clients
Making certain you are providing a strong onboarding experience is tricky. There are kickoff calls to plan and run, stakeholders to involve, and expectations to meet. Onboarding is perpetual. This class covers why a consistent client onboarding process is healthy for your agency, how to execute all the actions during client onboarding’s first 90 days, and what precisely a strong onboarding process looks like.
Managing Client-Agency Relationships
Consistency and transparency are paramount to fostering healthy client-agency relationships. In an optimal environment, challenging topics surrounding contracts and expanding services become simpler. This class advises best practices for building healthy client relationships, how to position your agency’s successes when approaching contract renewal and upsell conversations, and how to end a retainer.
Reporting ROI to Clients
Clients expect clarity from your agency’s deliverables. In particular, they want to know how much value they are earning, based on your work. Your inbound retainer earns them insight into progress on traffic generation, lead generation, and customer generation. Onboarding is perpetual. In this class, you will learn ROI reporting’s importance, best practices for communicating those results, and what metrics to report to the client.
Growing Your Team
Team growth is a necessity for an emerging inbound agency. Formalizing your growth tactics can make your business more sustainable. It’s a matter of learning how to recognize your true needs and positioning the new employee at your agency for efficient talent application. This class teaches why consistent hiring practices are important, how to determine the proper hiring candidate at the proper time, and what successful team hiring and growth tactics look like.
Growing with the HubSpot Agency Partner Program
This HubSpot Partner Tiers program is designed to acknowledge top Agency Partners who have not only brought the inbound message to the most clients, but also executed inbound marketing services to the highest standards. But it doesn’t just serve as recognition, the tiers program also rewards this remarkable inbound work with greater growth opportunities and higher levels of support. In this class, you’ll learn all about how the tiers program works and hear one partner’s journey to success.

HubSpot Agency Partner Certification Exam

80 questions
120 minutes
75% minimum grade to pass
Validity period of 12 months

Disclaimer: HubSpot trademarks are the property of HubSpot, Inc. This website is not officially affiliated or endorsed by HubSpot in any way.

1.) All of the following are true statements about defining your agency’s positioning strategy, EXCEPT:

Positioning is an ongoing process that evolves with your agency, your clients, your employees, your goals, and the marketplace.
Document your positioning so that everyone at your agency can review and understand your strategy.
A positioning strategy will help you charge premium pricing for your services.
A positioning strategy is best created by one person, typically the CEO, so that there is one consistent voice and decision maker throughout the process.

2.) You’ve decided to focus your agency by specializing in video strategy and creation services for the eCommerce industry. All of the following are ways to implement this strategy into your marketing, EXCEPT:

Create a new content offer, “The Ultimate Guide to Creating Videos for Your eCommerce Business”
Create a new case study on your latest client who was in the eCommerce industry
Unpublish previous blog posts that don’t focus on video or the eCommerce industry
Add an industry form field to your lead generation pages

3.) You come up with the following positioning statement for your agency: “We are an inbound marketing agency specializing in providing marketing and sales alignment solutions for B2B manufacturing companies.” What is this positioning statement missing?

The How
The Who
The What
The Why

4.) You’re a newer agency and struggling to generate a consistent stream of new clients. You’ve recently decided that you want to focus on providing website design services to clients in the travel and leisure industry. Your sales rep brings you a new prospect who is interested in signing a website redesign project with your agency tomorrow. This prospect is a local B2B software company. Should you take this client?

No, because the purpose of a positioning strategy is to state that your firm is right for some clients but not all clients. This client doesn’t fit the type of client you want to work with, and therefore isn’t going to help you in the long run.
No, because you shouldn’t take your sales reps word for it. Schedule a call to qualify this prospect.
Yes, because when you’re a new agency, it’s okay to take on a few clients that don’t fit within your positioning strategy. You should take this client since they want to work with you.
Yes, because anything that brings revenue into your agency is a good thing.

5.) Which of the following business practices does your positioning strategy impact?

A.) Your hiring
B.) Your marketing
C.) Your services
D.) A and B
E.) B and C
F.) All of the above

6.) Which would be the best positioning statement for Emma’s agency?

“We are an inbound marketing agency focused on helping healthcare companies improve their marketing and sales through blogging and content creation.”
“We are a full-service marketing agency specializing in helping healthcare companies drive more traffic, leads, and customers by using inbound marketing.”
“We are an inbound marketing agency that specializes in providing growth-driven design for healthcare companies because we believe that your website is key to growing your business and should be tightly integrated with marketing and sales.”
“We are a marketing agency that helps companies drive more traffic and sales through using inbound marketing because we believe that marketing should be relevant and helpful to your customers, not interruptive.”

7.) True or false? Your client’s inbound retainers influence your agency’s hiring.

True – because retainers simplify your revenue forecasting, and consistent revenue forecasting makes hiring predictable.
False – because increased predictability in revenue and growth makes your agency’s immediate hiring needs more unpredictable.
True – because increased sales with retainers will necessitate more sales hiring.
False – because retainers only govern what services the client purchases.

8.) When should you notify your Channel Consultant of your new retainer?

Only if you have any issues with your retainer should you then notify your CC
Once you’ve delivered the first month of services so that your CC can help review your work
It’s fine if you don’t tell the CC right away, just let them know how things are progressing within the first 3 months of the contract
When the deal is done, so your CC can forward you immediately-relevant HubSpot resources to help you deliver the work, specific to the new client’s scope

9.) What are indicators your agency should recommend a middle-tiered “Grow” retainer to a client?

The client has prior success in on-page SEO from blogging and keyword research
The client has a large pre-existing contact database that requires segmentation to close sales
The client’s prior SEO was led by well-researched buyer personas
The client has a CRM with automated email sends

10.) Your client asks for buyer persona development under the annual retainer’s ongoing monthly services. How do you respond?

“Sounds good, but we recommend buyer persona development be an ongoing quarterly service, at most.”
“As it turns out, the time for buyer persona development is budgeted as a one-time service for the annual retainer. We complete this service once per year, at most.”
“Sounds good, let’s add buyer persona development to ongoing monthly services.”
“As it turns out, buyer persona development is an ongoing process built into day-to-day content management, included under weekly services.”

11.) To improve your agency’s packaging and pricing, you’ve tasked your team with brainstorming your agency’s new retainer strategy. Your team comes back to you with four potential retainers your company could offer. Which of these proposals is an example of an effective retainer service?

“We could offer a client a retainer that discounts a website overhaul for them every three months.”
“We could offer a client a retainer that earns us $1 for each retweet we get them on Twitter.”
“We could offer a client a retainer that helps them get more traffic, leads, and sales.”
“We could offer a client a retainer that confirms they can call us when they need anything changed on their company logo.”

12.) True or false? The retainer proposal document presented to your prospective client is best kept to one page of text.

TRUE
FALSE

13.) You’re creating a form in HubSpot for your co-brandable ebook. You want to make sure you’re able to register your leads in the HubSpot sales database. Is your form setup correctly for lead registration?

No, you can’t include phone number or industry as fields for lead registration.
Yes, as long as you create the form in HubSpot, it’s setup for lead registration.
Yes, it includes all the required fields needed for lead registration.
No, this form doesn’t include all the required fields needed for lead registration.

14.) Which is the BEST way to integrate the Partner Marketing resources with your agency’s inbound marketing strategy?

Only use one co-branded ebook and focus on other elements of inbound marketing instead
Use the co-brandable ebooks as a supplement to your own content in order to generate leads for your agency
Rely entirely on HubSpot’s co-brandable ebooks so you focus on closing new clients
Use HubSpot’s co-brandable ebooks for the lead generation content you supply clients

15.) All of these things are ways Emma could improve this co-brandable ebook campaign, EXCEPT:

Revise the text of the landing page to be customized to their agency’s buyer persona
Change the color of the offer to match their brand’s colors
Replace the offer with a newer buyer persona template she found on HubSpot’s marketing blog
Personalize the cover page of the ebook to include her own agency’s logo

16.) How should Emma customize the title of this offer to better attract the types of clients she enjoys working with?

Customize the offer to be, “How to Create Buyer Personas for your Website”
Customize the offer to be, “How to Create Buyer Personas for your Inbound Agency”
Customize the offer to be, “How to Create Buyer Personas for the Healthcare Industry”
Customize the offer to be, “How to Create Buyer Personas to Improve Your Blogging Strategy”

17.) The Inbound Sales Methodology includes the following stages:

Open, Connect, Explore, Close
Attract, Convert, Explore, Delight
Identify, Convert, Explore, Close
Identify, Connect, Explore, Advise

18.) True or false? You can have your Channel Account Manager join sales calls with you and your prospects.

TRUE
FALSE

19.) True or false? When pitching to a prospect, focus on tactics like social media, email, and blogging.

TRUE
FALSE

20.) True or false? You’re talking with another HubSpot Agency Partner and you start talking about your ideal buyer profiles. Since you are both HubSpot Agency Partners, you should have the same ideal buyer profile.

TRUE
FALSE

21.) Your friend sends you a link to a company who they think would be a good fit for a retainer with your agency. Your friend has worked with this company before and told you that they’re already excited about working with you. You start looking at the company’s website and you notice that they meet a lot of the secondary criteria of the Prospect Fit Matrix, but they don’t sell something that involves a considered purchase process. Based on the Prospect Fit Matrix, are they a good fit for an inbound retainer?

No, the primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, they are unlikely a good fit.
Yes, both the primary and secondary criteria is important in determining prospect fit and since they meet the majority of these, they are a good fit.
Yes, they already want to work with you, and as long as a prospect meets at least one of the primary fit characteristics they are probably a good fit.
No, a prospect must meet all of the primary and secondary criteria to be considered a good fit.

22.) Fill in the blanks: Your _________ describes the type of person you are targeting, whereas your _________ describes the type of company.

ideal buyer profile, buyer persona
target customer, target segment
target customer, ideal buyer profile
buyer persona, ideal buyer profile

23.) After working in higher education for years, you’ve decided to start your own agency. You want to work with clients in the same industry that you’re familiar with. Which lead generation strategy would be the fastest way to get started selling retainers?

Focusing on target accounts
Looking to existing relationships
Targeting locally
Targeting by vertical

24.) True or false? In order to use the Prospect Fit Matrix, you must have a conversation with the prospect first.

TRUE
FALSE

25.) Fifth Season is a good fit for an inbound retainer.

False – the prospect does not meet the primary criteria of the Prospect Fit Matrix
False – you do not know enough about the prospect to make this decision
True – the prospect meets the secondary criteria of the Prospect Fit Matrix
True – the prospect meets the primary criteria of the Prospect Fit Matrix

26.) You open the connect call with a target account with the following sound bite: “Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your company one of the top in your industry. Your strategy and growth is impressive. I work with companies that are already doing well online, like you, but are still struggling with converting that traffic into more leads and sales. Does that sound familiar to you? Is lead generation something your team is focused on?” What should you do to improve it for next time?

After you introduce yourself, ask for permission before moving forward.
Be more explicit in the solutions you can provide.
Don’t make any changes, this sound bite follows all of the best practices.
Find someone at the agency you know personally and reference their name.

27.) True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.

TRUE
FALSE

28.) Fill in the blank: The _______ technique is an effective way to address resistance.

power statement
CEO Test
Give and Get
Opponent-process

29.) After opening a connect call, your prospect is resistant to having a discussion. Which of the following techniques should you use to address resistance?

Use a positioning statement
Respect that they don’t want to talk at this point and call back later
Offer to schedule an exploratory call
Use a power statement

30.) You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

No, if the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call.
Yes, don’t give up. Keep on trying until you find a positioning statement that resonates, no matter how long it takes.
No, be respectful of your prospect and back off.
Yes, always come with a backup positioning statement and try again.

31.) Fill in the blanks: Fifth Season is a(n) ____________, so you should focus on ____________ when opening the connect call.

target account, your mutual connections
target account, being helpful and respectful
inbound lead, previous work you’ve done for companies in the travel industry
inbound lead, on what they’re looking for help with

32.) True or false? During the exploratory call, it’s best to discuss budget in the beginning. It’s something that is already on your prospect’s mind and if you’re in different budget ranges, it’s best to know at the beginning of the call.

TRUE
FALSE

33.) You wrap up an exploratory call with a prospect and assign them a BANT score of 3 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

No, de-prioritize the prospect and spend less time and effort with them.
Yes, if you think they might still be a good fit, you could test the prospect’s 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.
No, anytime a prospect scores 3 or below, don’t spend more time on them.

34.) True or false? In the exploratory call, the Give and Get technique helps address resistance from the prospect.

TRUE
FALSE

35.) You’re having an exploratory call with the CEO and things are going great. What is the following sound bite an example of? “Mr. Prospect, I notice you’re doing a great job blogging frequently. Would you like a suggestion to drive even more traffic? Try including some keywords in your blog post titles. This will help your posts get properly indexed and help you show up in more search engine results. I’m wondering, is it important for your business to drive more website traffic? What impact would increased traffic have on your business?”

A power statement
The CEO Test
A positioning statement
The Give and Get technique

36.) Which of the following is NOT an objective of the exploratory call?

The prospect should review their marketing goals and challenges.
The prospect should receive tips for improving their online marketing strategy.
The agency should fully explain the definition of inbound marketing to the prospect.
The agency should qualify and excite the prospect.

37.) You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with: “I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.” Does this prospect have a qualified need?

No, you need to talk to more than one person at the company to ensure that this is a real need. You should schedule another call and get the whole team on board.
Yes, not only does the prospect have a clear goal of generating new traffic, they are also ready to work with you.
No, while they have started to share some goals, plans, and challenges with you, they are too general to truly understand need.
Yes, the prospect has a goal of more traffic, a plan to implement inbound, and a challenge of traditional marketing not working any longer.

38.) During the exploratory call, you say to your prospect Fifth Season: “We work with companies like yours that have invested in their website but are disappointed in how it’s helping to drive new business. We take an inbound approach that drives more traffic, converts more leads, and closes more sales, so that their website becomes their most effective salesperson. We are different because we work specifically with businesses in the travel and leisure industry. We’re experts in your audience’s needs, values, and motivations, and this allows us to create an inbound marketing strategy that speaks directly to them.” What is this an example of?

A positioning statement
A power statement
A Give and Get
Goals, plans, and challenges

39.) You are preparing to close a new sale. Which of the following is NOT requirement to ensure you’re ready to ask for the business?

The prospect has a high BANT rating
The prospect has a clear cost of inaction
The prospect has qualified need
The prospect has seen a HubSpot demo

40.) To help confirm timing and encourage your prospect to not delay getting started with inbound marketing, what should you show during your final presentation?

A backwards timeline with the critical milestones and targets
A slide with the consequences of delaying action
An activity plan with 3 options – build, grow, and accelerate
A case study of a past client with similar goals and challenges

41.) True or false? At some point in the sales process, you must demo the HubSpot software.

False – it is generally a good idea, but not a given. The prospect is ultimately buying your services and ability to deliver.
True – the prospect needs to see all the HubSpot tools so they can pick and choose which ones they’d most like you to focus on in your services retainer.
False – showing prospects the HubSpot software might derail the conversations revolving around budget.
True – the prospect is going to be purchasing a HubSpot license, so they should see what they are getting for their money.

42.) You are at the end of the goal setting and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

A.) Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?”
B.) Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in.
C.) Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement..
D.) A and C
E.) A and B

43.) How many HubSpot tools should you typically show when doing a HubSpot demo?

1 or 2
3 to 5
5 to 7
7 to 10

44.) You’re preparing to give a demo to Fifth Season. Based on the information provided in the case study, which set of tools would be best to show this prospect?

Lists, Blogging, Landing Pages, and Email
Social Media, Keywords, Email, and Blogging
Keywords, Blogging, Contacts, and Sources
Contacts, Lists, Workflows, and Social Media

45.) You’re setting the agenda for a goal planning and setting call with Justine from Fifth Season. Which of the following sound bites accurately represents what you’ll cover during this call?

“Justine, the purpose of today’s call is to build out marketing targets based on your company’s goals and then identify a plan to help you reach them. Before we end today, we’ll also go through our typical pricing and resource requirements. How does that sound to you? What else would you like to cover?”
“Justine, the way I typically run these calls is by asking you some questions to better understand your business goals and challenges. Then, I’ll share some tips on how you can improve your marketing, some insight about what is working for other companies, and what we do. Finally, we’ll determine together if there is a fit worth exploring between our companies.”
“Justine, the purpose of today’s call is to understand your company’s traffic, lead and customer goals and then build a plan to help you reach them. We’ll discuss some of the challenges you’re facing now. We’ll end by showing a final presentation of the solution to overcome these. Does that sou
“Justine, we’ve talked a lot about your goals and challenges. Today, we’ll review how inbound marketing and HubSpot can help hit those goals – and how it make things much more efficient and effective. We’ll also share how it helps track and report ROI. Does that sound okay?”

47.) If your client decides to cancel their retainer, who’s responsibility is it to facilitate the appropriate transitions and next steps?

A.) Your CAM
B.) Your CC
C.) Your agency
D.) A and B
E.) None of the above

48.) True or false? Your agency is responsible for notifying your channel deals 45 days before the start of their contract’s second year of any upcoming changes to their contract, such as expiration of initial discount or billing cycle modifications.

TRUE
FALSE

49.) What kind of client does a HubSpot Professional portal fit best?

Clients without a contacts database, but a lot of social media followers that want to track the traffic on their Facebook business page.
Clients who are ready to drive their existing traffic and automate their email engagement with Workflows.
Clients who can’t afford the $2,400 per month for HubSpot Enterprise for another 9 months.
Clients who want to see results from inbound in the first 30 days.

50.) Fill in the blank: Because of their retainer with Acme Agency, Pluto Pool Co. is not required to purchase __________ .

a HubSpot Professional portal
HubSpot training
external blogging services
HubSpot Sales
HubSpot Reports Dashboard

51.) Does Pluto Pool Co. qualify for a complimentary first-time template setup?

No, while Pluto Pool Co.’s landing page and blog templates can be built on HubSpot, they are not complimentary and cost $50 per template created.
Yes, Pluto Pool Co. qualifies, and the first-time template setup will begin automatically.
Yes, Acme should discuss the client’s exact needs with their CAM, and the process can begin.
No, Acme Agency is responsible for creating the templates. Their CAM can recommend third parties to work with if they cannot make them in-house.

52.) True or false? By definition, Pluto Pool Co. is a channel deal to Acme Agency.

TRUE
FALSE

53.) Fill in the blank: In preparation for regular engagement with your first client, every person at your agency needs to _________ to provide foundational knowledge for delivering on your agency’s methodology, no exceptions.

become HubSpot Certified
re-read the client’s retainer
become Inbound Certified
post to your agency social media account every day

54.) Why is it recommended to refer back to the initial sales call notes during the early strategy planning sessions with the client?

Because it helps set precedent for your work and reaffirms your original retainer as foundational to the goals you’re discussing and planning now.
Because it helps you identify the client’s weaknesses.
Because it seats you in a position of power.
Because sales sets expectations, and you need to distance yourself from them as soon as the real marketing work begins.

55.) What additional modification(s) should Acme make to Pluto Pool Co.’s goals?

Confirm the goal is quantifiable
Confirm the goal is attainable for their agency
Confirm the goal’s end-date
None of the above

56.) What other questions should Acme ask about Pluto Pool Co.’s goals?

A.) Ask how they determined this number
B.) They should have avoided asking if the information was informed by old data
C.) Ask if the goal could be in a range, for instance, 2-3 customers
D.) A and C
E.) B and C
F.) All of the above

57.) How do you address the client’s sales practices on the kickoff call?

Recommend to your point of contact at the client to keep the salespeople to the kickoff altogether.
Invite them to the call, but keep the responsibility of persona-crafting to the marketing team, considering sales will never interact with the persona.
Introduce the concept of inbound sales to the salespeople present on the call, but don’t integrate them into your marketing campaigns.
Remind them inbound will begin generating leads that the salespeople have to work within the first 60 days.

58.) Last month, the client’s website generated 30 leads, which is only 20% of your agreed upon goal. Which metric is acceptable to report back to the client as a recommended area you can work together to improve?

A.) Increase website visitors
B.) Improve lead-conversion rates
C.) Email clickthrough
D.) A and B
E.) B and C
F.) All of the above

59.) True or false? Acme took an appropriate approach to their communication with Pluto Pool Co. with their planned weekly calls.

TRUE
FALSE

60.) True or false? Executed successfully, Acme Agency’s “momentum” phase of onboarding earns them better positioning for a renewal with Pluto Pool Co.

TRUE
FALSE

61.) How can Acme Agency best explain to Pluto Pool Co. their usage of Trello?

“The Trello board is used for the first 90 days as we establish our collaborative process. We do not require it of clients, post-onboarding.”
“It’s not common for us to use a project management system, but we thought you could use a place to store your ideas. We’re keeping it private, so only your team will be using it, we won’t intrude or check on your thoughts.”
“We track all our projects in Trello. You can see what we’re working on, but you won’t be required to add items, we don’t want to add extra pressure on you.”
“We use Trello with all our clients. It lets us collaborate on an ongoing basis, lets you see what we’re working on, and makes sure we don’t stray from the original retainer.”

62.) A client has cancelled their HubSpot portal. You want to end your relationship professionally. How?

A.) Call your HubSpot CC to have them reach out to the client and offer a discount to let them know they’re a valued customer
B.) Give your client good advice on hiring a full-time inbound marketer
C.) Run a full handoff call
D.) A and C
E.) B and C
F.) All of the above

63.) If you’re planning to further a positive relationship with the client, it’s a good idea to include as many stakeholders from the client’s company as possible on the renewal call.

Yes, because in order to demonstrate all successes, address any potential frustrations or objections, and create a landscape for potential upgrades, your point of contact should be on the call, as well as higher-ups, salespeople, and whomever can make purchasing decisions.
No, because if you’re reviewing your metrics ahead of the renewal call and recognize the relationship may sour. It’s advisable to delay the conversation until you have something positive to report.
No, because the marketing team has been a good support of you thus far. If you invite people from other teams onto the call, there’s a possibility they won’t understand what you’ve been working on, perhaps leading to conversations around downgrades to the retainer.
Yes, because this is your chance to discuss your accomplishments and remind stakeholders how well you performed.

64.) True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

True – because if the client keeps talking, they will be more reasonable in their negotiation.
True – because questions starting with “why,” “what,” and “how” will position the client to explain their thinking, and get you back closer to an open, human conversation.
False – because sentences starting with “actually,” “well,” and “don’t,” place you in a position of power and that will help them understand that you’re really trying to help them.
False – because most negotiations aren’t negotiations. If you have a contract, you can be direct in your communication.

65.) When on a call with the client, if the conversation shifts to a negotiation, and the client drops an “anchor,” what is now your main responsibility?

Return the tone to standard conversation
Stay silent and let them talk themselves out of it
Deduce what they really want
Assert control over the negotiation

66.) True or false? Your debrief after terminating an agency client should only recap positive interactions with your former client.

TRUE
FALSE

67.) In month 9 of a 12-month client retainer, what should your agency do to prepare for a high quality renewal call when the day comes?

A.) Confirm the call is already scheduled, don’t leave the renewal conversation for the last minute
B.) Approach campaign-focused questions head-on, addressing all data points, whether positive or negative
C.) Use any positive momentum to leverage potential upgrades to demonstrate continuous forward progress
D.) A and C
E.) B and C
F.) All of the above

68.) True or false? If the metrics you originally planned prove to be misaligned with what you inevitably must be reporting, it’s healthy for your agency to review your retainer with your client every 3, 6, and 9 months.

TRUE
FALSE

69.) Does every salesperson at the client’s company needs to recognize how an inbound lead was generated?

No, because inbound-generated leads sell themselves and no salesperson will ever need to interact with them.
Yes, because now that you’re working for the client, any lead worked by their salespeople will come from inbound marketing.
No, because once a contact is transferred from the inbound marketing funnel, it becomes a sales qualified lead (SQL). Salespeople dictate a lead’s value as they work it, so its source is of no consequence.
Yes, because your lead’s specific characteristics are integral to the selling process, and it’s important the salesperson can connect that lead intelligence back to the inbound effort for the sake of reporting ROI.

70.) In preparation for an ROI reporting call, why is it vital to express that your agency can track how a lead arrived in a salesperson’s list?

A.) Because all salespeople know how leads arrive in their list
B.) Because you have the tools to replicate the effort on a predictable basis
C.) Because the lead intelligence won’t be initially accurate, and you’ll need something to fall back on in your engagement’s first 30 days
D.) A and C
E.) B and C
F.) All of the above

71.) True or false? If you lead your regular monthly review calls with data, the results will be clear, keeping the call focused and fostering trust with your client.

True – because as long as the numbers support the inbound services, the picture will be clear.
True – because you and the client are both functional businesses, inbound or otherwise. Data is the common language all businesses speak.
False – because the data from the first year is always going to be inaccurate and irrelevant to what the client bought.
False – because the data alone is not enough to create a clear picture of your holistic inbound effort. The story of the client’s ROI is best explained with a short narrative concerning all of your inbound efforts.

72.) Can the final phase of the funnel’s overall success be determined by how well the sales qualified leads are converting into customers?

No, because an inbound lead is no more valuable to your client than any other lead.
Yes, because once your inbound efforts provide the final result to sales, your services have been proven.
Yes, because it demonstrates how well you are nurturing the client’s leads toward the salesperson’s funnel, and that action links back to the other steps in the holistic inbound process.
No, because there are additional reports to include for assessing customer success, and bottlenecks in the marketing process.

73.) Fill in the blank: To maintain expectations while your client’s inbound efforts begin, it’s advisable to _____, a point reiterated through consistent ROI reporting in later calls.

make a case for expanding your services
remove legacy website pages to re-focus their SEO
remind the client they may not see a return on inbound for a few months
add additional target persona to their portal

74.) How and when did Kuno Creative become an example of a horizontal organization structure?

By aligning their client service employees in pods
By listing all job openings internally before listing them externally
By hiring a sales team
By hiring specialists to supplement their roles

75.) How can you ensure training best practices remain consistent when making future hires in the same marketing role?

A.) Have the hire complete Inbound Certification through HubSpot Academy
B.) Have the hire complete Inbound Sales Certification through HubSpot Academy
C.) Give them materials that speak to the specific skills immediately required of them
D.) A and B
E.) A and C
F.) All of the above

76.) Is keeping a combination of full-time and part-time employees sustainable for agency growth?

Yes, the best agencies can maintain up to 5 part-time contractors for certain roles and maintain a cost-efficient agency
No, the best agencies aspire to maintain all talent in-house, for quality reasons
Yes, the best agencies can maintain up to 3 part-time contractors for certain roles and maintain quality deliverables
No, the best agencies aspire to maintain all talent in-house, it’s more cost-efficient

77.) An agency is having difficulty delivering the scope of their client’s retainer. They have more than enough budget to hire a new employee in any role to address this difficulty. What role do they immediately hire for?

An experienced salesperson to help replace the difficult client
An informed hire cannot be made, more time, consideration, and information is required
A service position, such as an account manager, to communicate with the client, and steady their expectations
A well-qualified developer to deliver to the client’s needs

78.) True or false? An agency can grow vertically beyond 10 full-time employees when hiring only hybrid consultants in client-service roles.

TRUE
FALSE

79.) True or false? Your agency must have a valid HubSpot Agency Partner Certification and a median apps usage of 3 in order to qualify for the tiers program.

TRUE
FALSE

80.) True or false? Based on the example above, your agency has passed the next threshold and is going to ascend to the Platinum tier.

True – Your agency is using a median of 6+ apps and sold over $3,750 in sold MRR.
False – Since the dashboard only updates on a monthly basis, you don’t have enough information to know this.
False – Your agency has does not have the required managed MRR to reach the Platinum tier.
True – Your agency has passed the required sold MRR threshold and will be Platinum.

81.) For all Partners who have purchased a HubSpot portal for their own agency, how do you get to this screen in HubSpot?

Login to HubSpot > Click on “Partner Tiers” in the navigation
Login to HubSpot > Go to your “Partner Dashboard”
Login to HubSpot > Go to your “Marketing Dashboard” > Click add “Partner” report
Talk to your Channel Consultant so that they can update you for this feature
Login to HubSpot > Go to your “Sales Dashboard” > Click on “Partner” in the navigation

82.) Fill in the blank: When defining your agency’s positioning strategy, the _____ covers the philosophies, values, and beliefs your agency follows.

Why
Who
When
How

83.) How does an inbound retainer affect your agency’s sales process?

An inbound retainer requires less lead intelligence before a lead becomes sales-qualified, speeding up the process.
An inbound retainer informs the scope of work your agency can service, specifying which leads are worth the salesperson pursuing.
An inbound retainer makes lead selection more precise, which reduces the salesperson’s role in the sale until the close at the very end.
An inbound retainer makes lead selection more precise, which requires a salesperson to be more present earlier in lead nurturing.

84.) True or false? You’re allowed to customize and cobrand any of the ebooks listed in HubSpot’s Marketing Library.

TRUE
FALSE

85.) You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation. Which of the following guiding principles does this highlight?

Emphasize the Inbound Methodology
Differentiate and Target
Stop pitching and aim to help
Inbound Sales Methodology

86.) During the Explore stage of the Inbound Sales Methodology, which of the following do you explore?

Your qualified leads’ goals and challenges
Your inbound relationships
The prospect’s budgetary constraints
Your potential prospects

87.) Which of the following is the BEST use for the Prospect Fit Matrix?

Ranking and prioritizing prospective target accounts
Determining whether or not the prospect needs your help
Determining whether or not the prospect will buy
Disqualifying prospects before presenting and closing

88.) The connect call is an opportunity to do all of the following EXCEPT:

Start to build credibility and trust
Break down resistance
Establish an initial relationship with the prospect
Explain inbound to the prospect

89.) Fill in the blank: A prospect’s ______ can be especially difficult to understand, so to help, use goals, planning, and challenges framework.

authority
need
budget
timeframe

90.) True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s close rates. Getting new customers is ultimately what your client will care about, so this will resonate best.

TRUE
FALSE

91.) In month 9 of their 12-month contract, your channel deal calls you to close their HubSpot portal. Assuming the contract for the portal is in their name, how do you respond?

“No problem. I can inform our HubSpot CC of your request. You will be responsible for the remaining payments between now and the end of the contract, but it will officially close one year from the original signing date, since you contacted us at least 45 days in advance. Let’s meet to discuss removing content and data from the portal before it closes.”
“No problem. I can inform HubSpot of your request. We have a forgiveness agreement with them as a member of their Agency Partner program and we can close channel deal portals at any time.”
“Sure thing. If you make one final payment, the remaining two months of the contract will be voided. Call HubSpot to tell them what we discussed.”
“Sure thing. The HubSpot portal senses inactivity and terminates automatically at the end of its first year if you haven’t used the software in the final 30 days. We can re-open after 90 days with everything still in place, if we need to.”

92.) Fill in the blank: It’s recommended the Acme Agency confirm __________ on Pluto Pool Co.’s site to complete their content audit.

there are images on the existing blog posts
the social media sharing buttons function
the landing page form fields are positioned
All of the above

93.) Fill in the blank: Onboarding initiates a retainer’s first 90 days of a client engagement. Its purpose is to __________.

automate your client’s existing contact database
spur faster, more measurable results
increase site traffic
move organic leads down the marketing funnel

94.) Fill in the blanks: Acme made the right decision including Pluto Pool Co.’s sales team in their onboarding “alignment” phase, encouraging both teams to define _________ and positioning them to _________ shortly after.

buyer personas; establish success metrics
a content calendar; establish success metrics
list segments; redefine buyer personas
the sales funnel; redefine the call calendar

95.) You anticipate a client breakup and receive a 45-day notice for cancellation. What is your next step?

Limit, but do not entirely cut off communication, while scaling back work.
Prepare for a renewal call and carry out the remainder of their retainer.
End communication with the client.
Increase communication to show your agency is invested in their success.

96.) Fill in the blank: You have a client that is launching a new product. They are expanding their business and overachieving on their goals. You contact your Channel Consultant for help with discovery questions to determine if ___________ .

the client has been secretly executing unguided inbound outside of your supervision
the client might be fit for an upgrade
the client is going to leave you
there might be larger competitors in the client’s industry you could take on as clients instead

97.) Fill in the blank: The best ROI calls include straightforward reporting that references the original retainer while _________, all inside of just 30-40 minutes.

always guarding the lead-gen data to keep from opening up premature conversations
always pushing upsell opportunities to your written agreement
always encouraging greater autonomy for your agency
always telling the story of why the client hired you

98.) How can planning lifecycle stages with HubSpot Sales encourage stronger ROI reporting to your client?

It shows how uncomplicated the inbound process is, fostering trust with the client.
Lifecycle planning defines the conversion paths for visitors, and it teaches the client the definitions of Marketing Qualified Lead and Sales Qualified Lead for each future campaign.
The initial planning will earn you trust with the client’s sales team, allowing you to name your price with their marketing team for each customer sold in the first 6 months.
Planning a sales funnel with the sales team tells your client you know about more than just marketing.

99.) Achieving peak employee utilization of 75% client-facing work and 25% internal administrative work will inform you when making decisions on what?

Your client retention
Your sales commissions
Your job descriptions
Your hiring and capacity planning

100.) Fill in the blanks: When your agency reaches _________ tier, your agency can _________ .

Silver, become a contributor the HubSpot Marketing Blog
Gold, apply to the Agency Partner Speakers’ Bureau
Silver, be listed in HubSpot’s Partner Directory
Gold, apply for the Agency Growth Fund