Exam Name: HubSpot Frictionless Sales Certification
Exam URL: https://academy.hubspot.com/courses/frictionless-sales
No. of question provided – 60
- Which of the following is true?
- Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?
- 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.
- 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?
- When you think about your sales organization as a flywheel, which of the following is the best goal to have?
- Which of the following is an example of force?
- Which of the following is an example of friction?
- True or false? Most sales organizations are doing everything they can to apply force to their flywheel.
- True or false? Most sales organizations are doing everything they can to remove friction from their flywheel.
- What are the phases of the frictionless selling framework?
- What is the relationship between the three phases of the frictionless selling framework?
- Fill in the blank: The purpose of the enable phase is to enable your team to ______.
- What metrics are most important during the enable phase?
- Fill in the blank: The purpose of the align phase is to align your team with ______.
- What metrics are most important during the align phase?
- Fill in the blank: The purpose of the transform phase is to transform ______.
- Which of the following is the most important responsibility of sales managers?
- What metrics are most important during the transform phase?
- On average, how much of a salesperson’s day is spent selling?
- True or false? Your sales team should only be doing things that provide value to your leads.
- What two activities should you focus on during the enable phase of the frictionless selling framework?
- 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.
- Which of the following is an attribute of a sales team that is well aligned with their buyer?
- Which of the following is an attribute of a sales team that has a culture of learning?
- Which phase of the frictionless selling framework does automatic email logging help with?
- Which phase of the frictionless selling framework do email templates and sequences help with?
- True or false? The majority of buyers consider salespeople trustworthy.
- What are the stages of the buyer’s journey?
- During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?
- During the consideration stage of the buyer’s journey, what is the buyer considering?
- When in the buyer’s journey should you try to connect with a buyer?
- Which phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with?
- In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward?
- In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs?
- Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with?
- Which of the following is the best agenda for a sales meeting?
- True or false? Every sales presentation should be personalized for the people you’re presenting it to.
- Which of the following is true of most sales organizations?
- True or false? Having reliable sales data is required to create an effective coaching program.
- What are the steps of the GROW coaching technique?
- During the Goal step of GROW coaching, what is your role as coach?
- During the Reality step of GROW coaching, what is your role as coach?
- During the Options step of GROW coaching, what is your role as coach?
- During the Way Forward step of GROW coaching, what is your role as coach?
- True or false? When you coach a salesperson, you should spend more time listening than talking.
- Which of the following is a benefit of GROW coaching?
- True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.
- How can a film review be used as part of a coaching strategy?
- How can pipeline meetings be a coaching opportunity?
- What is a salesperson’s role in executing an inbound strategy?
- If a sales team is struggling to prioritize their leads, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team is suffering from low lead quality, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team is having trouble keeping all their systems synchronized, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team is relying too much on blind outreach, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team tends to have hostile negotiations with their prospects, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team asks their prospects to make large commitments early on in the sales process, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them?
- If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them?
- If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?
