Marketing Hub
What is the difference between an active and static list & give a use case example for each.
Active - updates in real-time as objects meet the filtering requirements.
Static - stays the same once created.
Describe how a sales department would use the conversations shared inbox.
A BDR team can respond to incoming requests from various channels to pre-qualify the lead and route to a sales rep.
Create a library of resources and guides for your customer service team to follow. Automatically surface recommended content to your team, right when they need it.
Enterprise allows for syncing of properties from the playbook so the CRM is enriched as reps take notes/complete the playbook.
What is the starting cost of ActiveCampaign's professional marketing and professional sales?
Marketing - $150/month
Sales - $50/month
List four questions you could ask on an IGA REGARDLESS of what you are selling? AKA apply to ALL sales at ANY company.
What is your budget?
What is your timeline for purchasing?
What is your decision making process?
What are your goals/challenges?
Name 3 insights available with campaign reporting.
New contacts created
Contacts Influenced
Deals Created
Revenue Generated
Provide two use case examples for calculated properties on a deal record.
Commissions
Converting MRR to ARR
Name 4 Service Hub channels for ticket creation.
Form
Email
Chatbot
Customer Portal
The Mailchimp integration is limited and would not creat a single source of truth. Sales reps would not have insight into how their leads/customers engaged with marketing emails and marketing would not have the ability to tailor marketing emails based on sales/CRM activities.
Although the company only needs email marketing now, their needs could evolve over time for marketing. HubSpot can handle those future needs without needing to add additional point solutions.
What is an upfront contract? What should it include?
Up-Front Contracts, or UFCs, assure that you and your prospect will understand before each meeting what will take place during that meeting.
Each Up-Front Contract should include five elements:
Whats the difference between between Lead Scoring and Predictive Lead Scoring?
Lead Scoring is set up manually and predictive lead scoring looks at hundreds of data points automatically to calculate a score.
Explain the difference between HubSpot Payments and HubSpot Quotes & provide a use case for both.
HubSpot payments allows for the collection of credit card or ACH payment + checkout links for repeatable sales. Unlike a quote, which is designed specifically for the buyers, a HubSpot payments link can be used repeatedly and have checkout options for the buyer.
Quotes are better for more detailed offers and provide more customization, but they are not interactive link payment links. Quotes have the option for eSignature & payment with HubSpot or Stripe.
What is Conversation Intelligence? Provide a use case example for a service team.
Record, transcribe, analyze calls. Track key terms and generate reports. Coach reps with call review interface.
Explain why Salesforce's Professional Sales Cloud isn't $75 per user even though their pricing page says so.
The $75 per user price is very misleading because in addition to that cost, there are many costs for additional modules. HubSpot does not sell per module and has very view add-ons. Many Salesforce customers sign up thinking its just $75 per user and find out they need to pay much more for needed modules whereas HubSpot includeded those features in the per user cost.
What are the formulas for determining number of deals needed per month to hit quota?
Quota / Close Rate = Needed Pipeline Value
Pipeline Value / ASP = # Deals Needed
What are Ad Sequences
Ad Sequences enable you to create a series or sequence of different ads on Facebook that will automatically retarget people who engaged but did not convert on the prior ad.
The ability to customize the layout of an object, such as the sections of properties shown, based on the team the user viewing is on, the pipeline the object is in, or the lifecycle stage.
Show current customer details on deals in the renewal pipeline but hide those details for net new deals in the new business pipeline.
Name 3 types of non-custom surveys available in Service Hub.
NPS
CSAT
CES
What are the different tiers of Salesforce Account Engagement (AKA Pardot) and what are the differences?
Growth - marketing emails, account scoring
Plus - ads, reporting, dynamic content, custom dashboards, (social posting is an add-on)
Advanced - campaign reporting, behavioral scoring, custom objects, API access, attribution.
Premium - business units, sandbox, includes support (other tiers do not)
What are the 4 forecast categories? How do you define them and what is the MRR weighting for each category?
Not Forecasted - 15%
Best Case -30%
Most Likely - 60%
Commit - 90%
Name 5 different multitouch revenue attribution models.
Linear
First touch
Last touch
Time Decay
U-shaped
W-Shaped
Full Path
J Shaped
Inverse J Shaped
Explain the details of the Recurring Revenue feature in Sales Hub Enterprise.
The Recurring Revenue feature in SHE allows deals to be categorized as net new, upsell, cross-sell, downgrade, churn, and renewal and then automatically shows reporting on recurring revenue retention and churn.
What is the SLAs feature? Provide two SLA examples.
Create service-level agreements (SLAs) for metrics like "time to close" and "time to first reply" so your team can easily prioritize incoming requests and meet customers’ expectations.
Pitch crafted not cobbled as a way of differentiating HubSpot from Salesforce. What does this mean for both end users? What does this mean for company leaders?
must include how Salesforce has grown through acquisition and many of their products are connected through an integrator. HubSpot does not grow through acquisition and instead crafts its softare in-house as part of a single scalable platform.
Uniform UI, one support team/sales team for all products, easier onboarding, less surprise costs.
What is "pressure testing?" How does it work? Give an example talk track.
Why not?