HubSpot

What is a content offer?

An exchange of contact information for a resource or service

HubSpot's international go-to-market strategy can best be described as a __________ strategy

Freemium

2 reasons we don't allow customers to import a list of purchased contacts

1) directly contradicts the best practices of inbound marketing 2) Negatively affects the reputation of our email sending servers

What is a lifecycle stage?

A contact property that we use to measure someone's readiness to purchase a product or service

What is a landing page?

A page that requests information in exchange for content (form)

Other

A wildcard stage that can be used when a contact does not fit the above stages

What does the documents tool do?

Allows you to build a library of up-to-date content for your entire team. Get instant alerts when contacts interact with your content and see aggregate metrics on your contact performance

What is an API? What do API's help developers build?

An API is an Application Programming Interface. It allows you to integrate two separate systems. Companies using a 3rd party technology they wish to keep, and require/want information to flow.

What is an inbound link? What does it help build?

Another website linking from their site to your website. Helps build authority

3 stages of buyer's Journey

Awareness stage, consideration stage, & decision stage

Why is blogging important? List 3 reasons

Blogging drives traffic to your website. Blogging is a 24 hour salesperson. Blogging is evergreen

What does a customer need to purchase to host their entire website on HubSpot? How much does it cost?

CMSn 300/month add-on

What tool acts as the core of the HubSpot growth suite and connects all of our tools together?

CRM

Tickets

Central records used to help your service team handle requests or issues that your customers might have

What does connecting your email inbox to the CRM allow you to do?

Connecting an email inbox to HubSpot allows us to send and log email directly from the CRM interface instead of going back and forth between the CRM and our email inbox. Also, it allows you to install the HubSpot sales extension.

Opportunity

Contacts that we are in the process of selling to for the first time. When a deal is opened in the CRM and associated with a contact, they will automatically progress to this stage, unless they are already a customer.

Customer

Contacts who have purchased goods or services from your company When a deal is closed-won, indicating that you have sold them something, the lifecycle stage will progress to "customer" automatically.

Lead

Contacts who have shown interest in your content beyond being a subscriber. An example of a lead is a contact who signs up for a content offer from your business.

Subscriber

Contacts who know your business and have opted in to hear more from your team. These are likely visitors that have signed up for your blog subscription/newsletter

Evangelist

Customers who advocate for your business and whose networks may be leveraged for further leads. These are your promoters, your happiest customers (set manually or by some automation that is set up by the customer.)

What is a deal record and why is it valuable?

Deals are objects in HubSpot that track the act of selling our product or solution to a potential or current customer

Deals

Deals are objects in HubSpot that we use to track the act of selling our product or solution to a potential or current customer

What does the customer feedback tool do?

Develop surveys to get a pulse on customer happiness and roadmap for improvements

What is the HubSpot trafficking code?

Drops cookies to track analytics. Follows the user as they browse your website and reports their activity back to hubspot analytics

What contact property does HubSpot use to de-duplicate contact records

Email address: unique identifier

What is on-page SEO? what SEO factor does it help you improve?

Ensures your topic/keyword in those 5 key places on your page helps tell a search engine what a page is about. This improves relevancy

What social media platforms do the Marketing Hub's social tools integrate with?

Facebook, Instagram, Twitter, LinkedIn, Google+

What is a contact property? List two examples.

Fields within the CRM that let us collect and store data about our different records in HubSpot (contact owner//last contacted)

What are the 6 ways contact records can be created in HubSpot

Form submission, import, manually, API, chat, HubSpot sales extension

What is off-page SEO? What SEO factor does it help you improve?

Gaining inbound links to your content on your website (another website links from their site to your website). this improves authority.

Describe why HubSpot uses the freemium strategy to sell its products

Giving customers a tool for free that is limited until parts are "unlocked" by being paid for. Also gathering important data from freemium customers

If a customer wants to track the analytics of a page that was created in another CMS platform outside of HubSpot, what do they need to install on those web pages?

HubSpot tracking code

What is HubSpot connect

HubSpot's ConnectHub is our central place for partner integrations

What is a workflow? Why are workflows valuable?

HubSpot's Lead Nurturing Tool Automated set of actions that execute based upon a starting condition fulfilled by a contact (i.e.) filling out a form 3 reasons to use workflows: 1) Lead nurturing 2) database management 3) internal communication Enables teams to focus on more content and less on managing the process of distributing it

What does HEART stand for?

Humble, Empathetic, Adaptable, Remarkable, and Transparent

What is the meetings tool

Integrated tool that links with gmail/outlook account. Allows you to send prospects a link which enables them to pick a time on your calendar that works for you.

What is the activity feed?

It's a history of all notes, forms, submissions, and other activity listed on record

What is a conversion path?

Journey from call to action, landing page (form), and thank you page with promised content

What does the social publishing tool allow you to do?

Keep track of all the posts you've created. Only list posts through the create social post tools. Allow you to post through all your accounts in calendar view

What lifecycle stage acts as the handoff between marketing and sales?

MQL to SQL

What are some examples of other software products that HubSpot has an integration with

MailChimp, SalesForce, Shopify, Survery Monkey, Zendesk, WordPress

MQL

Marketing Qualified Leads, commonly known as MQL's, are contacts who have engaged with your higher value content that explicitly connects a contact with a member of your sales team. ex) customer requesting a consultation or free trial

Should we position sequences as a tool for mass emailing contacts? Yes or No.

No

What is HubSpot's Mission Statement?

Our mission is to help millions of organizations grow better.

What is the difference between a fully hosted and partially hosted HubSpot customer?

Partially hosted has their website pages not built on HubSpot but has their blogs or landing pages hosted through HubSpot. Fully hosted have their website pages on the website

What does the templates tool do?

Pre-made emails that you can send to contacts and personalize without having to type the same content each time

Company Record

Record of a business or organizations that your contacts work at. Thee records help us organize contacts, and aggregate communications with all the contacts at a specific company all in one place

Contact Record

Record of a human. It will contain all of the information that we know about them, as well as a timeline of all the interactions they have had with your business

Engagements

Represents a record of communication between your team and your contacts. It could be a phone call, an email, a chat, a task, or even an in-person meeting. Engagements can be logged to any of the 4 objects

SQL

Sales Qualified Leads-- contacts that have been identified by your sales team of being "high quality." Sales representative typically will mark contacts as "sales qualified" to communicate back to marketing how many leads they are getting are actually good ones.

List 3 ways that the Sales Hub helps sales teams be more efficient

Save time writing the same emails over and over again, having all contact info in one place, and be able to book meetings seamlessly

How would you define a buyer persona?

Semi-fictional representation of your ideal customer comprised of demographics and psychographic factors such as goals and challenges.

What are sequences and how are they different from workflows?

Sequences is an automated series of personalized emails sent directly to a contact in an effort to re-engage them 1:1 Workflows: the communication is for the many, the action needs to be triggered automatically and a sales person has not yet been assigned to a contact 1:many

Why is the contact record in HubSpot valuable

Store all information about how a person interacted with the site and what their communication has been up to a certain point

What are the 8 lifecycle stages?

Subscriber, lead, MQL, SQL, Opportunity, Customer, Evangelist, Other

What is the purpose of a task in the CRM

They assign specific "tasks" or "actions" to keep organized

What are 5 prats of a page that you should optimize for on page SEO

URL, Page title, H1, tag, body, image alt-text

Why is it valuable to put a Call to Action at the end of a blog post?

We lose the value of blogging if we don't have conversion opportunities

What is Responsive Design and why is it important?

Web content that scales dynamically depending on the device it is on. Makes website easier to view for visitors, boosts SEO (an estimated 60% of traffic comes from mobile devices

What are some things that you can see on the timeline of a contact record?

When they've last been contacted, email conversations, how they've interacted with websites, where they've clicked on sites, how many times they've opened an email.

How do you save an email to use in a workflow instead of sending it to a list of contacts?

You create an automated email rather than a regular email

Relevance

a measure of how much content of a webpage matches the search

Authority

a measure of popularity on the internet around a certain subject

What is a tracking URL?

a type of URL that helps us determine the source of the visit (i.e. coming to HubSpot through a Facebook ad)

Why is writing good blog content important?

attract more visitors to your website, generate more leads. Your blog is evergreen, always working for you.

What are the 3 stages of the Inbound Metholodogy

attract, engage, and delight

5 core objects within the CRM & what they do

contact record, company record, deals, tickets, and engagements

If a hubSpot user wants to create a custom collection of reports to view on a single page they can build a custom___

dashboard

Static List

do not update as new contacts meet the criteria. Are manual. instead they are a snapshot of a group of contacts who meet a certain set of requirements at a certain time

The new inbound methodology replaces the concept of the funnel with the ________

flywheel

What does the knowledge base tool do?

help customers help themselves with a robust, data driven knowledge base. Build simple, well-structured article that automatically index on google

What is the conversations tool? What does it allow you to do?

it's a chat tool that integrates seamlessly with your website. Universal inbox for everyone. It allows you to quickly answer questions for website visitors and create tickets if necessary

What is the purpose of a ticket?

manage demand, meet expectations, and stay organized. Backbone of a support team

Lead nurturing

marketing effort that engages a defined group by providing relevant information at each stage of the buyer's journey

Hubspot got started as a ____ software but has since evolved into a ______ platform company

marketing, CRM

Active List

meaning that they automatically update and contacts will join the list whenever they meet the criteria and leave the list when they no longer meet the criteria

9 different sources in the sources reports and what do they represent?

organic search, referrals, social media, email marketing, paid search, paid social, direct traffic, other campaigns, offline source

Service hub helps organizations turn customers into

promoters/evangelists

What are the 2 biggest factors that SEO? What do they mean?

relevance & authority

What tool in the CRM allows users to organize their records

saved filters

The inbound marketing works in the current marketplace because the buyer power has shifted from the _____ to the _____

seller, buyer

What are snippets?

short, reusable text blocks that can be used on contact, company, and deal records; in email templates; and in chat conversations. Use snippets to leave notes about prospects in the CRM, quickly pull in important details when writing an email to a prospect, or use in live-chats

In order to host website content on HubSpot, customers need to set up and connect to a ______ domain

sub domain

What productivity tools do service hub customers also get access to that are also sales hub tools

templates, snippets, meetings, and tasks

What is the purpose of a Call to Action?

to get a prospect to give information

If a customer is partially hosted with HubSpot, what tool do they NOT have access to?

website pages

What part of the URL is a sub domain and which part of a URLis a sub directory

wwww. is sub domain /about is a sub directory

Consideration stage

your prospect has now clearly defined and given a name to their problem or opportunity

Decision stage

your prospect has now decided on their solution, strategy, method, or approach

Awareness Stage

your prospect is experiencing and expressing symptoms of a problem or opportunity

What is a a thank you page

your thank you page contains your promised content offer, and more relevant content from your website. You'll be redirecting visitors here after they submit the form on your landing page with the offer.