Category: HubSpot Marketing Hub Demo Certification Answers

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Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has created a list of every challenge Prospect Peter shared during the call and earlier touch points. Some challenges are far more significant than others. What should she do next?

  • Summarize every individual challenge.
  • Summarize the most critical challenges.
  • Skip summarizing the challenges and discuss pricing.
  • Skip summarizing the challenges and make a recommendation.

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True or false? There are five exit criteria you need to meet to leave the discovery stage.

  • These include: (1) Quantifiable business goals and pain identified, (2) compelling event established, (3) decision-making process identified, (4) competition identified, and (5) investment acknowledged.
  • There are 4 exit criteria including, (1) compelling event established, (2) decision-making process identified, (3) competition identified, and (4) investment acknowledged.
  • These include: (1) Compelling event established, (2) decision-making process identified, (3) competition identified, (4) investment acknowledged, (5) business agreements negotiated.

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