The buyer–seller relationship has changed dramatically in the past 20 years. This is PRIMARILY because:

  • Sellers now have more technology to help them find buyers.
  • Social media has made it easier for buyers and sellers to connect with each other.
  • The internet has shifted the power in the buying process from the seller to the buyer.
  • Buyers have so many distractions that they need more frequent contact to help them through the buying process.

True or false? If a lead flow only asks for a visitor’s email address, that’s enough information to create a useful record in the CRM.

  • True. An email address is enough information for the CRM to create a contact record where you’ll be able to see a full history of the pages that the visitor has viewed on your website. The CRM may also be able to find company information about the person and create a company record based on their email domain.
  • True. If a person provides an email address, you’ll be able to send them an email to ask for more information. This is also a good opportunity to find out what products they’re interested in and attempt to make a sale.
  • False. An email address without a name is meaningless. At a minimum, your lead flows should collect name and email.
  • False. Lead flows should collect as much information as possible about a visitor. You should have a goal of having 5 to 10 fields in each lead flow.

When you send a tracked email, you receive a notification every time the email is opened. You can receive these notifications in all of the following ways EXCEPT:

  • An instant notification on your computer, if you’re using the Chrome or Outlook extension.
  • A push notification on your phone, if you’re using the HubSpot mobile app.
  • In the activity feed inside HubSpot CRM.
  • A phone call, if you’re using HubSpot’s virtual secretary.

What’s the best way to create an end-of-the-month to-do list?

  • By creating a saved filter of contacts who haven’t been followed up with recently.
  • By creating a saved filter of contacts who have multiple deals associated with them.
  • By using the Deal Forecast to view the deals that are closest to closing and sorting them by the amount they’re worth.
  • By using the Deal Board to see how many deals are near the end of your sales process.