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True or false? As buying behavior changes, the inbound philosophy will also evolve.
When designing site architecture and navigation, whose experience should be the primary consideration?
True or false? Most buyers start researching potential solutions before they meet with a salesperson.
Fill in the blank: _____ are people who respond to the NPS with a score between 0 and 6.
What is the main purpose of a landing page?
A customer who recently purchased your product realizes that it’s not the right solution for the problem they were trying to solve. He would like to return the product. Which stage of the buyer’s journey is your customer in?
In the three horizon framework, what does horizon one symbolize?
True or false? An inbound sales strategy aims to connect with buyers when they’re in the decision stage of the buyer’s journey.
Which of the following is a problem with thinking of your business as a funnel?
What is social listening? (Question Type 1)
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.
What are the principles of inbound? (Choose all that apply.)
True or false? Conversion optimization is NOT an iterative process.
In the three horizon framework, what does horizon three symbolize?
What are the phases of an inbound sales strategy?
True or false? As an inbound sales representative, acting as an information gatekeeper and holding power over the entire sales process helps you win more sales.
What are the five inbound principles?
When it comes to goal setting, what are key results?
Which of the following is NOT true about a flywheel?
The inbound methodology is a circle. What does it represent?
True or false? Every business exists primarily to create profits.
What is the three horizon framework?
According to Jobs Theory, which of the following is an example of a job story?
True or false? Every customer has to have a fantastic experience in order for your company’s flywheel to accelerate.
True or false? You should only create video content if you have a high-quality camera and lights.
True or false? When you standardize, you’re creating a single standard answer that has no variations.
Fill in the blank: Your _____ is your strongest acquisition lever.
True or false? The buyer’s journey is only used by your marketing team.
What are the phases for the inbound sales framework?
What is the relationship of funnels and flywheels to each other?
Which of the following is NOT a key part of a company’s culture?
What is the purpose of the delight stage of the inbound methodology?
To help increase awareness for an upcoming product launch, your manager increases paid promotion funds by 300%. Which channels could you disperse these funds to?
True or false? There should be one person who is tasked with creating and maintaining your buyer personas.
Which of the following is NOT something you would take into account when contextualizing information?
Which of the following best describes a buyer persona?
When should you focus on delighting people?
True or false? It’s a best practice to gate and deliver the majority of your content over live chat.
What are the three core tenents of inbound?
In the engage stage what do you collect from an individual?
True or false? When starting out, make sure you are engaging with customers on every single social media channel.
What’s the maximum number of top priorities a company should have at any given time?
Who at your company will buyer personas most benefit?
Why is it common for companies to think of themselves in terms of a funnel?
What is the buyer’s journey?
What kinds of information does your sales team likely need included in each persona?
True or false? NPS is calculated by subtracting the detractors percentage from the passives percentage.
What is the relationship between the inbound methodology and the concept of a flywheel?
What occurs during the attract stage of the inbound methodology?
What is the role of “back office” teams (accounting, legal, etc.) in creating buyer personas?
True or false? Attracting is the role of marketing. Engaging is the role of sales. Delighting is the role of services.
Which of the following is NOT a reason to think of your business as a flywheel?
Fill in the blank: Inbound is knowledge _____.
How many customers do you need to interview to identify the job your product does?
True or false? In the context of inbound, buyer personas and ideal buyer profiles are the same thing.
You’ve been tasked with helping to research your organization’s buyer persona. Your boss asks you to reach out to a few good and bad customers. Is this the right approach?
If a sales rep is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the sales rep do?
A website visitor is reading the blog post you published last month. They’re intrigued by the call-to-action that you have at the bottom of your post, so they decide to click it and are redirected to a form which they fill out and submit. Which Inbound Methodology stage is being described in this scenario?
True or false? Delight is only about the customer experience your service delivers.
True or false? It is a recommended best practice to gate and deliver majority of your content over live chat.
How can thinking of your business as a flywheel foster cross-team collaboration?
How can thinking of your business as a flywheel improve the handoff between sales and services?
True or False: Responsive design relies on predefined screen sizes.
What is the definition of lead nurturing? (Question Type 1)
True or false? A call-to-action must be a button.
Fill in the blank: During the attract stage of the inbound methodology, an inbound business focuses on _____. (Choose all that apply.)
True or false? To ensure that search engines understand your website page, it’s necessary to repeat your primary keyword throughout the page content using the same wording and phrasing.
In a flywheel business, which of the following is the most important source of new prospects?
Fill in the blanks: You _____ have to provide the _____ right response, before delivering the _____ correct information.
True or false? If one horizon begins to underperform, you should reallocate resources to those initiatives until they start performing well.
True or false? Most buyers are naturally trusting of salespeople.
If your content is focused on the different solutions to your buyer persona’s problem, where would that content fit into the buyer’s journey?
True or false? Social media is a key driver for word-of-mouth marketing.
Fill in the blank: To build trust with your target audience, you need to align with the way they _____. (Choose all that apply.)
True or false? Each prospect who comes to your website for the first time is always in the Awareness stage of the buyer’s journey.
When does the engage stage of the inbound methodology begin?
What are the stages in the inbound methodology?
Your friend is starting a company and wants to identify the job their product will do for people. What advice would you give them?
When you use Jobs Theory to develop a timeline of events, where does that timeline start?
Who is responsible for delighting prospects and customers?
Why is it important to make sure the people buying your product are happy?
Why do the inbound principles exist?
Fill In The Blank: _____ Allows You To Understand What Users Want, Care About, And Interact With On Your Site By Visually Representing Their Clicks, Taps, And Scrolling Behavior.
What is the relationship between your company’s purpose and your buyer personas?
What kinds of information does your customer service team likely need included in each persona?
Which of the following are principles of inbound? (Choose all that apply.)
True or false? A customer’s buying journey is ever-evolving. You should make updates as you learn more about your buyer persona.
Fill in the blank: _____ is the process of listening to customer feedback about their experience using a product or service, sharing results within the organization, and interpreting feedback to improve customer experience and retention.
Which of the following is NOT a lead nurturing tactic?
True or false? A website page should always have three goals. There should be one primary goal and two secondary goals.
How is your product’s “job to be done” tied to your customer’s personal identity?
What might your customer service team use the buyer’s journey for?
How can you apply flywheel thinking to your company’s budget?
What is the relationship between a company’s profits and its purpose?
What is the goal of the identify phase of an inbound sales strategy?
When it comes to inbound best practices, you personalize for:
Fill in the blank: When optimizing your content for clarity, your goal is to _____.
How does your company’s purpose affect “back office” teams (accounting, legal, etc.)?
Which is true about content and its relationship with the Inbound Methodology?
Fill in the blank: Inbound marketing represents a fundamental shift in the way that organizations operate because it is _____-centric.
True or false? Objectives typically have a designated time period, while key results can be long lived.
Which place is recommended for the storage of your prospect’s information?
Fill in the blank: The inbound methodology is a _____.
What is the definition of a buyer persona?
You’ve joined a startup company. Before building out your content strategy, you’ll need to develop your company’s primary buyer persona. What’s the appropriate order for developing the buyer persona for your startup?
Which of the following is the best way to align a company’s employees around a single purpose?
What are the steps for creating a conversion path?
Which departments should be involved in creating content?
Imagine you surveyed 100 training attendees. If 10% were detractors, 30% were passives, and 60% were promoters, what would your NPS be?
What does CRM stand for?
Fill in the blank: While most pages should be optimized for user interaction, responsive blogs should be first optimized for _____.
What is the difference between a sales process and an inbound sales strategy?
What does a knowledge strategy allow you to do?
What are the four stages of the Inbound Methodology?
Fill in the blank: _____ of customers will never do business with a company again after one negative experience.
In the three horizon framework, what does horizon two symbolize?
Fill in the blank: _____ of consumers have discontinued communications with a company because of irrelevant promotions or messages.
Fill in the blank: You standardize for _____.
True or false? Having an inbound sales strategy is important because of changes made by the invention of the internet.
Define a conversion path.
Which of the following delight terms is considered to be reactive to your customers’ needs?
Fill in the blank: _____ is a friendly, harmonious relationship; a relationship characterized by agreement, mutual understanding, or empathy that makes communication possible or easy.
What is conversion optimization?
True or false? Buyer personas are effective for all organization types.
What are the steps of conversion optimization?
What kinds of information does your marketing team likely need included in a persona?
If you’re looking for a place to start with creating topic clusters and pillar pages, consider deconstructing your existing awareness- or consideration-stage offers into 10x content pillar pages.
60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?
All of the following are true about forms and lead flows EXCEPT:
What is Jobs Theory?
True or false? Social Content is only used during the attract and delight stages of the inbound methodology.
True or false? If you have an ideal customer profile, you don’t need buyer personas.
Which of the following is NOT a “job dimension” that Jobs Theory might uncover?
Which of the following is the best technique for helping people progress through the buyer’s journey?
When it comes to goal setting, what are objectives?
Who should be involved in creating your buyer personas?
If a salesperson is speaking with a specific person and discovers that the person doesn’t exactly match their assigned persona, what should the salesperson do?
Fill in the blank: When creating a content offer, use _____ to determine the best content offer format.
True or false? An inbound sales approach is necessary because the world has changed and salespeople need to adapt to new technologies and buying patterns.
An inbound sales strategy focuses on identifying people who _____.
Fill in the blank: You can attract people by using _____ to create content and experiences.
True or false? If you want to think of your company as a flywheel, you shouldn’t think of your sales process as a funnel.
You want to improve your customer experience processes and your products to ensure you’re focused on delight. Which should you do to get the largest, most representative sample?
Optimizing your content helps improve _____.
Fill in the blank: Inbound is about ___ with the world.
True or false? An effective conversion path must include a landing page.
This call-to-action isn’t performing as well as it should. What is the first thing to assess about the call-to-action?
What could a marketer use in the engage stage to engage with different segments of their audience?