$50 per hour
$80 per hour
$48 per hour
$18 per hour
True or false? CRM implementation services tend to be project-based work.
True — this service requires a disproportionate amount of up-front effort.
True — all technical-type services should be packaged into a project model.
False — it’s best to use a retainer-based model because this service requires an ongoing, steady level of work.
False — there are no guidelines for what type of model to use. It depends entirely on the client situation.
True or false? Sales services should always be packaged as a retainer-based model.
Fill in the blank: A business typically doesn’t need sales services until it’s consistently ____________ .
attracting high levels of monthly traffic
using inbound marketing for at least one year
closing new customers
Packaging and Pricing Sales Services
True or false? Sales organizations are generally more sensitive to price than other business functions.
All of the following are considered recurring sales services EXCEPT:
Sequence creation and reporting
MQL and SQL definition
Email template creation and reporting
“While a project model typically makes sense for CRM implementation and sales and marketing alignment services, a retainer can be better for sales enablement services.”
“Projects should only be used as a last resort. This model only provides short-term work and often leads to scope creep.”
“A project model is best used for sales enablement services. CRM implementation and sales and marketing alignment should be retainer-based.”
“You’re right. We should strive to use projects for every sales service because they’re easy for the client to understand and can lead to a long-term retainer.”
Lead quality reporting
HubSpot Sales Pro setup
Prospecting analysis and support
A and C
B and D
A, B, C, and D
Which engagement model does the following statement describe? “This model has the advantage of tying together the whole revenue funnel, however, your clients will view your marketing and sales engagement as one entity.”
A stand-alone sales retainer
An integrated sales-with-marketing retainer
A workshop model
A project model
Selling Sales Services to Your Clients
True or false? It’s important to engage with the CEO, head of sales, or head of marketing when you’re selling sales services.
True or false? All of your existing marketing clients are a good fit for sales services.
True — no matter your client’s business, everyone can use sales help.
True — after working with a client for one month, you should always pitch sales services.
False — start with your existing clients, but look specifically for clients who are already generating leads.
False — it’s best not to mix marketing and sales services. Create a separate persona and avoid selling sales services to your existing clients.
True — it’s best to start with simple activities that make a sales rep’s life better.
True — in fact, you should never provide services that impact deals directly.
False — you should always start with activities that impact deals so your client can see results quickly.
False — the only way the client’s marketing and sales teams will see positive results is to start with activities that impact deals.
When selling sales services, all of the following are tips to follow EXCEPT:
Create a new persona for sales services clients
Take advantage of the HubSpot Sales tools
Keep it simple
Have a sales expert on your team
Improves revenue growth
Improves client retention
Differentiates your agency
All of the above
True or false? With value-based pricing, you generally charge the same rate to all clients, regardless of perceived value.
Fill in the blank: If your client’s sales reps are struggling to engage prospects and identify helpful content, you should offer _______ services.
sales and marketing alignment services
sales enablement services
When offering sales services that include the HubSpot Sales tools, what type of clients should you look for?
Clients who use Google Apps or Outlook 365.
Clients who are either unhappy with their existing CRM, not using a CRM, or are already using the HubSpot CRM.
Clients who use HubSpot Marketing Enterprise.
A and B.
A, B, and C.
Their sales team structure
Their sales process
Their marketing team structure
people, reporting, or alignment
people, processes, or systems
processes, management, or systems
enablement, people, or systems