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Sales Enablement Certified: Core
Introduction to sales enablement [78 mins]
What to expect in this course (1:46)
How to get the most out of this course
Your course pack
Resource library
What is sales enablement? (4:45)
The value of sales enablement (3:54)
The foundations of sales enablement (7:26)
Who owns sales enablement? (2:59)
Structuring sales enablement teams (3:40)
The sales enablement charter
[Bonus] Creating a scalable sales enablement function
Module #1 Key takeaways (1:35)
Coursework (0:32)
Time to reflect 💡
Exam
Fireside chat [31 mins]
Fireside chat | Sheevaun Thatcher - RingCentral
Cross-functional alignment [95 mins]
Company alignment (3:28)
Encouraging cross-collaboration (3:47)
Making sales enablement's voice heard
Qualified leads (4:15)
[Bonus] Sales and marketing lead optimization
Lead-qualification matrix (4:12)
Module #2 | Key takeaways (1:58)
Time to reflect 💡
Exam
[Bonus] Driving cross-functional alignment to improve outcomes
Fireside chat [25 mins]
Fireside chat | Lyle Jacon
Onboarding and training [120 mins]
An intro to sales onboarding and training (3:12)
Welcome your new hires (1:52)
Prepping for onboarding (6:00)
[Bonus] Building an onboarding program
Training and coaching (3:18)
How to improve sales team training sessions
Module #3 | Key takeaways (2:15)
Time to reflect 💡
Exam
[Bonus] "It's about making things simple", with Shift's Kevin Rich
Fireside chat [34 mins]
Fireside chat | Tom Cheriyan - OwnBackup
Customer-centricity [87 mins]
Ideal customer profiles (4:19)
Personas (5:08)
[Bonus] Develop personas the right way
Empathy mapping (3:13)
The customer journey (7:03)
Module #4 | Key takeaways (3:04)
Time to reflect 💡
Exam
Coursework (0:46)
[Bonus] Four steps to sharpen your go-to-market focus with customer segmentation
Guided content [72 mins]
What is sales enablement content? (4:32)
Sales scripts (5:36)
Product sheets (1:45)
Competitor analysis content (2:45)
Battlecards (3:18)
Creating content salespeople will love
Whitepapers (3:12)
Case studies
Develop a sales enablement content strategy (3:40)
Sales enablement playbook (0:40)
[Bonus] Creating a sales enablement playbook from scratch
Module #5 | Kay takeaways (2:52)
Time to reflect 💡
Exam
Coursework (0:33)
Metrics and measurement [96 mins]
Sales enablement metrics (5:47)
Content usage (1:38)
Time to productivity (1:44)
Win/close rates (0:47)
Average deal size (1:03)
Sales velocity (1:01)
Sales confidence (3:35)
Reporting findings (4:30)
[Bonus] Enablement metrics 101
Module #6 | Key takeaways (1:42)
Time to reflect 💡
Exam
[Bonus] The dark arts of data
Fireside chat [35 mins]
Fireside chat | Laura Welch (HP) and Rob Hornish (Redaptive, Inc)
Tech and tools [80 mins]
Tech and tools in sales enablement (2:11)
Company alignment tools (2:03)
Onboarding and training tools (1:58)
Empowering reps to be self-sufficient
[Bonus] Using technology to increase sales
Customer-centric tools (1:18)
Sales content tools (1:55)
Tools for metrics and measurement (2:11)
Module #7 | Key takeaways (1:03)
Time to reflect 💡
Exam
[Bonus] Using AI in sales enablement
Wrap up
Course satisfaction survey
Resource library
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[Bonus] Four steps to sharpen your go-to-market focus with customer segmentation
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