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Sales Enablement Certified | Masters
Introduction (11 mins)
Pre-course survey
What to expect in this course
Your course pack
Resource library
What is and isn't sales enablement? (3:38)
The business impact of SE (4:02)
How do you know when you need sales enablement? (2:22)
Sales enablement ownership (4:59)
Recap (0:48)
Exam
Time to reflect
How to start (or fix) your sales enablement program (11 mins)
Defining what's required (7:25)
Discover, develop, launch, iterate (3:42)
Exam
Time to reflect
Stage 1 | Discovering and communicating your charter (27 mins)
Discovery through qualitative and quantitative sources (2:12)
Building your content, tools, process & metrics (1:40)
Sales organization context and data (0:41)
Sales process and performance (2:15)
Sales performance, segments and roles (6:12)
Additional sales organization context (2:33)
Sources for sales organization information (3:17)
Prospect - customer context and data (2:55)
How to assess and benchmark current vs future state (1:40)
The key outputs of discovery - the sales enablement charter (4:43)
Exam
Time to reflect
Activity #1: Discovery synthesis & recommendations for sales enablement charter
Coursework (0:40)
Template and answer key
Stage 2 (Part 1) | Best practice when building your asset library (43 Mins)
Sales enablement content & the buyer funnel (2:27)
Awareness & interest content (4:19)
Sales scripts (6:54)
Email templates (2:16)
Consideration content (0:52)
Product (sales) one pagers (5:30)
Comparison overview (2:30)
Pricing overview (6:01)
Product video (9:43)
Webinars (4:41)
Stage 2 (Part 2) | Best practice when building your asset library (40 mins)
Customer case studies & testimonials (4:41)
Competitor battlecards (5:15)
External competitor comparisons (1:57)
Discovery questions (2:51)
Demo scripts & templates (5:31)
Pitch presentations (4:36)
Product info sheets (2:14)
Purchase content (5:52)
Objection handling (2:26)
ROI calculators (3:21)
Relationship management (3:36)
Recap (0:58)
Exam
Time to reflect
Activity #2: Evaluate & build sales enablement assets
Coursework (0:46)
Templates and answer keys
Sales enablement tools (10 mins)
Sales enablement tools (1:01)
Sales owned tools (2:08)
Sales enablement owned tools (3:54)
Choosing a tool (4:28)
Exam
Time to reflect
Building sales enablement processes (30 mins)
Building sales enablement processes (0:51)
Driving alignment internally and externally (1:54)
Content mapping (1:21)
Aligning to the buyer's journey with sales play and sale (5:19)
Onboard, train, reinforce (1:03)
Defining intention and objections for onboarding, training and reinforcement (1:47)
Understanding the information to onboard, train and reinforce (2:07)
Understanding onboarding, training and reinforcement (4:25)
Timing and cadence for onboarding, training and reinforcement (4:25)
Feedback loops (2:11)
Exam
Time to reflect
Learning feedback form
Activity #3: Aligning content to the buyer's journey
Coursework (0:34)
Templates and answer key
Sales enablement metrics (13 mins)
Sales enablement metrics (0:48)
Leading vs lagging indicators (0:51)
Activity metrics (1:24)
Attainment metrics (1:18)
Time to onboard (1:33)
Percentage of reps certified (0:50)
Sales confidence (0:25)
Quota attainment & budget (0:47)
Velocity metrics (1:00)
Sales cycle length (0:54)
Sales velocity (0:58)
Pipeline value metrics (0:46)
Average deal size (0:47)
Company KPIs (2:22)
Metrics best practices (2:14)
Validating your enablement program (1:34)
Coursework (0:30)
Exam
Time to reflect
Stage 3 | Guidance on launching your program (7 mins)
Guidance on launching your program (2:42)
Internal launch best practice (1:29)
Scaling your sales enablement program (2:22)
Exam
Bonus footage (30 min)
Creating a sales playbook from scratch (34:57)
Wrap-up
Course satisfaction survey
Resource library
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Discovery through qualitative and quantitative sources
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