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Sales Enablement Certified | Core
Introduction to sales enablement [78 mins]
Pre-course survey
What to expect in this course (1:58)
How to get the most out of this course
Your course pack
What is sales enablement? (4:54)
Why sales enablement matters (4:05)
The foundations of sales enablement (7:26)
Who owns sales enablement? (3:09)
Structuring sales enablement teams (3:50)
The sales enablement charter
[Bonus] Creating a scalable sales enablement function
Module #1 | Key takeaways (1:36)
Time to reflect 💡 (0:41)
Resource library
Exam
Fireside chat [31 mins]
Fireside chat | Sheevaun Thatcher - RingCentral
Cross-functional alignment [95 mins]
Company alignment (3:39)
Encouraging cross-collaboration (3:57)
Making sales enablement's voice heard
Qualified leads (4:25)
[Bonus] Sales and marketing lead optimization
Lead-qualification matrix (4:22)
Module #2 | Key takeaways (2:09)
Time to reflect 💡
Exams
[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 (3:24)
Welcoming your new hires (2:04)
Prepping for onboarding (6:10)
[Bonus] Building an onboarding program
Training and coaching (3:29)
How to improve sales team training sessions
Module #3 | Key takeaways (2:27)
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 (4:29)
Personas (5:18)
[Bonus] Develop personas the right way
Empathy mapping (3:23)
The customer journey (7:15)
Module #4 | Key takeaways (3:14)
Time to reflect 💡
Exam
Coursework (0:57)
[Bonus] Four steps to sharpen your go-to-market focus with customer segmentation
Guided content [72 mins]
What is sales enablement content (4:44)
Sales scripts (5:46)
Product sheets (1:57)
Competitor analysis content (2:57)
Battlecards (3:29)
Creating content salespeople will love
Whitepapers (3:25)
Case studies
Develop a sales enablement content strategy (3:51)
Sales enablement playbook (0:52)
[Bonus] Creating a sales enablement playbook from scratch
Module #5 | Key takeaways (3:05)
Time to reflect 💡
Exam
Coursework (0:44)
Metrics and measurement [96 mins]
Sales enablement metrics (5:59)
Content usage (1:50)
Time to productivity (1:55)
Win/close rates (0:57)
Average deal size (1:14)
Sales velocity (1:12)
Sales confidence (3:46)
Reporting findings (4:39)
[Bonus] Enablement metrics 101
Module #6 | Key takeaways (1:53)
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 (2:21)
Company alignment tools (2:12)
Onboarding and training tools (2:07)
Empowering reps to be self-sufficient
[Bonus] Using technology to increase sales
Customer-centric tools (1:23)
Sales content tools (1:59)
Tools for metrics and measurement (2:16)
Module #7 | Key takeaways (1:08)
Time to reflect 💡
Exam
[Bonus] Using AI in sales enablement
Wrap up
Course satisfaction survey
Resource library
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Fireside chat | Laura Welch (HP) and Rob Hornish (Redaptive, Inc)
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