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Sales Enablement Certified | Masters
Introduction
Pre-course survey
What to expect in this course
Your course pack
What is and isn't sales enablement? (3:28)
The business impact of SE (3:50)
How do you know when you need sales enablement? (2:11)
Sales enablement ownership (4:47)
Recap (0:41)
Exam #1
Time to reflect
Resource library
How to start (or fix) your sales enablement program
Defining what is required (7:19)
Discover, develop, launch, iterate (3:41)
Exam #2
Time to reflect
Stage 1 | Discovering and communicating your charter
Discovery through qualitative and quantitative sources (2:05)
Building your content, tools, processes & metrics (1:35)
Sales organization context and data (0:35)
Sales performance, segments & roles (2:09)
Additional sales organization context (2:27)
Sources for sales organization information (3:11)
Prospect - customer context & data (2:49)
How to assess and benchmark current vs future state (1:37)
The key outputs of discovery - the sales enablement charter (4:37)
Exam #3
Time to reflect
Activity #1: Discovery synthesis & recommendations for sales enablement charter
Coursework (0:34)
Template and answer key
Stage 2 (part 1) best practice when building your asset library
Sales enablement content & the buyer funnel (2:18)
Awareness & interest content (4:08)
Sales scripts (6:48)
Email templates (2:10)
Consideration content (0:40)
Product (sales) one pagers (5:24)
Comparison overview (2:24)
Pricing overview (5:55)
Product overview (9:36)
Webinars (4:35)
Stage 2 (part 2) best practice when building your asset library
Customer case studies and testimonials (4:35)
Competitor battlecards (5:10)
External competitor comparisons (1:51)
Discovery questions (2:45)
Demo scripts & templates (5:25)
Pitch presentations (4:30)
Product info sheets (2:08)
Purchase content (5:41)
Objection handling (2:20)
ROI calculators (3:16)
Relationship management (3:25)
Recap (0:52)
Exam #4
Time to reflect
Activity #2: Evaluate & build sales enablement assets
Coursework (0:40)
Templates and answer key
Sales enablement tools
Sales enablement tools (0:54)
Sales owned tools (2:00)
Sales enablement owned tools (3:46)
Choosing a tool (4:22)
Exam #5
Time to reflect
Building sales enablement processes
Building sales enablement processes (0:45)
Driving alignment internally and externally (1:48)
Content mapping (1:15)
Aligning to the buyer's journey with sales play and sale (5:14)
Onboard, train, reinforce (0:52)
Defining intention and objections for onboarding, training and reinforcement (1:42)
Understanding the information to onboard, train and reinforce (2:01)
Understanding onboarding, training and reinforcement (4:19)
Timing and cadence for onboarding, training and reinforcement (4:20)
Feedback loops (2:05)
Exam #6
Time to reflect
Activity #3
Coursework (0:34)
Templates and answer key
Sales enablement metrics
Sales enablement metrics (0:42)
Leading vs lagging indicators (0:45)
Activity metrics (1:18)
Attainment metrics (1:12)
Time to onboard (1:27)
Percentage of reps certified (0:44)
Sales confidence (0:19)
Quota attainment & budget (0:41)
Velocity metrics (0:54)
Sales cycle length (0:48)
Sales velocity (0:52)
Pipeline value metrics (0:40)
Average deal size (0:41)
Company KPIs (2:16)
Metrics best practices (2:14)
Validating your enablement program (1:28)
Coursework (0:35)
Exam #7
Time to reflect
Stage 3 | Guidance on launching your program
Guidance on launching your program (1:23)
Internal launch best practice (2:36)
Scaling your sales enablement program (2:16)
Exam #8
Bonus footage
Creating a sales playbook from scratch
Wrap-up
Course satisfaction survey
Resource library
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Timing and cadence for onboarding, training and reinforcement
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