Sales enablement certified | Masters

Level up your sales enablement. Optimize your programs, support your reps, and realize enablement’s true potential.

Hone your sales enablement skills and perfect your expertise with the guidance of a respected sales enablement specialist.

4+ hours of content
8 modules
22 templates & frameworks
Expert insights
100% self-paced
Official certification

Course overview

Whether you’re a sales enablement specialist or an industry newbie, it’s essential to be familiar with sales enablement best practices.

This curriculum is packed with content that will help you implement effective processes, ensuring you meet the highest sales enablement benchmarks and convert more prospects into customers.

By the end of this course, you'll be able to...

Articulate the importance of sales enablement and advocate for it internally.
Design a sales enablement program from scratch based on business objectives and sales needs.
Launch and iterate on sales enablement programs.
Demonstrate the impact of sales enablement on the business and revenue generation.

What's included

An awful lot of bang for your buck, that's what.

78 expert video lessons.
Indispensable knowledge from a sales enablement specialist.
22 tried, tested, and vetted templates.
Lifetime access to the sales enablement training.
Coveted certification to show off to your colleagues.

Get certified

Course curriculum

Introduction [10 minutes]

Pre-course survey
What to expect in this course
Your course pack
What is and isn't sales enablement
The business impact of SE
How do you know when you need sales enablement?
Sales enablement ownership
Recap
Exam #1
Time to reflect
Resource library

How to start (or fix) your sales enablement program [25 minutes]

Defining what is required
Discover, develop, launch, iterate
Exam #2
Time to reflect

Stage 1 | Discovering and communicating your charter [32 minutes]

Discovery through qualitative and quantitative sources
Building your content, tools, processes & metrics
Sales organization context and data
Sales performance, segments, & roles
Additional sales organization context
Sources for sales organization information
Prospect - customer context & data
How to assess and benchmark current vs future state
The key outputs of discovery - the sales enablement charter
Exam #3
Time to reflect

Activity #1: Discovery synthesis & recommendations for sales enablement charter [15 minutes]

Coursework
Template and answer key

Stage 2 (part 1): Best practices when building your asset library [45 minutes]

Sales enablement content & the buyer funnel
Awareness & interest content
Sales scripts
Email templates
Consideration content
Product (sales) one pagers
Comparison overview
Pricing overview
Product overview
Webinars

Stage 2 (part 2): Best practices when building your asset library [52 minutes]

Customer case studies and testimonials
Competitor battlecards
External competitor comparisons
Discovery questions
Demo scripts & templates
Pitch presentations
Product info sheets
Purchase content
Objection handling
ROI calculators
Relationship management
Recap
Exam #4
Time to reflect

Activity #2: Evaluate & build sales enablement assets [15 minutes]

Coursework
Templates and answer key

Sales enablement tools [21 minutes]

Sales enablement tools
Sales owned tools
Sales enablement owned tools
Choosing a tool
Exam #5
Time to reflect

Building sales enablement processes [35 minutes]

Building sales enablement processes
Driving alignment internally and externally
Content mapping
Aligning to the buyer's journey with sales play and sale
Onboard, train, reinforce
Defining intention and objections for onboarding, training and reinforcement
Understanding the information to onboard, train and reinforce
Understanding onboarding, training and reinforcement
Timing and cadence for onboarding, training and reinforcement
Feedback loops
Exam #6
Time to reflect

Activity #3 [15 minutes]

Coursework
Templates and answer key

Sales enablement metrics [29 minutes]

Sales enablement metrics
Leading vs lagging indicators
Activity metrics
Attainment metrics
Time to onboard
Percentage of reps certified
Sales confidence
Quota attainment & budget
Velocity metrics
Sales cycle length
Sales velocity
Pipeline value metrics
Average deal size
Company KPIs
Metrics best practices
Validating your enablement program
Coursework
Exam #7
Time to reflect

Stage 3 | Guidance on launching your program [16 minutes]

Guidance on launching your program
Internal launch best practices
Scaling your sales enablement program
Exam #8

Bonus footage [35 minutes]

[Bonus footage] Creating a sales playbook from scratch - Darlene Samer, Head of GTM Enablement and Leadership Development at Yelp

Wrap-up [10 minutes]

Incident report
Resource library
Your feedback
Fancy leaving a review?
Continue your professional development
Claim your certificate
Showcase your certification

FAQs

Who’s this course for?

No matter where you’re at in the journey—whether you’re partnering with a sales enablement team or owning it yourself—this course is packed with a variety of sales enablement content that will enhance your credentials, including real-life examples, case studies, expert tuition, templates, and activities to help you build and scale awesome sales enablement programs.

How does the course work?

Once you enroll, you’ll work through the modules and be invited to take part in activities. At the end of each module, you’ll be presented with mandatory exam questions and if you pass all of them, you’ll become Sales Enablement Certified!

How long will the course take to complete?

The course is 100% OnDemand and fully self-paced.

What happens if I don’t pass the exams?

You'll have two attempts at each exam. If you fail the first attempt, we really recommend revisiting the materials to help you pass the second time around. If we can support you further, please reach out to us for more help.

Note: Contact support at support@pmmalliance.com for further help or to request that your exam be resent.

How long will I have access to the course content?

For life! A one-time payment gives you unlimited access to all the course content.

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