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Course
overview
Sales enablement is the modern key to sales success. As a function, it’s dedicated to enhancing the performance of your sales team - but that’s not easy to do.
With so many moving parts, it can be hard to master the core elements of sales enablement. That’s where our course steps in.
Through Sales Enablement Certified: Core In-Person, you’ll master the pillars of sales enablement, and you’ll discover how to enable sales success within your organization alongside your peers.
Chapters
- What to expect from this course
- How to get the most out of this course
- What is sales enablement?
- Why sales enablement matters
- The foundations of sales enablement
- Who owns sales enablement?
- Structuring sales enablement teams
- The sales enablement charter
- BONUS: Creating a scalable sales enablement function - Pooja Kumar, Director of Sales Enablement and Organizational Culture at Oracle
- Exam
- BONUS: The role and importance of sales enablement - Sheevaun Thatcher - RingCentral
Chapters
- Company alignment
- Encouraging cross-collaboration
- Making sales enablement's voice heard
- Qualified leads
- BONUS: Sales and marketing lead optimization - Josh Smith, Head of Sales Enablement at the Guardian
- Lead-qualification matrix
- Exam
- BONUS: Driving cross-functional alignment to improve outcomes - Susan Quesal, Director of Revenue Enablement at Lessonly by Seismic
- BONUS: Cross-functional alignment - Lyle Jacon, Sales Operations Consultant at TekAdvizr
Chapters
- An intro to sales onboarding and training
- Welcoming your new hires
- Prepping for onboarding
- BONUS: Building an onboarding program - Expert panel discussion
- Training and coaching
- How to improve sales team training sessions
- Exam
- BONUS: "It’s about making things simple" - Kevin Rich, Global GTM Enablement Director at Shift Technology
- BONUS: The world of sales enablement - Tom Cheriyan, Senior Director of Revenue Enablement at OwnBackup
Chapters
- Ideal customer profiles
- Personas
- BONUS: Develop personas the right way - Misha Rangel, Senior Product Marketing Manager at IBM
- Empathy mapping
- The customer journey
- Exam
- BONUS: Four steps to sharpen your Go-to-Market focus with customer segmentation - Joe Andrews, VP Product and Solutions Marketing at InsideView
Chapters
- What is sales enablement content
- Sales scripts
- Product sheets
- Competitor analysis content
- Battlecards
- Creating content salespeople will love
- Whitepapers
- Case studies
- Develop a sales enablement content strategy
- Sales enablement playbook
- BONUS: Creating a sales enablement playbook from scratch - Darlene Samer, Head of GTM Enablement & Leadership at Yelp
- Exam
Chapters
- Sales enablement metrics
- Content usage
- Time to productivity
- Win/close rates
- Average deal size
- Sales velocity
- Sales confidence
- Reporting findings
- BONUS: Enablement metrics 101 - Carly Lehner, Head of Revenue Enablement at Andela
- Exam
- BONUS: The dark arts of data - Kyle Doerflein, Director of Sales Enablement & Productivity at LogicMonitor
- BONUS: The value of a sales enablement team - Laura Welch at HP and Rob Hornish at Redaptive, Inc
Chapters
- Tech and tools in sales enablement
- Company alignment tools
- Onboarding and training tools
- Empowering reps to be self-sufficient
- BONUS: Using technology to increase sales - Leah Wigg, Sales Enablement APAC at Halcyon Knights
- Customer-centric tools
- Sales content tools
- Tools for metrics and measurement
- Exam
- BONUS: Using AI in sales enablement - Eoin O'Connor, Head of Sales Enablement at Paragon
Chapters
Chapters
Chapters
Chapters
- What to expect from this course
- How to get the most out of this course
- What is sales enablement?
- Why sales enablement matters
- The foundations of sales enablement
- Who owns sales enablement?
- Structuring sales enablement teams
- The sales enablement charter
- BONUS: Creating a scalable sales enablement function - Pooja Kumar, Director of Sales Enablement and Organizational Culture at Oracle
- Exam
- BONUS: The role and importance of sales enablement - Sheevaun Thatcher - RingCentral
Chapters
- Company alignment
- Encouraging cross-collaboration
- Making sales enablement's voice heard
- Qualified leads
- BONUS: Sales and marketing lead optimization - Josh Smith, Head of Sales Enablement at the Guardian
- Lead-qualification matrix
- Exam
- BONUS: Driving cross-functional alignment to improve outcomes - Susan Quesal, Director of Revenue Enablement at Lessonly by Seismic
- BONUS: Cross-functional alignment - Lyle Jacon, Sales Operations Consultant at TekAdvizr
Chapters
- An intro to sales onboarding and training
- Welcoming your new hires
- Prepping for onboarding
- BONUS: Building an onboarding program - Expert panel discussion
- Training and coaching
- How to improve sales team training sessions
- Exam
- BONUS: "It’s about making things simple" - Kevin Rich, Global GTM Enablement Director at Shift Technology
- BONUS: The world of sales enablement - Tom Cheriyan, Senior Director of Revenue Enablement at OwnBackup
Chapters
- Ideal customer profiles
- Personas
- BONUS: Develop personas the right way - Misha Rangel, Senior Product Marketing Manager at IBM
- Empathy mapping
- The customer journey
- Exam
- BONUS: Four steps to sharpen your Go-to-Market focus with customer segmentation - Joe Andrews, VP Product and Solutions Marketing at InsideView
Chapters
- What is sales enablement content
- Sales scripts
- Product sheets
- Competitor analysis content
- Battlecards
- Creating content salespeople will love
- Whitepapers
- Case studies
- Develop a sales enablement content strategy
- Sales enablement playbook
- BONUS: Creating a sales enablement playbook from scratch - Darlene Samer, Head of GTM Enablement & Leadership at Yelp
- Exam
Chapters
- Sales enablement metrics
- Content usage
- Time to productivity
- Win/close rates
- Average deal size
- Sales velocity
- Sales confidence
- Reporting findings
- BONUS: Enablement metrics 101 - Carly Lehner, Head of Revenue Enablement at Andela
- Exam
- BONUS: The dark arts of data - Kyle Doerflein, Director of Sales Enablement & Productivity at LogicMonitor
- BONUS: The value of a sales enablement team - Laura Welch at HP and Rob Hornish at Redaptive, Inc
Chapters
- Tech and tools in sales enablement
- Company alignment tools
- Onboarding and training tools
- Empowering reps to be self-sufficient
- BONUS: Using technology to increase sales - Leah Wigg, Sales Enablement APAC at Halcyon Knights
- Customer-centric tools
- Sales content tools
- Tools for metrics and measurement
- Exam
- BONUS: Using AI in sales enablement - Eoin O'Connor, Head of Sales Enablement at Paragon
.avif)
Investing in yourself & your teams through programs like Sales Enablement Certified Core will put you on a path towards success. Strategic Enablement has an impact - and quantifying the impact puts you on the path to gain a seat at the table of influence, justify more headcount, help sales to drive further impact with related initiatives, or elevate the enablement brand in you.
Teri Long Core
CB Insights
The Sales Enablement Collective Core course was a joy to go through…What I really appreciated was the resources provided along the way, and that I can access the content in the course at any time
Lilianna Fodor Core
Xello
I would absolutely recommend this certificate to those newer to Sales Enablement or those looking to build a stronger foundation with strategy and frameworks. The learning is well organized to keep you engaged throughout.
Jessica Gappa Core
Sustainalytics
Download
the curriculum
Here at SEC, you can learn from the collective success and experience of the world’s biggest sales enabling community. Not only that, but our certifications are built with the support of Sales Enablers from the largest orgs around such as Adobe, Google, Linkedin, Atlassian, Grammarly, and many more.
If you need help convincing your company to pay for your training, we’ve done the leg work for you.
Your
instructors
Your instructor,
Chris Tran
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A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
Your instructor,
Sheevaun Thatcher
Sheevaun's journey from team sports to technology leadership is as dynamic as her approach to business. From coding to professional services, she found her true calling in strategic enablement, bridging sales and leadership to drive winning strategies. Her playbook, built on proven methods and tools, fuels sales velocity and growth. With investor confidence in her vision, Sheevaun champions the power of people, recognizing that success is fueled by team dynamics and individual drive.
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Your instructor,
Chris Tran
A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
Your instructor,
Josh Smith
Josh is a versatile professional specializing in Salesforce optimization, sales management development, and sales enablement. With expertise in training, coaching, and equipping sales teams with essential tools, he ensures their success. Josh is also adept at online lead generation, collaborating closely with marketing and sales to optimize conversions. His proficiency extends to project management implementations using Trello.com. Working three days a week with The Guardian's commercial teams and freelancing on others, Josh brings a wealth of experience to diverse clients.
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Your instructor,
Chris Tran
A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
Your instructor,
Susan Quesal
Susan is a seasoned Revenue Enablement leader with a robust background in academic learning, program management, and corporate L&D. Her passion for driving alignment across businesses finds a perfect outlet in Enablement, where she excels in fostering collaboration and maximizing team value. As a leader, Susan empowers her teams to take ownership, develop efficiency, and cultivate collaboration skills. She believes in providing growth opportunities for aspiring leaders while also valuing the contributions of those dedicated to their craft. Susan's commitment to aligning assets and outcomes early on ensures success and buy-in at every step of the journey.
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Your instructor,
Chris Tran
A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
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Your instructor,
Nicholas Gregory
Nicholas is the Global Head of Sales Enablement & Effectiveness at Qlik, leading Sales Enablement strategy and services for internal customer-facing and external partner teams. With a focus on enhancing sales productivity and performance, Nicholas and his team drive initiatives to support Qlik's position as a market leader in Business Intelligence & Data Integration technology. Prior to joining Qlik, Nicholas served as Senior Director of Global Sales Enablement at Couchbase, where he implemented strategic Enablement Services to enhance capabilities across all sales segments, pre-sales, partner, and leadership teams.
Your instructor,
Chris Tran
A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
Your instructor,
Lauren Ballinger
Lauren Ballinger is a Client Relations and Sales professional with a diplomatic background, leveraging her multilingual skills. She is passionate about the transformative power of technology in business and is dedicated to lifelong learning. Alongside her professional pursuits, she cherishes her role as a mother and nurtures a love for the arts.
Your instructor,
Chris Tran
A tenured product marketing voice, Holly brings expertise across go-to-market strategy, messaging, positioning, and stakeholder management. While working in new application development at Amazon Web Services (AWS), Holly also delivers thought-provoking ideas for GTM strategy in workshops, lectures, and two podcasts.
Her goal is to continue to build a strong awareness of the Product Marketing function, coach others how to apply critical thinking and strategic PMM frameworks, and mentor young marketers in their career.
Holly gets a kick out of solving problems with cross-functional teams and telling good stories.
Your instructor,
Arup Chakravarti
Arup Chakravarti is a Fellow at the Institute of Sales Professionals. With 20+ years of experience working at organizations such as American Express and Elavon his passion is using data and insights to drive revenue growth. With over 15 years experience in B2B sales and marketing leadership, Arup has a unique skill set that helps him bring together go-to-market teams, and deliver on ambitious growth aspirations.
Core to his values is his desire to help clients, partners, community and mentees develop and grow in their professional lives.
Arup recently led the sales operations and enablement function at Equifax Europe, is a Fellow of The Institute of Sales Professionals and an Ambassador for the Sales Enablement Collective.
You’ll typically find Arup talking about Enablement, SalesOps, sales competencies, mindfulness, and mentorship - either on social media, or as a keynote speaker.
What you'll
accomplish
Build an onboarding program
Onboard new reps and equip them with the skills they need to succeed.
Measure enablement success
Prove your team’s ROI to leadership with metrics that showcase your success.
Design impactful content
Deliver meaningful content to the right audience, at the right time.
What's
Included
Industry-leading, community-led curriculum that covers the core pillars of the sales enablement function from every angle - with nothing but expert intel throughout.
Cutting-edge insights from world-leading sales enablement experts from Salesforce, Equifax, Qlik, and more on how they've achieved success - so you can tap into their learnings.
Create your own bank of tangible takeaways, bring them back to your boss, implement them right away, demonstrate instant ROI, and grow your career.
Work with your peers in-person on group activities, then reinforce your learning with onDemand coursework accessible anytime, anywhere.
After the big day, make your way through exam questions that consolidate what you learned in the course, and help you take your learnings out into the real world.
Tried, tested, and vetted templates and frameworks ready to use right away to streamline your processes and work with peace of mind.
Gain lifetime access to all course materials, including fireside chats, and extra footage
Accredited by the CPD, get a certificate of attendance once the day’s done, and become officially sales enablement certified upon passing the exams on demand.
Get personalized and actionable advice to your toughest sales enablement questions, backed by SEC’s entire knowledge base, using SEC-GPT.
Get access to
these resources...
With every single one of our courses and certifications, you can get your hands on templates, frameworks, and toolkits. All are designed with the cumulative knowledge of our community to help you implement your newfound knowledge the very next day.
Certified Sales Enablers
earn $16,732 more
Build your team’s sales enablement strategy.
Prove your team’s value to leadership.
Develop your team’s foundational knowledge.
Get this course plus 11 others,with Pro+ membership
Discover how our Pro+ memberships stack up against our individual courses to find the best fit for you or your team.
Sales Enablement Certified: Core
11+ Masters certifications
1 free in-person Summit ticket a year
Live GTM, revenue & AI workshops
Mentor program
100s of exclusive content
60+ templates & frameworks
450+ hours of expert insights
Members-only community
SEC GPT
Lifetime access to individual course bought
Access to all future course updates
Official certification if you pass the exams
Why choosecourses from SEC?
Whether you prefer learning in bulk or taking things one step at a time, select the plan that’s best for you.
Old Way
New Way
Get your team onthe same page...
Fill key knowledge gaps and get everyone speaking the same language by getting your whole team certified. Book in a call to discuss group rates.
Don’t wait ‘til the workshopget your answers instantly.
Get personalized advice for all your enablement questions, backed by our entire knowledge base through SEC GPT - your enablement AI assistant.
FAQS
This course is for anyone who’s ready to boost their sales enablement strategies and skills to the next level. Want to become a well-rounded sales enablement practitioner, add more value to your company, and become a true expert in the realm of sales enablement? This course has you covered.
Not only does our sales enablement course provide you with the skills and confidence to lead an effective sales enablement program, it also gives you an accredited SE certification, backed by a host of the world’s leading authorities on sales enablement.
The course is live and in-person. Enroll, attend on the day and work through modules and take part in activities alongside your peers. After the day’s up, you’ll gain access to an on demand version of the course to refresh your memory and access bonus footage. If you pass the mandatory exam questions, you’ll become Sales Enablement Certified!
In-person, you’ll attend from 9am through to 5:30pm. Then, you’ll gain access to the onDemand version of the course, featuring 15 hours of content, activities, and exams.
If you fail the first time around you'll be given the option to retake the exam. If you fail the second attempt, unfortunately, it means you won’t get the certificate. However, all’s not lost, you’ll have still learned LOTS and you’ll be given access to the course materials for life - so you can brush up on the bits you slipped up on forevermore.
For life! One, one-off payment gives you unlimited to all the course’s content forevermore.
