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Convince
your boss
Download
your brochure
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Showcase sales enablement’sworth via elite stakeholder management
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Brought to you,
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Course
overview
Stakeholder support is the difference between your enablement program’s success and failure.
And when enablement is the most cross-collaborative function in any organization, working with stakeholders and managing leadership expectations is compulsory to sustained success.
This expert-led course is designed to teach you the key tenets of stakeholder management, giving you the skills to power an effective, cross-functional enablement program.
You’ll be able to establish rapport, credibility, and trust early with your stakeholders, to provide a strong relationship platform on which to execute your enablement programs and initiatives.
Chapters
- Why stakeholder management matters
- Who are common stakeholders?
- Who's who in the zoo?
- [Fireside chat] Sonia Pupaza, Field Enablement Manager at Camunda
- Common pitfalls to avoid
Chapters
- Research and preparation
- Building rapport
- Power questioning and active listening
- Establishing credibility
- Elevator pitch
- Ask not tell
- Stakeholder dogs
- Close the meeting smoothly
Chapters
- Begin with the end in mind
- Consultative approach
- Fishing out pain
- The CLAW technique
- Difficult stakeholders
- [Fireside chat] Dealing with difficult stakeholders - Ben Purton, Senior Director - International Enablement at RingCentral
- Managing expectations
- Case study | Reframing problems for a 'demander'
Chapters
- Enablement program creation
- How enablement teams scale
- Pitch programs to your stakeholders
- Enablement strategy report
- [Fireside chat] MJ Espejo, Global Sales Enablement Leader at Celonis
Chapters
- Intro to ongoing engagement
- Reporting cycles part one: Meeting updates and quarterly reviews
- Reporting cycles part two: Annual reporting, scorecards and team reviews
- The road less traveled
Chapters
Chapters
Modules
Modules
Modules
Chapters
- Why stakeholder management matters
- Who are common stakeholders?
- Who's who in the zoo?
- [Fireside chat] Sonia Pupaza, Field Enablement Manager at Camunda
- Common pitfalls to avoid
Chapters
- Research and preparation
- Building rapport
- Power questioning and active listening
- Establishing credibility
- Elevator pitch
- Ask not tell
- Stakeholder dogs
- Close the meeting smoothly
Chapters
- Begin with the end in mind
- Consultative approach
- Fishing out pain
- The CLAW technique
- Difficult stakeholders
- [Fireside chat] Dealing with difficult stakeholders - Ben Purton, Senior Director - International Enablement at RingCentral
- Managing expectations
- Case study | Reframing problems for a 'demander'
Chapters
- Enablement program creation
- How enablement teams scale
- Pitch programs to your stakeholders
- Enablement strategy report
- [Fireside chat] MJ Espejo, Global Sales Enablement Leader at Celonis
Chapters
- Intro to ongoing engagement
- Reporting cycles part one: Meeting updates and quarterly reviews
- Reporting cycles part two: Annual reporting, scorecards and team reviews
- The road less traveled
Chapters
Chapters
Modules
Modules
Modules
Our stats
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"This course provides a great foundation on how to deal with all types of stakeholders and gives you the tools to prepare for your interactions with them. Whether that is templates for meetings or advice on language and behaviours to use when engaging stakeholders, it is all here. Theo is hugely experienced and shares his wisdom across all facets of stakeholder management. there is a lot here I can and will take forward into my role."
Harry Lingard
Head of Sales Enablement
"This course should be at the top of your list! Whether you are starting at a new company or beginning your enablement career, this is a great place to start. Stakeholder management is crucial to enablement success and is something that is always top of mind no matter who or what level you interact with. I really appreciated the perspectives Theo Davies' through this course. Courses in this topic are always valuable."
Annie Johnson
Revenue Enablement Manager
Download
your brochure
Learn from the collective success and experience of the world’s biggest product marketing community. Not only that, but our certifications are built with the support of PMMs 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,
Sonia Pupaza
With over 15 years of experience in B2B revenue enablement, go-to-market strategy, marketing, training, instructional design, course development, and project/program management, Sonia is passionate about advancing customer-facing teams' effectiveness by providing comprehensive enablement solutions. As a Field Enablement Manager at Camunda, she manages the design, development, and deployment of product, process, and skills enablement programs that align with the global leaders' "Big Bets" and OKRs.
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,
Theo Davies
Theo Davies is a record-breaking salesperson, sales leader, coach and speaker with a 20+ year career beginning in sales in 1998 - spanning sales management, enablement and management consulting specializing in sales uplift.
Theo has spent more than 10 years in enablement leadership roles, working with senior stakeholders / C-suite on sales excellence and sales enablement, enabling more than 100 teams across IT, banking, technology, management consulting, real estate, energy, law, insurance, consumer goods, travel, healthcare, life sciences and retail.
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,
Ben Purton
As the Senior Director of International Enablement at RingCentral, Ben leads a team that supports the growth and success of the global sales force. With over 10 years of experience in sales enablement, training, and consulting, he has a proven track record of delivering impactful and measurable results for clients and partners.
By the end of the course
you'll be able to...
Make enablement’s voice heard
Understand how to showcase your team’s value to your organization.
Work collaboratively
Create a truly cross-functional enablement strategy with support from all stakeholders.
Leadership buy-in
Earn trust and build rapport with leadership figures, highlighting enablement’s ROI.
What's
included
Industry-leading, expert-led curriculum that covers the key areas of enablement stakeholder management – with nothing but practical, actionable intel throughout.
Cutting-edge insights from world-leading enablement experts from RingCentral, Camunda, and Celonis on how they've managed stakeholders in their organization – so you can tap into their learnings and expedite your own success.
Exam questions throughout to consolidate your learning, challenge your way of thinking, and ensure what you learn in the course is taken 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.
Curate a personal bank of tangible takeaways, bring them back to your boss, implement them right away, demonstrate instant ROI, and grow your career.
Access fireside chats and bonus footage from industry experts – and apply practical tools and resources to implement effective stakeholder management strategies.
Get Enablement Stakeholder Management certified. It’s not just a certificate; it’s a badge of your expertise.
Lifetime entry to all course materials. Refresh your skills whenever you need, because we’re not about that 'limited access' life.
Get personalized and actionable advice to your toughest product marketing questions, backed by Product Marketing Alliance’s entire knowledge base, using PMM-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.
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
Course
benefits
Master stakeholder relationships, one of enablement’s most critical elements
Gain your leadership team’s trust and support on future enablement initiatives
Turn enablement into your organization’s cross-functional powerhouse
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 packed with expert knowledge on managing and gaining buy-in from stakeholders. It’s for anyone who wants to elevate their understanding of enablement and the stakeholder management that’s necessary to succeed in the function.
Once you enroll, you’ll work through the modules in whatever order suits your goals 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 these, you’ll become Enablement Stakeholder Management Certified!
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.
