Hubspot Academy - Sales Enablement
- Offered byCoursera
Sales Enablement at Coursera Overview
Duration | 27 hours |
Start from | Start Now |
Total fee | Free |
Mode of learning | Online |
Official Website | Explore Free Course  |
Credential | Certificate |
Sales Enablement at Coursera Highlights
- Earn a Certificate upon completion
Sales Enablement at Coursera Course details
- This course lays out the skills and knowledge necessary to develop a marketing-driven sales enablement strategy, for beginners or those looking to hone their skills
- You'll learn the basics of sales enablement, and how to align your marketing and sales team under the same strategy and goals
- You'll learn ways to make the connection with your buyers and use content as an effective sales tool
- The course will teach you about automation tools to use in your sales enablement strategy and about how to enable continued customer success after a sale
Sales Enablement at Coursera Curriculum
Adopting a Sales Enablement Mentality
Introduction to the Program
Course Introduction Video
Careers in Sales and Customer Relationship Management
Weekly Introduction: Adopting a Sales Enablement Mentality
Why You Need Sales Enablement
Developing a Sales Enablement Strategy
Sales Enablement in Action
The Importance of Having a Vision and Setting Goals
Creating a Revenue Goal
Leads and the Sales Pipeline
The Importance of Lead Qualification
Identifying Fit and Sales Readiness
Mastering Lead Qualification
Weekly Review: Adopting a Sales Enablement Mentality
Course Syllabus
How to Be Successful in this Course
Worksheet: Sales Enablement Self Evaluation
Creating Your Vision and Goals
Worksheet: Designing Your Vision
Developing a Lead Qualification Framework
Practice Quiz: Sales Enablement Definition and Importance
Practice Quiz: Developing a Unified Goal
Exercise: A Lead Qualification Framework
Practice Quiz: Developing a Lead Qualification Framework
Graded Quiz: Adopting a Sales Enablement Mentality
Managing for Sales Enablement
Weekly Introduction: Managing for Sales Enablement
The Importance of the Sales and Marketing SLA
Creating an SLA for Your Teams
Optimizing Your SLA
Beyond the SLA
The Importance of Smarketing Meetings
Planning an Effective Smarketing Meeting
Running an Effective Smarketing Meeting
Weekly Review: Managing for Sales Enablement
Creating Your SLA (Set Number of Leads)
Creating Your SLA (Time to Contact)
Working with an SLA
The Pop Model
Plan a Smarketing Meeting
Exercise: Creating an SLA in Practice
Practice Quiz: Working with an SLA
Practice Quiz: Maintaining Alignment with Smarketing Meetings
Exercise: Plan a Smarketing Meeting
Graded Quiz: Managing for Sales Enablement
Making the Connection with Your Buyer
Weekly Introduction: Making the Connection with Your Buyer
Introduction to Buyers
The Importance of Buyer Personas
Developing Your Buyer Personas
Developing Your Buyer Persona: Application
The Importance of Jobs-to-Be-Done
Rethinking Your Competition
Uncovering Your Customers' Jobs
Uncovering Your Customers' Jobs: Application
The Importance of Hero Statements
Being a Hero to Your Customers
What Does Being a Hero Look Like?
Creating a Hero Statement
Weekly Review: Making the Connection with Your Buyer
The Beginner's Guide to Buyer Personas
How to Create Detailed Buyer Personas for Your Business
A Buyer Persona Template
Competing against Luck
Interviewing Customers to Determine Their Jobs-to-Be-Done
Using Jobs-to-Be-Done in Sales
Claire Menke on Combining Personas and JTBD
Doug Davidoff on Hero Statements
How to Create Your Hero Statement
Practice Quiz: Using Buyer Personas in Sales
Exercise: Create Your Own Buyer Persona
Practice Quiz: Using Jobs-to-Be-Done in Sales
Exercise: Uncovering Your Customers' Jobs to Be Done
Practice Quiz: Creating a Hero Statement
Exercise: Developing a Hero Statement
Graded Quiz: Making the Connection with Your Buyer
Using Content as a Sales Tool
Weekly Introduction: Using Content as a Sales Tool
The Importance of Content in Sales Enablement
Using Pre-Sale Content to Enable Sale
Using Content during the Sales Process
Content Strategy in Action
The Importance of Company-Wide Collaboration
Designate a Content Manager
Getting Sales Involved in Content Creation
Making Content Creation a Company-Wide Initiative
Getting Started with Video Content
Why is Writing an Important Business Skill?
The Research Process
What Goes into an Outline?
The Pain of Writing the First Draft
Writing Impactful Introductions and Conclusions
Top Writing Tips from Daniel Pink
A Guide to Self-Editing
Weekly Review: Using Content as a Sales Tool
Using Content as a Sales Tool
12 Brainstorming Techniques for Unearthing Content Ideas from Your Team
Aligning Your Business Around Content Creation - Summary
How to Write an Introduction: A Simplified Guide
10 Simple Edits that Will Improve Your Writing
Practice Quiz: Using Content as a Sales Tool
Exercise: Using Content as a Sales Tool
Practice Quiz: Aligning your Business around Content Creation
Practice Quiz: Become a Better Writer
Exercise: Become a Better Writer
Graded Quiz: Using Content as a Sales Tool
Continuing Enablement after the Sale
Weekly Introduction: Continuing Enablement after the Sale
The Importance of Customer Enablement
Helping Customers Fire their Old Solutions
Encouraging People to Buy from You Again
Helping Your Customers Do the Job They Hired Your Product to Do
The Importance of Technology in a Sales Enablement Strategy
Choosing the Right Technology
What Does a Technology Strategy Look Like?
Project Overview
Congratulations!
Customer Acquisition vs Retention Costs
The HubSpot Marketing Automation Tools: Learn More
Take the Certification Exam
Career Support Resources
How to Add Your Info to LinkedIn
Practice Quiz: Continuing Enablement after the Sale
Practice Quiz: Evaluating Sales Enablement Technology
Sales Enablement at Coursera Admission Process
Important Dates
Other courses offered by Coursera
Student Forum
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