Sr. Research Specialist
Sales Enablement PRO
Seattle
April, 2021 – Current
Responsibilities
Adult Learning
Successful learning experiences arm learners with the skills they need to turn learning into action. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.
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Collaborative Relationships
Sales enablement is an inherently collaborative role, and as such it is essential that practitioners build collaborative relationships with teams across the organization. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Enablement Charter
A successful sales enablement charter maps the foundation from which to build every sales enablement initiative. Learn how to set your sales enablement function up for success from the onset, from defining key objectives to justifying your budget.
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Project Management
Sales enablement practitioners are the ultimate project managers. Learn how sales enablement can ensure that projects start off on the right track, achieve desired results, and stay aligned with stakeholders from start to finish.
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Sales Personas
Developing a deep understanding of who sales enablement serves and what goals to strive for is essential to building successful sales enablement initiatives. Learn how practitioners can work with various sales personas to enlist support and create effective sales enablement initiatives.
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The Sales Landscape
Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. Learn how sales enablement can work to reduce complexities and implement resources to help salespeople succeed.
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Change Management
Businesses must constantly evolve and adapt to meet a variety of challenges—from changes in technology, to the rise of new competitors, to a shift in economic trends. Effectively navigating change is a vital part of remaining competitive, and sales enablement is well-equipped to lead these efforts. Learn how to successfully execute transformation initiatives by establishing the vision for change, reinforcing change with effective communication, generating momentum for change, and embedding change into corporate culture.
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Sales Career Progression
Sales roles can cover many different responsibilities and required skills, which is why sales enablement can play a crucial role in helping salespeople navigate their career progression. Learn how practitioners can help salespeople advance their careers, gain leadership skills, and achieve their professional goals through sales enablement programs.
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Strategic Initiatives
With established goals and a growth mindset, sales enablement practitioners can strengthen the strategic muscles that will lead to new value for the business, while leading to new opportunities for career advancement in the future. Learn best practices to develop, align, measure, and communicate your sales enablement strategy to drive business value for your organization.
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Competency Modeling
By developing a competency framework, sales enablement can help identify where sales professionals can improve and how to measure success for the function as a whole. Learn best practices to define, align, validate, and measure competency in your organization, in order to foster growth and maximize business impact.
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Cross-Team Collaboration
Organizations with dynamic team alignment in all phases of strategic initiatives allow reps to provide customers with more high-quality interactions and value-rich conversations at every touchpoint. Sales enablement can be crucial to driving effective cross-functional collaboration by creating alignment and designing mutually beneficial programs that create collective results. Learn how to lay the foundation for productive and valuable collaboration by maximizing stakeholder alignment, enhancing cross-team accountability, problem-solving proactively, and managing stakeholder interests.
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Pipeline Velocity
The rate at which deals are moving through the pipeline and leading to more revenue is not only an indication of the quality of an organization’s product or services, but also of the mindset of teams across the revenue organization toward supporting collective growth for the business. Sales enablement can be a crucial partner in optimizing sales performance and driving revenue growth for an organization. Learn how to guide changes that can help reps quickly move opportunities forward in sales processes by ensuring the accuracy of sales forecasting, empowering revenue growth, streamlining business reviews, and correlating sales enablement programs to outcomes.
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Onboarding
A sales rep’s first days, weeks, and months as a new hire are critical to ensuring their long-term success at a company. Building an immersive, culture-driven onboarding program is a key way for sales enablement teams to smooth and shorten the transition from new hire to high-performing sales rep. Learn how to accelerate the productivity of new reps by employing a four-step framework to effectively streamline onboarding, engaging creatively, leverage virtual best practices, and measure onboarding success.
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Training
Developing engaging training material that will stick with your sales reps and being able to measure its impact is a challenge – especially in a virtual environment. Learn how to design interactive sales training programs, increase reps’ retention of the material, deliver effective virtual training, and measure the return on investment of these programs.
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Coaching
Sales enablement is responsible for providing frontline managers with a structured coaching strategy that reinforces training for reps. Learn how enablement can deliver impactful coaching by using a four-step coaching framework to drive accountability, preparing managers to maintain consistent rep behaviors, supporting virtual coaching, and measuring the impact of existing programs in order to iterate and improve.
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Sales Guidance Foundations
A common struggle in sales organizations today is consistency. Especially in this ever-changing global business environment, the need for consistency is crucial to ensure all reps understand the sales stages and are able to connect them to their unique customers for maximized performance. Learn how to set up the critical foundations for your sales guidance efforts with a sales methodology, defined sales stages, a sales process aligned to the buyer’s journey, and well-crafted sales plays.
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Building Sales Plays
Sales plays have proven to be a game-changing asset for many organizations to streamline consistent behaviors at scale. Learn how to build effective sales plays to support your revenue-facing teams through syndicating the right knowledge, defining messaging, curating supporting assets, and clarifying action items for reps.
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Deploying Sales Plays
Delivering sales plays is a team effort. With the right approach, enablement practitioners have the opportunity to build relationships, establish consistency, and deliver impactful messaging throughout the organization. Discover not only how to package sales plays and deliver them to the field, but also how to motivate teams to activate plays, and ensure sales play effectiveness through monitoring progress and results.
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Content Mapping
Sales content can give organizations a powerful advantage in accelerating and even winning deals. However, getting the right content to the right buyers at the right times can take dedicated resources to create valuable content, cultivate impactful assets, and maintain a relevant content library for reps to easily leverage. Learn how organizations can establish and refine an ongoing content process in order to drive alignment across teams, deliver outstanding customer experiences, and ultimately drive revenue.
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Content Governance
Curating a collection of accurate, relevant, and engaging content requires dedicated effort to ensure that reps are sharing the right content at the right time. This course covers strategies enablement can leverage to build and maintain a healthy content environment that ultimately drives impact.
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Amplifying Sales Content
The consistent and impactful use of sales content can transform content from a ‘nice-to-have’ to a powerful advantage, from starting conversations to closing deals. In this course, learn how sales enablement can play a key role in making sales content a strategic lever and develop strategies to ensure content engages buyers and delivers results.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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Collaborative Relationships Course
Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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Sales Enablement Expert Certification
Unlock your full potential by becoming a certified sales enablement expert.
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Sales Readiness Initiative Certification
Unlock your full potential by becoming certified in sales readiness.
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Sales Guidance Initiative Certification
Unlock your full potential by becoming certified in sales guidance.
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Sales Content Initiative Certification
Ready to take sales content to the next level? This certification will teach practitioners how to get the most from their sales content, from creating the right assets to engage buyers to driving adoption to make content use a consistent habit.
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