Become great at sales enablement

Drive repeatable results with sales enablement.

By Kyle Bastien,

Director, Business Value @ Drift, Inc

Course length: 1h 54min

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English subtitles Certificate included

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After taking this course you’ll…

  • Understand what field enablement is, what it isn’t, and why it is the foundational skill that separates the most successful product markers from their peers.
  • Develop a field enablement strategy that is anchored in the buyers’ journey, rapidly adopted by sales, and differentiated from the abandoned pitch decks and positioning statements of the past.
  • Plan the right delivery, certification, and measurement strategy to quantify the impact of your effort, and diagnose and repair breakdowns in the process.

This course is essential for you if…

  • You work in (or want to work in) a product marketing or enablement capacity at a B2B organization with average deal sizes of $10K or greater
  • You want to deliver measurable value to your organization and are sick and tired of feeling insanely busy yet have nothing to show for it in terms of results
  • You have a nagging feeling that you are leaving money on the table due to breakdowns in execution, and want a framework that unlocks your organizations natural desire to be the best that it can be.

This course is NOT for you if…

  • You operate in an eCommerce or transactional sales environment.
  • You view field teams as rivals better suited for blame than world-class enablement.
  • You already have a well polished enablement motion with world class leadership, executive sponsorship, and predictable results. Much of this content will be advanced, however operators already excelling at global scale will find some content redundant.

Skills you will master

Sales enablementCustomer success strategyBuyer's journeyCustomer facing content

Kyle Bastien

Director, Business Value @ Drift, Inc

Kyle leads the Business Value practice at Drift, the category leader in Conversational marketing and Sales. He’s built and lead customer success teams at Intuit and Sales Enablement teams at Drift.

Over the past year, Kyle has been focused on launching a revolutionary AI-based product, and in that time has worked closely with sales, product marketing and customer success to bring this solution to market.

Your course curriculum

Sales enablement

1 Intro to Enablement

This lesson will cover the data and science that forms the foundation for field enablement, and outline the core activities of the discipline. Topics covered: Outline a modern sales and success motion that puts the buyer at the centerBe able to orchest …

2 Three Principles of Enablement

Every business is unique and the precise content and services you need to deliver will vary in accordance. This lesson will teach you the universal enablement principles that I use to scope and deliver the resources field teams need to be successful. T …

3 The Buyer’s Journey

We’ve seen the framework as a whole, now let’s break down the individual components and build them out for your org, starting with the top line of the Buyers Journey and the 3 Why’s Topics covered: Understand the importance or organizing all enablement …

4 The Sales Process

We know the journey that our buyer’s must take to do business with you – now our job is to align our selling motion to support that journey. This lesson will teach you how to build a buyer-centric sales process. Topics covered: Learn how to construct a …

5 Enablement Services

Now you have considered the buying journey and organized the sales process. This lesson will provide an overview of the services you need to consider and organize to enable your field teams. Topics covered: Define the key components of comprehensive En …

6 Customer Facing Content

We’ll take a deeper dive on customer-facing content. Specifically, you will learn how to think about and organize your customer facing content to align with stages in the buyer’s journey. Topics covered: Understand how to orient your customer-facing co …

7 Enablement Content

This lesson will help you distinguish between customer facing content and internal enablement content, and prepare a list of the current and necessary internal enablement content your field teams require. Topics covered: Understand the difference betwe …

8 Training Content for Customer Facing Professionals

This lesson will define and outline core training content for customer facing professionals, including how to use technology to deliver training at scale. Topics covered: Learn what kind of content is appropriate to equip the field teamsUnderstand best …

9 Coaching Enablement

The success of any enablement program will always hinge on the front line sales managers, so equipping them to reinforce the program must be a priority. This lesson will teach you how to prepare your management team for success. Topics covered: Underst …

10 Gap Analysis

The conceptual work is done and now it is time to get to work. This lesson will review how to stand back and look at your framework holistically, identify the gaps in the program, and prioritize the work to be done. Topics covered: Learn how to assess …

11 Three Pillars of Enablement Technology

Certain technical capabilities will be required to execute a field enablement program at scale. This lesson will walk you through the three primary tools that comprise the modern enablement tech stack. Topics covered: Understand the three main technolo …

12 Communicating to the Field

How NASA figured out how to coordinate a moon landing, translate dozens of system checks into clear pilot communication, and what all this can teach us about how to communicate to field professionals. Topics covered: Learn about the framework for effec …

13 Measuring Enablement

Building a robust enablement services framework is huge and worthwhile investment, however like any other investment, it comes with the expectation of measurable results. Our final lesson will discuss how to set up a measurement framework to track and …

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Learn Sales and CS Enablement: FAQ

Who is this course for?

This course is essential for you if…

  • You work in (or want to work in) a product marketing or enablement capacity at a B2B organization with average deal sizes of $10K or greater
  • You want to deliver measurable value to your organization and are sick and tired of feeling insanely busy yet have nothing to show for it in terms of results
  • You have a nagging feeling that you are leaving money on the table due to breakdowns in execution, and want a framework that unlocks your organizations natural desire to be the best that it can be.

Some careers that will especially benefit from this course are product marketer, CS specialist, sales development representative (SDR), growth marketer, demand gen manager, account executive, and account manager.

What will you learn?

After taking this course, you will:

  • Understand what field enablement is, what it isn’t, and why it is the foundational skill that separates the most successful product markers from their peers.
  • Develop a field enablement strategy that is anchored in the buyers journey, rapidly adopted by sales, and differentiated from the abandoned pitch decks and positioning statements of the past.
  • Plan the right delivery, certification, and measurement strategy to quantify the impact of your effort, and diagnose and repair breakdowns in the process.

What does the course include?

Our Sales and CS Enablement training includes 14 lessons, 1 downloadable resource, 1h 54min of video material, several assignments, and a final exam.

Are subtitles available for the lessons?

Lessons have English subtitles and transcriptions available.

Will I receive a certificate of completion?

After taking this course, you will receive the Sales and CS Enablement Certification from CXL, with credentials that you can add to your LinkedIn profile.

What is the refund policy?

All plans come with a 7-day refund period .

How long will it take for me to finish it?

This is entirely up to you – it’s how many study hours per week you can put in. This course is 1h 54min long.