Kyle Bastien – Sales and Customer Success Enablement

Description

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Kyle Bastien – Sales and Customer Success Enablement

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
Buyer’s journey Customer facing content Customer success strategy Sales enablement

About the expert

Kyle Bastien

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 …

Frequently Asked Questions:

1. Innovative Business Model:
   • Embrace the reality of a genuine business! Our approach involves forming a group buy, where we collectively share the costs among members. Using these funds, we purchase sought-after courses from sale pages and make them accessible to individuals facing financial constraints. Despite potential reservations from the authors, our customers appreciate the affordability and accessibility we provide.
2. The Legal Landscape: Yes and No:
   • The legality of our operations falls into a gray area. While we lack explicit approval from the course authors for resale, there’s a technicality at play. When procuring the course, the author didn’t specify any restrictions on resale. This legal nuance presents both an opportunity for us and a boon for those seeking budget-friendly access.
3. Quality Assurance: Unveiling the Real Deal:
   • Delving into the heart of the matter – quality. Acquiring the course directly from the sale page ensures that all documents and materials are identical to those obtained through conventional means. However, our differentiator lies in going beyond personal study; we take an extra step by reselling. It’s important to note that we are not the official course providers, meaning certain premium services aren’t included in our package:
     • No coaching calls or scheduled sessions with the author.
     • No access to the author’s private Facebook group or web portal.
     • No entry to the author’s exclusive membership forum.
     • No direct email support from the author or their team.

   We operate independently, aiming to bridge the affordability gap without the additional services offered by official course channels. Your understanding of our unique approach is greatly appreciated.

Refund is acceptable:

• Firstly, item is not as explained
• Secondly, Item do not work the way it should.
• Thirdly, and most importantly, support extension can not be used.

Thank you for choosing us! We’re so happy that you feel comfortable enough with us to forward your business here.