
The agenda of the sales enablement training are as follows

Overview of sales enablement
- Sales Enablement basics
- Framework for lead qualification
- Sales Enablement Vs Sales Operations
Buyer persona and their problems
- What is Buyer Persona
- A day in life of a customer
- How to position the solution


Creating content
- Creating content for buyer personas
- Planning for content
- Content in multiple formats
Aligning your teams around content
- Sales and Marketing meetings
- Agenda to be discussed
- Aligning Marketing and Sales


How to do sales enablement
- Define the sales enablement process
- Define the sales enablement structure
- Technology to align and achieve goals
Preparing for Negotiation
- Negotiation ranges and priorities
- Value in Negotiation
- Bargains / Debates in Negotiation
Negotiation strategies
- Ranges
- BATNA, ZOPA
- Relationship building
- Game theory
- Unconventional strategies
Opening the Negotiation
- How to open the talk
- How to bring in positive feelings
- Setting expectations
- How to exchange information
Closing the Negotiation
- How to get a NO to a YES
- Deal closing methodology
- Provide a Win-Win feeling to the buyers
Benefits of Sales Enablement training
- Marketing team produces contextual content
- Sales team will be able to close more
- The two teams work together
- Assets developed will be utilized well
- Analytics to find out what is working and what does not