Course Objective:

Teach participants how to strategically use marketing and third-party assets to guide buyers through the journey, building confidence and momentum using Numentum's Content Matrix.

Target Audience:

Sales professionals (AEs, BDMs, CSMs, Sales Leaders) involved in direct buyer engagement and deal progression.

Duration:

2.0 hours

Learning Outcomes:

• Select and share relevant marketing and third-party assets tailored to buyer journey stages.

• Use Numentum's Content Matrix to drive 1-to-1 and 1-to-few engagements that build buyer confidence.

• Maintain deal momentum by strategically influencing buyer perceptions and addressing potential concerns.

Course Objective:

Build participant confidence in creating effective business videos, focusing on production basics, clear messaging, and engaging delivery using accessible, free video tools.

Target Audience:

Customer-facing professionals (SDRs, AEs, AMs, Sales Leaders) new to video communication.

Duration:

2.0 hours

Learning Outcomes:

• Understand key elements of video production quality, including lighting, sound, and framing.

• Deliver clear, concise messaging aligned with professional goals.

• Get comfortable using free video platforms like Vidyard, Loom, Drift, and BombBomb.

Course Objective:

Teach participants how to create effective pre-meeting videos that enhance buyer preparedness, reinforce brand value, and set a positive tone for meetings, increasing engagement and alignment.

Target Audience:

Customer-facing professionals (SDRs, BDMs, AEs, AMs, CSMs, Sales Leaders) looking to establish rapport and convey key points before meetings.

Duration:

2.0 hours

Learning Outcomes:

• Craft impactful pre-meeting videos that introduce key topics, agenda points, and expected outcomes.

• Use video to personalize the buyer experience, share value propositions, and address potential areas of interest or concern.

• Apply pre-meeting videos as part of broader outreach and follow-up strategies to increase engagement.

Course Objective:

Teach participants how to create effective post-meeting videos that reinforce crucial points, address buyer questions, and keep the buying process moving by making key information accessible to all stakeholders.

Target Audience:

Customer-facing professionals (AEs, AMs, CSMs, Sales Leaders) focused on deal progression and improving information retention post-meeting.

Duration:

2.0 hours

Learning Outcomes:

• Create concise post-meeting videos that capture meeting highlights, clarify next steps, and reinforce the reasons to buy.

• Ensure videos are easily shareable with both meeting attendees and non-attendees, preventing delays in the buying process.

• Use post-meeting videos to reiterate core value propositions and build buyer confidence for next steps.

Course Objective:

Teach participants how to create quick, personalized videos to address customer questions without the need for a full meeting, ensuring clarity, engagement, and momentum in the buying process.

Target Audience:

Customer-facing professionals (AEs, AMs, CSMs, Sales Leaders) who handle frequent customer inquiries and seek ways to respond effectively and efficiently.

Duration:

2.0 hours

Learning Outcomes:

• Create concise video responses that clearly address customer questions, reduce the need for follow-up meetings, and maintain momentum.

• Use video as a tool for enhancing clarity and personalization in query responses.

• Select and use appropriate video tools (Vidyard, Loom, etc.) to record and share answers quickly and professionally.

Course Objective:

Teach participants to create effective post-proposal follow-up videos that reinforce the proposal's value, address any potential questions, and encourage timely next steps, helping to keep the buyer engaged and the deal moving forward.

Target Audience:

Sales representatives, AEs, AMs, and Sales Leaders involved in deal progression and proposal presentations.

Duration:

2.0 hours

Learning Outcomes:

• Create concise, compelling videos that reinforce key proposal points and clarify any questions.

• Use video to maintain momentum, increase buyer confidence, and reduce hesitation following proposal presentations.

• Tailor videos to support decision-making and highlight the unique value propositions of the proposal.

Course Objective:

Teach participants how to effectively coach and empower internal champions within target accounts to communicate the value proposition, leveraging technology and video for timely, impactful engagement.

Target Audience:

Sales representatives, AEs, AMs, and Sales Leaders who work with internal champions in strategic accounts.

Duration:

2.0 hours

Learning Outcomes:

• Coach internal champions on articulating the company’s value proposition effectively.

• Use tools like Highspot and Seismic to provide champions with relevant, timely content.

• Leverage video to personalize support and enhance the champion’s confidence in sharing information.

Course Objective:

Teach participants how to effectively build, nurture, and sustain relationships with executives, focusing on delivering value, establishing trust, and positioning as a strategic partner.

Target Audience:

Sales professionals, account managers, and leaders responsible for cultivating executive-level relationships within key accounts.

Duration:

2.0 hours

Learning Outcomes:

• Develop tailored strategies to engage and build trust with executives.

• Position oneself as a trusted advisor by understanding and aligning with executives' priorities.

• Implement regular, value-driven nurturing practices to sustain executive relationships.

Course Objective:
Teach participants the essential skills, techniques, and strategies to negotiate effectively, create value for both parties, and achieve business objectives while fostering trust and building long-term relationships.

Target Audience:
Customer-facing sales teams, account managers, and sales leaders involved in negotiation with prospects, clients, or partners.

Duration:
2.0 hours

Learning Outcomes:

• Prepare effectively for negotiations using a structured framework.

• Build and maintain trust with buyers while advocating for their value proposition.

• Navigate challenging scenarios, manage concessions, and secure deals that benefit both parties.