Global Sales Certification

Sales Enablement, Competitive Selling & Certification

A sales enablement certification built on two paths: new sales professionals and partners build the foundation, while experienced ones prove their knowledge through an assessment-first path. Click on the image to launch Introducing ESET, a Core Path module I built that tells sellers new to ESET who ESET is.

• 24,500+ learners enrolled

• About 1 in 3 certified through test-out

• Competitive scenarios, battle-card-driven

One size didn’t fit all, so I pushed for two tracks.

Based on the prior year’s evaluation, I advocated alongside a senior peer for an experienced track that let proven sellers test out. In 2025, 546 of 1,708 certifications (32%) came through it, and those learners averaged 94% on the same exam.

See the learning paths →

One size didn’t fit all, so I pushed for two tracks.

See the learning paths →

SMEs know the details. Learners need context first.

Our global sales lead had deep competitive knowledge but no structure to teach it. I had him choose from established selling frameworks. He picked good/better/best, which turned a pile of differentiators into a scenario sellers could reason through.

See the framework →

SMEs know the details. Learners need context first.

See the framework →

Build once. Reuse for every competitor.

I built an AI prompt formula that pulls differentiators from the sales battle cards into the same scenario framework. It was tested and held up, though my time at ESET ended before it went into wider use.

See the formula →

Build once. Reuse for every competitor.

See the formula →

My Role

Over several years at ESET, I iteratively redesigned and developed this curriculum, driving the visual redesign alongside my sales lead, who focused on restructuring, and a senior instructional designer, who focused on edits. Each year I reviewed it against the prior year’s evaluation and recommended edits, media cuts, and a condensed, shorter curriculum. I also built the certification assessment, kept text out of images so content could be localized, and structured quarterly B2B updates to preserve learners’ progress.