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Coda Sales Enablement

Content Sources

Content - from Kristen
1
Assets - from Kristen
1
Content - from Michelle
1
Matt’s Framework
1
Product overview
Competitive positioning
Discovery & qualification guides
Objection handling
Pitch decks & messaging
Pricing & packaging
Pitch decks & messaging
Competitive positioning
Discovery & qualification guides (ex: BANT)
Pricing & packaging
Objection handling
Why this order works: It mirrors the customer's buying journey—starting with "Do I have this problem?" and ending with "Can we actually implement this?" It also builds from strategy (why/who) to tactics (how/what).
Why
Value Prop
Messaging
Target Persona(s)
Challenges
Discovery Questions
Common Use Cases/proof points
Product overview (What)
Competitive positioning
Demoing
Pricing & packaging
Objection handling
1. Understanding → Demonstration of knowledge
Focus: Comprehension and retention
Outcome: Students can show they've grasped the material through tests, explanations, or presentations
2. Learning → Use and explanation
Focus: Acquisition and articulation
Outcome: Students can both apply what they've learned and explain it to others, showing deeper processing
3. Thinking → Application
Focus: Cognitive engagement and analysis
Outcome: Students can transfer their thinking to new situations and solve problems independently
4. Appreciation → Providing examples
Focus: Recognition and valuing
Outcome: Students can identify instances, make connections, and recognize significance in various contexts
⁠

Course Objectives

Course Objectives
Seller Learning Objectives
Students will understand...
Industry & Market Challenges
Overview of Coda
Coda’s enterprise qualifications
Coda offerings in this space, the top competitors, and why Coda wins
How Coda is priced and packaged

Students will demonstrate knowledge...
Top challenges that Coda solves
Basic functions/use of Coda
Students will learn...
Top personas and the relevant messaging that would resonate with them
Coda Discovery questions & qualification guides
Objection handling
Market trends in CX (where they are communicating, slower AI adoption)
How X,X,X transform Coda into an enterprise tool
Key case studies of successful implementations
Students will be able to use and explain...
Pitch Decks
HQ options
Competitive positioning & Coda Battlecards
Coda pricing difference between Maker and Enterprise
Students will think...
About tool spawl’s impact on customers to date
How Coda and its agents fit in with their company's product and services portfolio.
About the next five prospects that they should be reaching out to about Coda HQs
About how their customers measure ROI
Students will be able to apply...
What pain points their five prospects have an how Coda might solve them
Set up a call with a Coda AE to strategize on the 5 prospects
How they could apply the
Coda ROI
⁠
calculations
Students will have an appreciation...
How individuals, teams, and companies function better when Coda is deployed vs. the competition
If there is another persona they are highly engaged with, how can a new version of an HQ be created to solve a need
Students will be able to give examples...
How Coda can change how work gets done in teams and across team
There are no rows in this table
⁠

Potential Assessment Requirements

Written exam (85% passing score) - X questions
Shadow 1-2 sales calls with certified reps
Deliver 1 recorded product demo
Recorded Role-play assessment
Problem Statement with examples of how Coda solves that problem
What top 3 discovery questions would they use?
How would they calculate the ROI?

Coda Plan for Core Accreditation

By Section
Section
Item
Due Date
Notes
4
1 - High-level value prop - why should partners care -
Open
2 - What the product is - Partner Training - Sana
Open
3 - 3–4 flagship cross-persona outcomes - Partner Training - Sana
Open
4 - Case Studies
Open
3
1 - How to register a Coda deal
Open
2 - Where pricing lives
Open
3 - When to pull in the SH team
Open
3
1 - Standard discovery → demo → proposal flow.
Open
2 - High-level ICP and “who we win with most often.”
Open
3 - ROI Calculator
Open
2
1 - Confluence/Notion/Quip/Airtable story
Open
2 - 1–2 biggest category competitors(beyond 1 - Confluence/Notion/Quip/Airtable)
Open
3
Multiple Choice Questions - 15
Open
Feature - Function match
Open
Capstone: Deal Simulation
Open
1
Get feedback from 2 partners
Open
3
Sana
Open
Partner Portal
Open
Capstone
Open
1
GA
Open
⁠
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