Sources
The frameworks on this site come from courses, books, and practitioners I’ve studied. Where I use one, I credit it in the text. This page lists each source, what I took from it, and where it appears. The applications to Meridian Intelligence, the hypothetical company, are my own, and so are the designs on the Real Work page. Last updated 10/28/26.
In brief: four lists: courses I’ve completed, books and frameworks I’ve read or studied, books I’ve used only through summaries and am reading next, and articles I consulted. If I’ve gotten anything wrong, please tell me through the Contact page. Short on time? The courses and the books table are the core. The rest is detail.
How I use sources
I paraphrase, and quote only briefly, with credit.
I use few statistics, and only after checking them at the original source.
Vendor articles supply definitions and approaches, never claims about their own products.
Each source is credited for what it contains. The designs built on top of it are mine.
Courses and certifications
Sales Enablement Fundamentals and Masters (Product Marketing Alliance): the scope of enablement, how to build an onboarding program, coaching program set-up and the GROW model, competency matrices, adult learning principles as presented in the course, metric types and formulas, reporting guidance, and the customer journey stages and template format. Appears on Training, Onboarding, Coaching, Metrics, and GTM Strategy.
Enablement Stakeholder Management Certified: Masters (Product Marketing Alliance, including modules taught by Theo Davies): the Power/Interest grid, QUIC and CLAW conversations, the Enablement Strategy Report, and reporting cadences. Appears on Collaboration and Roadmap.
Cross-Functional Collaboration Certified: Masters (Product Marketing Alliance, taught by Alison Hayter): the collaboration maturity model, “strategic partner, not service center,” and team charters. Appears on Collaboration.
Go-to-Market Certified: Masters (Product Marketing Alliance): how the go-to-market motion differs by business type (including B2B buying committees and longer sales cycles), aligning stakeholders before a launch, personas and segmentation, and the customer journey map. Appears on GTM Strategy, Collaboration, and Roadmap.
Train and Coach Reps (Highspot): the four pillars of training (curriculum design, reinforcement, virtual delivery, measurement), and the coaching practices of scorecards, commitments, and manager enablement. Appears on Training, Coaching, and Metrics.
My other certifications are listed on my resume.
Books and frameworks
Books and frameworks: what I took and how I studied each (tap to open)
| Source | What I took | Where it appears | How I studied it |
|---|---|---|---|
| Make It Stick, Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel, Belknap Press, 2014 | Retrieval practice, desirable difficulty, spacing, interleaving, generation, elaboration, and the weakness of the learning-styles idea | Training, Coaching | Read the book |
| The Growth Leader, Scott K. Edinger, Fast Company Press, 2023 | The five strategy questions, outcomes defined as "magnets" with milestones, and the idea that sales creates value at the center of strategy | GTM Strategy, Collaboration, Roadmap | Read the book, with notes |
| Player-Coach, Val Markos and Tammy Martin, Player-Coach Leadership Press, 2019 | The player-coach role, the four-part success model, feedback that is direct, specific, and actionable, delegation, and making the case for resources | Coaching, Collaboration | Read the book, with notes |
| The Customer Success Professional's Handbook, Ashvin Vaidyanathan and Ruben Rabago, Wiley, 2020 | The six-stage customer lifecycle, who typically leads each stage, and the advice to have churned customers debriefed by a neutral third party | GTM Strategy, Metrics | Read the book, with notes |
| Kirkpatrick's Four Levels of Training Evaluation, James D. Kirkpatrick and Wendy Kayser Kirkpatrick, ATD Press, 2016 | Evaluating training at four levels, designing the evaluation backward from the desired result, and building evaluation into every phase of ADDIE | Training, Metrics | Course material, an executive summary, and a portion of the book. Reading now. |
| Malcolm Knowles's principles of adult learning | Six principles, used to shape how sessions are run | Training | As presented in PMA's Masters course |
| ADKAR, Jeff Hiatt | A diagnostic for where a change breaks: awareness, desire, knowledge, ability, or reinforcement | Training, Coaching, Roadmap, Real Work | Course materials and partial texts |
| Switch, Chip and Dan Heath | The idea that many people problems are really situation problems, so change the path as well as the person | Training | Course materials and partial texts |
| The six Cs of onboarding, built on Talya Bauer's work for SHRM | The structure of the onboarding page: compliance, clarification, confidence, connection, culture, and checkback | Onboarding | An article from Custom Insight, dated April 25, 2023 |
| You Can't Teach a Kid to Ride a Bike at a Seminar, David H. Sandler, McGraw Hill, 2015 | The up-front contract and the pain funnel, which is the backbone of my discovery framework | Training, Onboarding, Coaching, Real Work | Used selling and coaching in past roles |
| The Challenger Sale, Matthew Dixon and Brent Adamson, Portfolio, 2011 | Teaching the customer something new about their problem, which I use in the transition step of my discovery framework | Training, Onboarding, Real Work | Used selling and coaching in past roles |
| MEDDPICC | The qualification fields (metrics, economic buyer, decision criteria and process, paper process, implicate the pain, champion, competition) that shape the fields in my discovery framework | Training, Onboarding, Real Work | Summary article from HubSpot |
| Miller Heiman | The buying roles, which I use to map stakeholders in my discovery framework | Training, Onboarding, Real Work | Summary article from Gong |
| Constructing Grounded Theory, Kathy Charmaz, SAGE Publications Ltd, 2014 | The coding approach behind the Interview Coding Workbench | Real Work, Metrics | Applied in a tool I built |
| Smart Brevity, Jim VandeHei, Mike Allen, and Roy Schwartz, Workman Publishing, 2022 | Putting the bottom line first and keeping updates short and scannable, which shaped the summary generator | Training, Metrics, Real Work | Read the book |
More detail
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These books shaped parts of this site through summaries only, and I’ve credited them inline on the pages as ideas I’m drawing on. I’ll move each into the list above once I’ve read it.
Influence Without Authority, Allan Cohen and David Bradford. Used on Collaboration: influence as an exchange, the five currencies, and building relationships before the ask.
Silos, Politics, and Turf Wars, Patrick Lencioni. Used on Collaboration: the shared-goal model of a thematic goal, defining objectives, operating objectives, and metrics.
Playing to Win, A.G. Lafley and Roger Martin. Used on Roadmap: the five-choice cascade and testing “what must be true.”
Obviously Awesome, April Dunford. Used on Roadmap: the positioning components and process.
Leading Change, John P. Kotter. Used on Real Work and Roadmap (the Adoption Loop): a staged approach to change, especially explaining why it matters, banking early wins, and anchoring the change.
Managing Transitions, William Bridges. Used on Real Work and Roadmap (the Adoption Loop): treating change as a transition people go through, not just an event to announce.
Storytelling with Data, Cole Nussbaumer Knaflic. Used on Metrics: reporting guidance on audience, visuals, and narrative.
Cracking the Sales Management Code, Jason Jordan and Michelle Vazzana. Planned for Metrics, not yet used.
Revenue Architecture, Jacco van der Kooij. Planned for Metrics, not yet used.
Summaries I used: an executive summary of Influence Without Authority; a plot summary of Silos, Politics, and Turf Wars from SuperSummary; a summary of Playing to Win by Joel Schneider; a summary of Obviously Awesome by Readingraphics; a summary of Leading Change from Lucidity; a summary of Managing Transitions from Convene; and an executive summary of Storytelling with Data from Broyhill Asset Management.
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I used these for definitions and approaches on the Metrics and Roadmap pages. Several come from vendors, so I took definitions and not product claims. Where sources define a measure differently, such as win rate, the Metrics page states the definition this site uses.
15 Sales Enablement Metrics That Actually Prove ROI, Consensus, Sarah Frazier. Metrics.
20 sales enablement metrics to track GTM impact, Highspot, Jodi Sutton. Metrics.
14 Sales enablement KPIs you must measure in 2025, Sales Enablement Collective, Alex Walton. Metrics.
The Metrics for Measuring Your Sales Enablement Program, Mindtickle, Helen Waite. Metrics.
Sales metrics for sales enablement: explained, Sales Enablement Collective, no author listed. Metrics.
You need to track these 19 sales enablement metrics, GetAccept, Carl Carell. Metrics.
Acing your first 30-60-90 days joining an enablement team, Sales Enablement Collective, Katie Van Hoomissen. Roadmap and Real Work.
Practitioner talks and articles featured in PMA’s courses informed the Metrics, Coaching, Onboarding, and Collaboration pages. I haven’t named the speakers, and I’ll credit each one by name after checking the original.