Sales Enablement Lesson: Using the 'Jobs to Be Done' Framework

Kyle teaches sales and CRM courses at HubSpot Academy. He is best known for his work on the HubSpot Sales Software Certification and the Sales Enablement Certification. He is the father of three children, the lucky husband of an equally lucky woman, and aspires to be the author of one of those paperback novels you see in grocery store check-out lines.

Doug is the CEO of Imagine Business Development. He has worked firsthand with more than 1,500 small and midsize businesses, enabling them to make sales growth predictable, sustainable, and scalable.

Sean is the co-founder of Paint Nite, which was ranked #2 on the 2016 Inc. 5,000 with a three-year growth of 36,555%. He's a highly accomplished sales and marketing executive with 20+ years of experience. He has a talent for intuitively evaluating existing market needs, identifying customer problems, and developing innovative and creative solutions. He takes a strong analytical approach to consistently produce increased revenue growth, capture market share, and ultimately greater profitability.

Claire Menke is the head of UX Research at Udemy, an online learning marketplace where we empower anyone to be able to teach and learn. At her core, Claire believes in empowering communities of people through research - be that indigenous communities in the Peruvian Amazon or learners around the world. In her former life, Claire was a Stanford-trained field anthropologist studying ecotourism and sustainable development. She has since established the UX Research function at two education…

Clay was the Kim B. Clark Professor at Harvard Business School, the author of nine books, a five-time recipient of the McKinsey Award for Harvard Business Review's best article, and the cofounder of four companies, including the innovation consulting firm Innosight. In 2011 and 2013 he was named the world's most influential business thinker in a biennial ranking conducted by Thinkers50.