Building the Case for Change

PROGRAM DESCRIPTION

Join Sales Assembly and Jen Allen-Knuth, Founder of DemandJen, for Building the Case for Change, part of the Complex Selling certification.

This program focuses on helping executives connect inaction to business risk. Participants learn to identify cost-of-inaction drivers, quantify lost opportunity, and construct a narrative that motivates change. Emphasis is on creating urgency rooted in data and insight — not pressure — so decisions feel both logical and necessary.

WHAT YOU’LL WALK AWAY WITH

• Cost of inaction, not ROI: show what their current approach is quietly costing them.
• Four ingredients: problem propensity, alternatives without you, why their status quo made sense, and the unintended consequence.
• Make the case for their status quo first: then show what changed that broke the original math.
• Let them size it: when the buyer runs the math, they own the number.
• Two jobs, in order: buyers decide the problem is worth solving now before they pick a partner.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

225 attended ◦ 4.63/5 average rating

“The cost of inaction through AI was very cool.” Mid-Market Account Executive

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.