Getting Clarity: Budget, Timeline and Pain

PROGRAM DESCRIPTION

Join Sales Assembly and Jon Rydberg for Getting Clarity: Budget, Timeline, and Pain, part of the Qualification certification.

This module teaches how to run discovery conversations that surface the most critical qualification factors. Participants learn to ask direct, high-value questions that reveal timing constraints, available budget, and urgent pain points. The program helps sellers structure conversations that result in a clear path forward.

WHAT YOU’LL WALK AWAY WITH

• MEDIC as a scorecard: score a deal on metrics, economic buyer, decision criteria, decision process, pain and champion.
• A coach is not a champion: someone who likes you but lacks power or access won’t sell for you.
• Diagnose like a doctor: understand the buyer’s current state before you position anything.
• The pain funnel: open, deepen and quantify pain until it has a number and lands on the buyer personally.
• An upfront contract: open calls with purpose, time check, both agendas and an out, and end with a booked next step.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

128 attended ◦ 4.72/5 average rating

“Thank you for agenda setting and summarizing at the end. Not all sessions have done that and it felt really helpful.” Customer Success Manager

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.