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DTSTART;TZID=America/Chicago:20261027T110000
DTEND;TZID=America/Chicago:20261027T115000
DTSTAMP:20260514T230726Z
CREATED:20250923T121908Z
LAST-MODIFIED:20260514T230726Z
UID:10002201-1793098800-1793101800@members.salesassembly.com
SUMMARY:Account Alignment with Execs\, Champions & Owners
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Account Alignment with Execs\, Champions & Owners\, part of the Risk Mitigation certification. \n\n\n\nThis program focuses on how to build stronger alignment across key stakeholders within an account to reduce risk and improve retention. Participants will explore how to identify gaps in relationship coverage\, engage different personas effectively\, and ensure alignment extends beyond a single point of contact. \n\n\n\nDesigned for customer-facing teams\, this session helps participants move beyond single-threaded relationships and instead develop a more intentional\, multi-stakeholder approach—strengthening influence\, increasing visibility\, and reducing the likelihood of unexpected churn. \n\n\n\nGENERAL PROGRAM INFO \n\n\n\nNew for 2026: This program has been developed by one of our Executives-in-Residence (in collaboration with Sales Assembly)\, meaning new content and takeaways. Even if you’ve completed this program in past years\, if you decide to take this program again in 2026 you’ll gain fresh insights and strategies. \n\n\n\nThe content of this\, and all of our programs\, is designed around specific elements\, frameworks and strategies needed to build proficiency within the skill. \n\n\n\nTo earn your certification for this skill\, you must complete all required live programs and fulfill participation requirements (you must be live on the zoom for at least 40 minutes). Programs can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/account-alignment-with-execs-champions-owners-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Risk-Mitigation_-Account-Alignment-with-Execs-Champions-Owners.png
LOCATION:https://members.salesassembly.com/member-event/account-alignment-with-execs-champions-owners-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261027T120000
DTEND;TZID=America/Chicago:20261027T125000
DTSTAMP:20260514T230859Z
CREATED:20250923T121908Z
LAST-MODIFIED:20260514T230859Z
UID:10002322-1793102400-1793105400@members.salesassembly.com
SUMMARY:Navigating Common Customer Stumbling Blocks
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Navigating Common Customer Stumbling Blocks\, part of the Risk Mitigation certification. \n\n\n\nThis program focuses on how to identify and respond to common risk signals that can impact retention and growth. Participants will explore how to recognize early signs of disengagement\, budget pressure\, and hidden challenges—and take action before they escalate. \n\n\n\nDesigned for customer-facing teams\, this session helps participants move beyond reactive problem-solving and instead adopt a more proactive approach—enabling them to address risk earlier\, communicate value more effectively\, and maintain stronger momentum across their accounts. \n\n\n\nGENERAL PROGRAM INFO \n\n\n\nNew for 2026: This program has been developed by one of our Executives-in-Residence (in collaboration with Sales Assembly)\, meaning new content and takeaways. Even if you’ve completed this program in past years\, if you decide to take this program again in 2026 you’ll gain fresh insights and strategies. \n\n\n\nThe content of this\, and all of our programs\, is designed around specific elements\, frameworks and strategies needed to build proficiency within the skill. \n\n\n\nTo earn your certification for this skill\, you must complete all required live programs and fulfill participation requirements (you must be live on the zoom for at least 40 minutes). Programs can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/navigating-common-customer-stumbling-blocks-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Risk-Mitigation_-Navigating-Common-Customer-Stumbling-Blocks.png
LOCATION:https://members.salesassembly.com/member-event/navigating-common-customer-stumbling-blocks-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261028T110000
DTEND;TZID=America/Chicago:20261028T115000
DTSTAMP:20261019T154539Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T154539Z
UID:10002292-1793185200-1793188200@members.salesassembly.com
SUMMARY:Territory Exhaustion
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Justin Jay Johnson for Territory Exhaustion\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on maximizing results within a territory before expanding to new accounts. Participants learn strategies to fully engage existing prospects\, deepen penetration into target accounts\, and identify overlooked opportunities. Emphasis is on disciplined execution that ensures no potential revenue is left behind. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nExhaust before you expand: get the most out of your territory before adding new accounts.\n\n\n\nFully engage existing prospects: work the accounts you already have before chasing new ones.\n\n\n\nGo deeper in target accounts: increase penetration instead of skimming the surface.\n\n\n\nFind overlooked opportunities: disciplined execution so no potential revenue is left behind.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n46 attended ◦ 4.62/5 average rating \n\n\n\n“Good reminder to keep it simple and understand how you get paid out at the end of the day to motivate your outreach strategy/desired metrics.” Customer Relationship Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/territory-exhaustion-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Pipeline-Planning_-Territory-Exhaustion.png
LOCATION:https://members.salesassembly.com/member-event/territory-exhaustion-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261028T120000
DTEND;TZID=America/Chicago:20261028T125000
DTSTAMP:20261019T160034Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T160034Z
UID:10002286-1793188800-1793191800@members.salesassembly.com
SUMMARY:Co-Selling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Justin Jay Johnson for Co-Selling\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on collaborating across sales\, marketing\, customer success\, and leadership to engage complex accounts. Participants learn how to align goals\, divide responsibilities\, and execute coordinated strategies. Emphasis is on partnership-driven execution that accelerates deal success and pipeline velocity. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSell as a team: bring in marketing\, customer success and leadership on complex accounts.\n\n\n\nAlign goals up front: get everyone working the account toward the same outcome.\n\n\n\nDivide responsibilities: clear roles so each person knows their part of the play.\n\n\n\nCoordinated execution: run a joint strategy that moves deals and pipeline faster.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n74 attended ◦ 4.38/5 average rating \n\n\n\n“Really impactful for my team\, we have varied sales experiences among the team\, so this hit on multiple levels with them. Thank you!” Sales Enablement Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/co-selling-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Pipeline-Planning_-Co-Selling.png
LOCATION:https://members.salesassembly.com/member-event/co-selling-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261103T110000
DTEND;TZID=America/Chicago:20261103T115000
DTSTAMP:20261026T205432Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261026T205432Z
UID:10002256-1793703600-1793706600@members.salesassembly.com
SUMMARY:Top Discovery Questions that Get Deals Done
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Top Discovery Questions that Get Deals Done\, part of the Deal Management certification. \n\n\n\nThis program focuses on mastering discovery strategies that uncover deal gaps and align buyers to fill them. Participants learn how to transform prospects into problem-solving partners by deploying a Discovery Roadmap\, asking curiosity-driven questions\, and quantifying outcomes to build urgency and trust. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA three-stage discovery road map: find and frame the problem\, build consensus\, then paint the future state.\n\n\n\nNumbers\, names and dates: don’t leave a problem until you have a cost\, their internal project name and a deadline.\n\n\n\nInvite the skeptic early: ask who might disagree so your champion isn’t fighting the friction alone.\n\n\n\nDirected\, not leading questions: let buyers reach your value themselves\, because they believe what they tell themselves.\n\n\n\nA problem statement built live: draft it on screen with the buyer and fill in their numbers as they react.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n124 attended ◦ 4.56/5 average rating \n\n\n\n“Great discovery questions shared and loved the Discovery Scorecard. Going to review to see if we should add anything from this resource to our current company Discovery scorecard.” Director of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/top-discovery-questions-that-get-deals-done-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Top-Discovery-Questions-that-Get-Deals-Done.png
LOCATION:https://members.salesassembly.com/member-event/top-discovery-questions-that-get-deals-done-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261103T120000
DTEND;TZID=America/Chicago:20261103T125000
DTSTAMP:20261026T205812Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261026T205812Z
UID:10002250-1793707200-1793710200@members.salesassembly.com
SUMMARY:Cutting Slipped Deals with Mutual Action Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Cutting Slipped Deals with Mutual Action Plans\, part of the Deal Management certification. \n\n\n\nThis program focuses on why deals stall and how to prevent it with a simple yet powerful tool. Participants learn to replace vague “next steps” with clear\, actionable plans buyers commit to\, guiding them from first call through go-live while eliminating friction points that derail 80% of deals before signing. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA five-step mutual action plan: map the buying process\, roll tasks into epics\, adapt it live\, anchor and backdate\, then run it like an exec.\n\n\n\nWhy before how: sell the business case first\, because buyers won’t take a plan seriously until they’re sold on the why.\n\n\n\nRun a pre-mortem: list how you’d lose the deal\, then turn each answer into a step in the plan.\n\n\n\nAnchor to their date\, not yours: find the event that already exists in the buyer’s world and backdate every step from it.\n\n\n\nEdit the plan live with your champion: commitment comes from co-authoring it\, not presenting it.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n158 attended ◦ 4.72/5 average rating \n\n\n\n“Really liked the “How to Lose a Deal” and then the following slide… to contrast the difference and make it easy to understand what you need to focus on.” Senior Director of Global Sales Enablement \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/cutting-slipped-deals-with-mutual-action-plans-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Cutting-Slipped-Deals-with-Mutual-Action-Plans.png
LOCATION:https://members.salesassembly.com/member-event/cutting-slipped-deals-with-mutual-action-plans-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261104T110000
DTEND;TZID=America/Chicago:20261104T115000
DTSTAMP:20261019T172948Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T172948Z
UID:10002347-1793790000-1793793000@members.salesassembly.com
SUMMARY:Relevant Storytelling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Relevant Storytelling\, part of the Value Articulation certification. \n\n\n\nThis module teaches how to craft and deliver stories that speak directly to the buyer’s industry\, priorities\, and role. Participants learn to use storytelling as a trust-building tool\, linking real-world outcomes to the prospect’s own goals. Covers tone\, structure\, and pacing for effective narrative delivery. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe ABT summary: what the buyer wants (and)\, what’s in the way (but)\, and what they need (so).\n\n\n\nThe Frodo: name the transformation from where they are to where they want to be.\n\n\n\nBe the guide\, not the hero: people buy what you make possible\, not what you make.\n\n\n\nOne confirming question: “Does that sound about right?” turns assuming into knowing.\n\n\n\nA relatable customer story: a similar win told in the same ABT shape\, ending with “I believe we can do the same for you.”\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n111 attended ◦ 4.60/5 average rating \n\n\n\n“I really liked the A.B.T structure…..very simple and I will be applying it for sure.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/relevant-storytelling-10/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Value-Articulation_-Relevant-Storytelling.png
LOCATION:https://members.salesassembly.com/member-event/relevant-storytelling-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261104T120000
DTEND;TZID=America/Chicago:20261104T125000
DTSTAMP:20261019T174656Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T174656Z
UID:10002340-1793793600-1793796600@members.salesassembly.com
SUMMARY:Effective Demo Strategies
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Effective Demo Strategies\, part of the Value Articulation certification. \n\n\n\nParticipants learn how to execute demos that highlight value\, not just functionality. Covers pre-demo discovery alignment\, crafting a storyline that matches buyer needs\, and post- demo follow-up that reinforces key takeaways and builds momentum toward a decision. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe demo storyboard: frame their world\, name the challenge\, then show the transformation before touching the product.\n\n\n\nDemo two or three things: only what resolves their challenge\, not every button and dropdown.\n\n\n\nShow futures\, not features: help the buyer picture life with your solution\, like seeing the kids doing homework in the breakfast nook on a house tour.\n\n\n\nFeature to outcome: for every feature\, say what it is\, what it does and why it matters.\n\n\n\nPersonify it: “This gives Susan visibility into X so she can act before Y” makes a feature feel built for them.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n76 attended ◦ 4.70/5 average rating \n\n\n\n“Loved this! I know my clients will appreciate the connection to branding & picturing how this will benefit their websites & products going forward. Thanks again!” Performance Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/effective-demo-strategies-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Value-Articulation_-Effective-Demo-Strategies.png
LOCATION:https://members.salesassembly.com/member-event/effective-demo-strategies-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261105T110000
DTEND;TZID=America/Chicago:20261105T115000
DTSTAMP:20261019T184240Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261019T184240Z
UID:10002259-1793876400-1793879400@members.salesassembly.com
SUMMARY:Expansion Planning & Execution
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Erica Phelps for Expansion Planning & Execution\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on a structured framework for recognizing and activating expansion opportunities. Participants learn to assess account maturity\, uncover whitespace\, and align cross-functional resources. Emphasis is on positioning new offerings in ways that match evolving customer needs and drive timely growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA structured expansion framework: a repeatable way to recognize and act on expansion opportunities.\n\n\n\nAccount maturity first: assess where the account is before you push for growth.\n\n\n\nFind the whitespace: uncover where the customer could get more value that they aren’t getting today.\n\n\n\nLine up your own team: align cross-functional resources behind the expansion plan.\n\n\n\nFit the offer to the moment: position new offerings around how the customer’s needs are changing\, so growth lands on time.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n117 attended ◦ 4.14/5 average rating \n\n\n\n“Loved the new business vs existing business conversation. Two completely different sides of sales\, and there are certain ways to approach both to get the result you’re after.” National Account Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/expansion-planning-execution-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Expansion-Selling_-Expansion-Planning-Execution.png
LOCATION:https://members.salesassembly.com/member-event/expansion-planning-execution-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261105T120000
DTEND;TZID=America/Chicago:20261105T125000
DTSTAMP:20261019T184747Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261019T184747Z
UID:10002262-1793880000-1793883000@members.salesassembly.com
SUMMARY:Internal Champion Development
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Erica Phelps for Internal Champion Development\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on identifying and nurturing champions within customer organizations. Participants learn to build authentic relationships\, equip champions to advocate effectively\, and sustain their influence throughout the sales cycle. Emphasis is on creating internal advocates who drive momentum and credibility. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSpot the real champion: identify who inside the customer can and will advocate for you.\n\n\n\nBuild it honestly: earn champions through authentic relationships\, not transactional asks.\n\n\n\nEquip them to advocate: give champions what they need to make the case internally.\n\n\n\nKeep their influence alive: sustain the champion’s credibility throughout the sales cycle.\n\n\n\nChampions create momentum: internal advocates are what move deals and build credibility when you’re not in the room.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n87 attended ◦ 4.44/5 average rating \n\n\n\n“Really helped me think through the details and question my own sales process and how I can improve it.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/internal-champion-development-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Expansion-Selling_-Internal-Champion-Development.png
LOCATION:https://members.salesassembly.com/member-event/internal-champion-development-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261110T110000
DTEND;TZID=America/Chicago:20261110T115000
DTSTAMP:20261019T193014Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T193014Z
UID:10002280-1794308400-1794311400@members.salesassembly.com
SUMMARY:Understanding the Objection
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Understanding the Objection\, part of the Objection Handling certification. \n\n\n\nThis program focuses on uncovering the real reason behind a buyer’s objection. Participants learn how to use open-ended questioning\, active listening\, and conversational cues to move beyond surface-level resistance. Emphasizes diagnosing objections accurately so sellers can respond with relevance and empathy. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe 3C Approach: curiosity\, conversation\, then conclusion\, instead of rushing to crush the objection.\n\n\n\nAsk one more question: “Help me understand what’s behind that” before you respond to anything.\n\n\n\nFind the fear underneath: wrong choice\, wasted money\, lost credibility or status quo.\n\n\n\nObjections are a gift: a buyer who raises a concern trusts you more than one who ghosts.\n\n\n\nNot every objection gets overcome: some end with you learning\, teaching or helping\, which builds next year’s pipeline.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n183 attended ◦ 4.35/5 average rating \n\n\n\n“Pacing and interaction level’s were perfect! Loved this session thank you so much.” Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/understanding-the-objection-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Objection-Handling_-Understanding-the-Objection.png
LOCATION:https://members.salesassembly.com/member-event/understanding-the-objection-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261110T120000
DTEND;TZID=America/Chicago:20261110T125000
DTSTAMP:20261019T194443Z
CREATED:20250923T121921Z
LAST-MODIFIED:20261019T194443Z
UID:10002272-1794312000-1794315000@members.salesassembly.com
SUMMARY:Developing Confidence and Trust
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Developing Confidence and Trust\, part of the Objection Handling certification. \n\n\n\nThis program focuses on building credibility and composure in the face of resistance. Participants learn to manage tone\, body language\, and messaging to reassure buyers while staying in control of the conversation. The emphasis is on shifting from defensive reactions to thoughtful responses that foster trust and strengthen influence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nValidate\, Story\, Verify: thank them for raising it\, share a peer’s story\, then confirm you addressed it.\n\n\n\nLet customers do the convincing: use Feel/Felt/Found so a peer’s experience builds trust\, not your claims.\n\n\n\nMake the customer the hero: drop the “I” and “we” language from your stories.\n\n\n\nRead the stage: the same objection means a brush-off early\, a value gap mid-funnel and often a buying signal late.\n\n\n\nThree stories ready to go: write one for each of your most common objections.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n129 attended ◦ 4.42/5 average rating \n\n\n\n“I loved this session as it applies to all sales people no matter what role. Huge takeaways today\,” Account Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/developing-confidence-and-trust-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Objection-Handling_-Developing-Confidence-and-Trust.png
LOCATION:https://members.salesassembly.com/member-event/developing-confidence-and-trust-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261112T110000
DTEND;TZID=America/Chicago:20261112T115000
DTSTAMP:20260813T192543Z
CREATED:20260622T154917Z
LAST-MODIFIED:20260813T192543Z
UID:10002482-1794481200-1794484200@members.salesassembly.com
SUMMARY:Sales Peer Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nSales Assembly Peer Groups are interactive discussions designed for members serving in similar roles across revenue organizations. These sessions provide a space to share challenges\, exchange ideas\, and learn from peers who understand the realities of your day-to-day work. \n\n\n\nEach Peer Group features a dedicated thought leader and subject matter expert who helps guide the discussion and answer questions from participants. \n\n\n\nABOUT THIS SESSION \n\n\n\nJoin fellow Sales professionals and featured expert Jen Allen-Knuth for an interactive discussion on Complex Selling. \n\n\n\nWhether you’re navigating multi-threaded deals\, building consensus across stakeholders\, managing longer sales cycles\, or simply looking to hear how others are approaching complex opportunities\, this session is designed to provide practical ideas you can apply immediately. \n\n\n\nCOME PREPARED WITH: \n\n\n\n\nComplex deals you’re currently working through\n\n\n\nQuestions you’d like feedback on\n\n\n\nIdeas and best practices to share with the group\n\n\n\nActive opportunities or situations you’d like to discuss\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/sales-peer-group-3/
CATEGORIES:Strategy Peer Groups
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Sales-Peer-Group-Complex-Selling.png
LOCATION:https://members.salesassembly.com/member-event/sales-peer-group-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261113T110000
DTEND;TZID=America/Chicago:20261113T115000
DTSTAMP:20261019T151848Z
CREATED:20260504T143355Z
LAST-MODIFIED:20261019T151848Z
UID:10002477-1794567600-1794570600@members.salesassembly.com
SUMMARY:Signal-Based Selling — Reading the Room Before You're In It
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly\, and Chris Nethercote\, Head of Commercial Sales at Common Room\, for this program titled Signal-Based Selling — Reading the Room Before You’re In It – part of the GTM Brew series. \n\n\n\nThis session is designed to help sellers use signals — intent data\, hiring moves\, product launches\, funding events\, leadership changes\, and platform signals — to prioritize the right accounts and time outreach when buyers are actually ready to engage. Participants will learn how to spot meaningful signals\, separate noise from real buying intent\, and use signals to shape messaging that feels timely instead of generic. Reps will leave with a signal-based prospecting approach they can run every Monday morning. \n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis program is a part of Sales Assembly’s GTM Brew series.  Unlike our skills-based trainings which are designed within an overarching certification on a specific skill\, “Brews” are singular sessions (not tied to any other) that focus on timely and relevant topics for ICs.  Brews are held on Fridays\, and are designed to open up conversation\, spark new ideas\, and give reps actionable takeaways they can immediately put into practice as they get set to close out their week! \n\n\n\nThe content of this program is developed by the facilitator\, in collaboration with Sales Assembly. The content of this\, and all of our programs\, is designed around specific elements\, frameworks and strategies needed to build proficiency within this specific topic. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/signal-based-selling-reading-the-room-before-youre-in-it/
CATEGORIES:GTM Brew
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/05/Signal-Based-Selling-—-Reading-the-Room-Before-Youre-In-It-1.png
LOCATION:https://members.salesassembly.com/member-event/signal-based-selling-reading-the-room-before-youre-in-it/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261117T110000
DTEND;TZID=America/Chicago:20261117T115000
DTSTAMP:20261019T200130Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261019T200130Z
UID:10002247-1794913200-1794916200@members.salesassembly.com
SUMMARY:Creating and Sustaining Authentic Buying Urgency
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Creating and Sustaining Authentic Buying Urgency\, part of the Deal Management certification. \n\n\n\nThis program focuses on replacing artificial deadlines with urgency that executives respect. Participants learn to uncover compelling events\, calculate cost-of-delay scenarios\, and craft magnetic messaging that reframes long-standing pains. The emphasis is on building urgency that feels natural and motivates buyers to act. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe urgency formula: dissatisfaction\, vision and a clear path\, divided by priority\, where any zero kills the deal.\n\n\n\nA problem statement in their words: put estimated numbers in brackets so the buyer corrects you with real data.\n\n\n\nTie to a top priority: use the exact words leadership already uses for their number one initiative.\n\n\n\nFollow-ups that pull\, not push: “you’re ahead of schedule\, 3 items left” beats “just checking in.”\n\n\n\nA sound bite your champion can repeat: because of the change\, now is the time to act\, so they get the upside and avoid the downside.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n102 attended ◦ 4.75/5 average rating \n\n\n\n“Love the formula\, the movie soundbite analogies and the problem statement framework!” Director of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/creating-and-sustaining-authentic-buying-urgency-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Creating-and-Sustaining-Authentic-Buying-Urgency.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-sustaining-authentic-buying-urgency-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261117T120000
DTEND;TZID=America/Chicago:20261117T125000
DTSTAMP:20261020T150745Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261020T150745Z
UID:10002253-1794916800-1794919800@members.salesassembly.com
SUMMARY:Going wide Early: Multithreading in the Mid-Funnel
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Going Wide Early: Multithreading in the Mid-Funnel\, part of the Deal Management certification. \n\n\n\nThis program focuses on navigating complex buying committees and aligning competing priorities. Participants learn to connect stakeholder goals\, leverage the “Three T’s” to empower champions as internal sellers\, and identify the right contacts to engage — ensuring influence expands without overwhelming the buying process. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA Minimum Viable Committee: just enough influence to move the deal\, because more contacts means more ways to stall.\n\n\n\nThe four threads in order: problem owner\, then the influencer\, then the skeptic\, then security\, legal\, IT and procurement.\n\n\n\nFind the real influencer: ask “on your last important project\, who did you turn to first?” and match the answers.\n\n\n\nDraw skeptics in early: name their concern and ask for their input before they work against you behind the scenes.\n\n\n\nForwardable emails: write short notes your champion can send\, because people answer people they know.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n183 attended ◦ 4.60/5 average rating \n\n\n\n“Love the templates and angles for addressing skeptics/detractors.” Strategic Accounts Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/going-wide-early-multithreading-in-the-mid-funnel-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Going-wide-Early_-Multithreading-in-the-Mid-Funnel.png
LOCATION:https://members.salesassembly.com/member-event/going-wide-early-multithreading-in-the-mid-funnel-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261118T110000
DTEND;TZID=America/Chicago:20261118T115000
DTSTAMP:20261020T152032Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261020T152032Z
UID:10002349-1794999600-1795002600@members.salesassembly.com
SUMMARY:Telling Your Differentiation Story: People Product & Process
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Telling Your Differentiation Story: People\, Product & Process\, part of the Value Articulation certification. \n\n\n\nThis module helps sellers develop a compelling narrative around what sets their organization apart. Participants learn how to articulate competitive advantages across their team\, technology\, and methodology\, and how to tailor that message to specific prospect concerns. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA three-part differentiation story: their world\, the tension in the way\, then how your people\, product and process resolve it.\n\n\n\nClaims into transformations: if a competitor can say the same thing\, it isn’t a differentiator yet.\n\n\n\nWrite your Frodo: one sentence from the painful “from” to a better “to” that only you deliver.\n\n\n\nOpen with pattern recognition: “What we’re seeing across [role or industry] is…” before you mention your company.\n\n\n\nUnder 30 seconds: a three-sentence story that opens a deeper conversation\, not a product demo.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n115 attended ◦ 4.55/5 average rating \n\n\n\n“Really great presentation that provides a powerful framework to tell our differentiation story.” Business Development Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/telling-your-differentiation-story-people-product-process-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Value-Articulation_-Telling-Your-Differentiation-Story_-People-Product-Process.png
LOCATION:https://members.salesassembly.com/member-event/telling-your-differentiation-story-people-product-process-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261118T120000
DTEND;TZID=America/Chicago:20261118T125000
DTSTAMP:20261020T152811Z
CREATED:20250923T121933Z
LAST-MODIFIED:20261020T152811Z
UID:10002343-1795003200-1795006200@members.salesassembly.com
SUMMARY:Inspiring Action with Impact
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Inspiring Action with Impact\, part of the Value Articulation certification. \n\n\n\nThis module focuses on making a strong business case through quantifiable outcomes. Participants learn how to present cost-of-inaction scenarios\, estimate return on investment\, and deliver compelling financial justifications that move buyers forward with confidence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe pain-to-value model: work through the problem\, the consequence\, the scale and the change before you talk money.\n\n\n\nTip the teeter-totter: deals stall when change feels riskier than staying the same\, so make the cost of doing nothing visible.\n\n\n\nFind the hidden consequences: what gets delayed\, lost or exposed\, and who else feels it.\n\n\n\nSize it with fuzzy math: how many people\, how often and how long turns a nuisance into a business case.\n\n\n\nBuild ROI with the buyer: use their numbers\, keep them conservative\, then validate with finance together.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n67 attended ◦ 4.57/5 average rating \n\n\n\n“I liked picking an issue and going through each of the steps to build the story WITHOUT money being the focus.” Solutions Consultant \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/inspiring-action-with-impact-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Value-Articulation_-Telling-Your-Differentiation-Story_-Inspiring-Action-with-Impact.png
LOCATION:https://members.salesassembly.com/member-event/inspiring-action-with-impact-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261119T100000
DTEND;TZID=America/Chicago:20261119T105000
DTSTAMP:20260813T193102Z
CREATED:20250923T121933Z
LAST-MODIFIED:20260813T193102Z
UID:10002427-1795082400-1795085400@members.salesassembly.com
SUMMARY:Executive Revenue Leaders Peer Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nThis program is a Peer Group.  All Peer Groups within Sales Assembly are gatherings of individuals who serve in similar roles within a revenue organization. The purpose of these groups is to efficiently and effectively solve problems\, get answers\, and share advice / resources with peers. Join this group if you’re interested in sharing insights\, brainstorming strategies\, and navigating challenges amongst a group of people who intimately understand your world! \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/executive-revenue-leaders-peer-group-11/
CATEGORIES:Strategy Peer Groups
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/ERL-Peer-Group.png
LOCATION:https://members.salesassembly.com/member-event/executive-revenue-leaders-peer-group-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261119T110000
DTEND;TZID=America/Chicago:20261119T115000
DTSTAMP:20261021T134230Z
CREATED:20250923T121908Z
LAST-MODIFIED:20261021T134230Z
UID:10002295-1795086000-1795089000@members.salesassembly.com
SUMMARY:Discovering Buyer Motivation
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Discovering Buyer Motivation\, part of the Qualification certification. \n\n\n\nThis module equips sellers with strategies to uncover what is driving a buyer’s interest and urgency. Participants learn how to explore emotional motivators\, internal pressures\, and business goals. Includes motivational frameworks that support value-based selling and opportunity prioritization. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nPain\, gain\, risk: find which lever is driving the deal\, then quantify it.\n\n\n\nQuestions for each lever: know what to ask when something is broken\, when there’s upside to capture\, or when a deadline looms.\n\n\n\nInterest is not intent: trust what the buyer has done over how the call felt.\n\n\n\nTest your champion: ask them to get you the economic buyer meeting.\n\n\n\nTie it to a top-three priority: a nice-to-have gets deprioritized and ends in discounting.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n152 attended ◦ 4.49/5 average rating \n\n\n\n“Will have my Revops team take this advice and make changes to our sales process/SFDC to track these things across the opps consistently.” Account Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/discovering-buyer-motivation-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Qualification_-Discovering-Buyer-Motivation.png
LOCATION:https://members.salesassembly.com/member-event/discovering-buyer-motivation-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261119T110000
DTEND;TZID=America/Chicago:20261119T115000
DTSTAMP:20260813T193540Z
CREATED:20250923T121944Z
LAST-MODIFIED:20260813T193540Z
UID:10002455-1795086000-1795089000@members.salesassembly.com
SUMMARY:Revenue Enablement Peer Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nSales Assembly Peer Groups are interactive discussions designed for members serving in similar roles across revenue organizations. These sessions provide a space to share challenges\, exchange ideas\, and learn from peers who understand the realities of your day-to-day work. \n\n\n\nEach Peer Group features a dedicated thought leader and subject matter expert who helps guide the discussion and answer questions from participants. \n\n\n\nABOUT THIS SESSION \n\n\n\nJoin other Enablement professionals and featured expert Devon Anthony for an interactive discussion on Change Management from an Enablement Lens. \n\n\n\nWhether you’re navigating a new tool rollout\, a shift in sales methodology\, or resistance to process changes on the floor\, this session is designed to provide practical ideas you can apply immediately to drive adoption and buy-in from your reps. \n\n\n\nCOME PREPARED WITH: \n\n\n\n\nChange management or adoption challenges you’re currently facing\n\n\n\nQuestions you’d like feedback on\n\n\n\nIdeas and best practices to share with the group\n\n\n\nRollout situations or rep resistance scenarios you’d like to discuss\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/revenue-enablement-peer-group-35/
CATEGORIES:Strategy Peer Groups
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Revenue-Enablement-Peer-Group-Enabling-Managers-to-Coach-and-Enable-their-Teams-2.png
LOCATION:https://members.salesassembly.com/member-event/revenue-enablement-peer-group-35/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261119T110000
DTEND;TZID=America/Chicago:20261119T115000
DTSTAMP:20260813T193224Z
CREATED:20260622T160934Z
LAST-MODIFIED:20260813T193224Z
UID:10002485-1795086000-1795089000@members.salesassembly.com
SUMMARY:Post-Sales Peer Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nSales Assembly Peer Groups are interactive discussions designed for members serving in similar roles across revenue organizations. These sessions provide a space to share challenges\, exchange ideas\, and learn from peers who understand the realities of your day-to-day work. \n\n\n\nEach Peer Group features a dedicated thought leader and subject matter expert who helps guide the discussion and answer questions from participants. \n\n\n\nABOUT THIS SESSION \n\n\n\nJoin Customer Success and Account Management professionals and featured expert Pamela Marsh for an interactive discussion on Strategic Account Management. \n\n\n\nWhether you’re looking to strengthen executive relationships\, improve account planning\, expand within existing customers\, or hear how others are managing strategic accounts\, this session is designed to provide practical ideas you can apply immediately. \n\n\n\nCOME PREPARED WITH: \n\n\n\n\nStrategic account challenges you’re currently facing\n\n\n\nQuestions you’d like feedback on\n\n\n\nIdeas and best practices to share with the group\n\n\n\nCustomer scenarios or opportunities you’d like to discuss\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/post-sales-peer-group-3/
CATEGORIES:Strategy Peer Groups
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Post-Sales-Peer-Group-Strategic-Account-Management.png
LOCATION:https://members.salesassembly.com/member-event/post-sales-peer-group-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261119T120000
DTEND;TZID=America/Chicago:20261119T125000
DTSTAMP:20261021T134231Z
CREATED:20250923T121908Z
LAST-MODIFIED:20261021T134231Z
UID:10002298-1795089600-1795092600@members.salesassembly.com
SUMMARY:Disqualification with Confidence
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Disqualification with Confidence\, part of the Qualification certification. \n\n\n\nSellers learn when and how to exit deals that are unlikely to convert. Includes language for professional disengagement\, how to preserve future opportunity\, and how to free up time to focus on high-probability prospects. Helps reps gain confidence in saying no\, while maintaining credibility and respect. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOpinion vs. evidence: score deals on what the buyer has done\, not what they said.\n\n\n\nDisqualifying is a skill: qualifying out protects the time that wins your real deals.\n\n\n\nFour failure points: no economic buyer access\, a coach instead of a champion\, pain without a number\, and silence.\n\n\n\nPain without a number is just a complaint: quantify the cost of doing nothing and tie it to a deadline.\n\n\n\nThe force-clarity talk: five steps to drive a stalled deal to a clean yes or no.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n102 attended ◦ 4.56/5 average rating \n\n\n\n“I liked the “forcing clarity” section. Good\, practical advice for finding out where things stand.” Territory Sales Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/disqualification-with-confidence-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Qualification_-Disqualification-with-Confidence.png
LOCATION:https://members.salesassembly.com/member-event/disqualification-with-confidence-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261201T110000
DTEND;TZID=America/Chicago:20261201T115000
DTSTAMP:20261022T175318Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261022T175318Z
UID:10002220-1796122800-1796125800@members.salesassembly.com
SUMMARY:Pricing Integrity & The 4 Levers
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Pricing Integrity & The 4 Levers\, part of the Negotiation certification. \n\n\n\nThis program focuses on why traditional pricing tactics fail and how to adopt a more sustainable approach. Participants learn a simple method to present\, propose\, and negotiate terms that build trust at the deal’s goal line\, reduce discounting\, and improve forecasting accuracy by anchoring negotiations in transparency. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe four levers: volume\, timing of cash\, length of commitment and timing of the deal drive every price.\n\n\n\nTrade\, don’t give: “The more you’re willing to commit to\, the more we’ll pay you in the form of a discount.”\n\n\n\nBe a human first: ask where the discount request came from before you defend your price.\n\n\n\nKeep it simple: value each lever in fives and tens so you can say it in one breath.\n\n\n\nRetire the fake deadline: replace end-of-quarter discounts with a close date the customer chooses and holds to.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n157 attended ◦ 4.83/5 average rating \n\n\n\n“LOVE this. Haven’t heard of this concept before but it definitely makes the negotiation feel more collaborative and less awkward.” Senior Business Development Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/pricing-integrity-the-4-levers-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Negotiation_-Pricing-Integrity-The-4-Levers.png
LOCATION:https://members.salesassembly.com/member-event/pricing-integrity-the-4-levers-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261201T120000
DTEND;TZID=America/Chicago:20261201T125000
DTSTAMP:20261022T180551Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261022T180551Z
UID:10002217-1796126400-1796129400@members.salesassembly.com
SUMMARY:Addressing Common Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Common Concession Requests\, part of the Negotiation certification. \n\n\n\nThis program focuses on handling the most frequent concession requests with confidence and trust. Participants learn to apply negotiation levers to address discounts\, payment terms\, and timing requests in ways that strengthen credibility\, protect value\, and maintain momentum without eroding deal integrity. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOne response for every request: be a human\, play all four levers\, then trade.\n\n\n\nScripts for the big three: price cuts\, monthly payments and termination for convenience.\n\n\n\nNever give it away free: say yes for nothing and you’ve told them the price isn’t the price.\n\n\n\nLet them pick the lever: name all four and let the customer negotiate their own deal.\n\n\n\nPrice to the real commitment: a three-year deal with an opt-out after year one is a one-year deal.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n179 attended ◦ 4.77/5 average rating \n\n\n\n“I sincerely wish I had heard this years ago. Thank you Todd!” VP of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/addressing-common-concession-requests-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Negotiation_-Addressing-Common-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-common-concession-requests-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261202T110000
DTEND;TZID=America/Chicago:20261202T115000
DTSTAMP:20261020T155147Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261020T155147Z
UID:10002268-1796209200-1796212200@members.salesassembly.com
SUMMARY:Upsell Opportunity Mapping
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Erica Phelps for Upsell Opportunity Mapping\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on evaluating the full revenue potential within accounts. Participants learn to analyze usage trends\, identify product fit gaps\, and align upsell strategies with customer objectives. Emphasis is on initiating value-driven conversations with the right stakeholders to expand adoption and accelerate growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSize the whole account: evaluate the full revenue potential\, not just the next deal.\n\n\n\nRead the usage: analyze usage trends to see where the next opportunity is.\n\n\n\nFind the fit gaps: identify where your product isn’t yet covering what the customer needs.\n\n\n\nTie upsell to their goals: align every upsell strategy with the customer’s own objectives.\n\n\n\nRight conversation\, right people: start value-driven conversations with the stakeholders who can expand adoption.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n132 attended ◦ 4.27/5 average rating \n\n\n\n“It was very informative and I liked it got straight to the point.” Systems Administrator – RevOps \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Expansion-Selling_-Upsell-Opportunity-Mapping.png
LOCATION:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261202T120000
DTEND;TZID=America/Chicago:20261202T125000
DTSTAMP:20261020T160428Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261020T160428Z
UID:10002265-1796212800-1796215800@members.salesassembly.com
SUMMARY:Reframing Customer Concerns
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Erica Phelps for Reframing Customer Concerns\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on transforming objections or hesitation into productive dialogue. Participants learn to validate concerns\, reframe them through a value lens\, and position expansion as the solution to bigger challenges. Emphasis is on collaboration that builds buyer confidence and creates momentum for growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nObjections become dialogue: turn hesitation into a productive conversation instead of a standoff.\n\n\n\nValidate first: acknowledge the concern before you try to answer it.\n\n\n\nReframe through value: look at the concern through the lens of what the customer is trying to achieve.\n\n\n\nExpansion as the answer: position expansion as the solution to the bigger challenge behind the concern.\n\n\n\nCollaborate to build confidence: work through it together so the buyer gains confidence and the deal gains momentum.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n90 attended ◦ 4.33/5 average rating \n\n\n\n“Fantastic content that can be leveraged right away!” Customer Service Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/reframing-customer-concerns-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Expansion-Selling_-Reframing-Customer-Concerns.png
LOCATION:https://members.salesassembly.com/member-event/reframing-customer-concerns-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261209T110000
DTEND;TZID=America/Chicago:20261209T115000
DTSTAMP:20261020T163057Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261020T163057Z
UID:10002239-1796814000-1796817000@members.salesassembly.com
SUMMARY:De-Escalating Customers
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for De-Escalating Customers\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on calming heightened customer emotions and restoring productive dialogue. Participants learn proven language techniques\, active listening strategies\, and frameworks for managing tense interactions. Emphasis is on regaining trust and shifting conversations back toward positive outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nStay CALM: Connect\, Acknowledge\, Learn\, then Move to action\, in that order.\n\n\n\nConnect fast\, on the right medium: get on video or in person and acknowledge within the hour.\n\n\n\nValidate before you explain: let them vent and mirror their words instead of defending.\n\n\n\nApathy is worse than anger: a customer who escalates still cares and still sees value.\n\n\n\nSend the no-news update: give a date and keep it\, even when nothing has changed.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n57 attended ◦ 4.44/5 average rating \n\n\n\n“Over all very well done! I will use the CALM method a lot in my day to day!” Senior Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/de-escalating-customers-7/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Conflict-Resolution_-De-escalating-Customers.png
LOCATION:https://members.salesassembly.com/member-event/de-escalating-customers-7/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261209T120000
DTEND;TZID=America/Chicago:20261209T125000
DTSTAMP:20261020T163528Z
CREATED:20250923T121944Z
LAST-MODIFIED:20261020T163528Z
UID:10002241-1796817600-1796820600@members.salesassembly.com
SUMMARY:Escalation Process Management and Best Practices
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Escalation Process Management and Best Practices\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on a structured approach for managing customer escalations internally and externally. Participants learn to triage issues\, engage cross-functional teams\, and maintain transparency throughout resolution. The emphasis is on timely updates and clear communication that protect relationships and outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nRAISE it internally: Recognize\, Assess\, Involve\, Solve\, Elevate.\n\n\n\nBring the numbers: ARR\, renewal date and revenue at risk are leadership’s first question.\n\n\n\nBring 1-3-1: one problem\, three options\, one recommendation\, so a leader can approve in five minutes.\n\n\n\nRight people\, not more people: extra bodies on the call create friction and silence.\n\n\n\nA signal\, not a complaint: raise it early while the risk is still manageable.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n64 attended ◦ 4.44/5 average rating \n\n\n\n“The moment that stood out was discussing the 1:3:1 framework. It is something I want to use with my team when they are coming to me with problems.” Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/escalation-process-management-and-best-practices-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Conflict-Resolution_-Escalation-Process-Management-and-Best-Practices.png
LOCATION:https://members.salesassembly.com/member-event/escalation-process-management-and-best-practices-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261215T110000
DTEND;TZID=America/Chicago:20261215T115000
DTSTAMP:20261020T164448Z
CREATED:20250923T121955Z
LAST-MODIFIED:20261020T164448Z
UID:10002223-1797332400-1797335400@members.salesassembly.com
SUMMARY:The Foundation for Successful Outcomes
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for The Foundation for Successful Outcomes\, part of the Negotiation certification. \n\n\n\nThis program focuses on treating negotiation as a process\, not an event. Participants learn how to introduce pricing early\, position and propose with clarity\, and manage elements like price increases and lever values. Emphasis is on building a foundation that consistently leads to stronger\, more predictable outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA process\, not an event: lay your levers face up from the first pricing call so negotiation is the last mile.\n\n\n\nShare a real price range early: “You’re probably between X and Y. If that’s way off\, can we talk now?”\n\n\n\nNo fake expiry dates: put the levers in the proposal instead of a discount that teaches buyers to wait.\n\n\n\nCollaborative wins bigger: the most collaborative negotiators closed the largest deals.\n\n\n\nSend a video proposal: a 3 to 5 minute walkthrough lets buyers build consensus when you’re not in the room.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n141 attended ◦ 4.68/5 average rating \n\n\n\n“Honestly\, this presentation gave me ideas that I don’t hear from my own executives. Executing those ideas will help me be seen as a thought leader internally. Thanks\, Todd!” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/the-foundation-for-successful-outcomes-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Negotiation_-The-Foundation-for-Successful-Outcomes.png
LOCATION:https://members.salesassembly.com/member-event/the-foundation-for-successful-outcomes-3/
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END:VCALENDAR