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UID:10001966-1754474400-1754477400@members.salesassembly.com
SUMMARY:Strategies for Discovery that Leads to Quantifiable Outcomes
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Andrew Hahn\, Global SaaS Revenue Leader\, as we hone into Deal Management as a skill. Ever got on a customer call\, jotted some notes of keywords your customer said\, and then stared into the abyss not knowing what to do? This course will dive into a three-part structure to best set yourself to lead a discovery call that provides quantifiable outcomes. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nAsk high-impact\, probing questions that uncover the buyer’s emotions\, pain points\, and motivations for change. Utilize phrases like “describe\,” “give me an example\,” etc.\, to go beyond surface-level responses.\n\n\n\nThoroughly prepare for client meetings by researching the buyer’s company/industry\, developing a call plan\, and using the “triple think” approach to align on what information to convey\, what action to seek\, and what emotions to evoke.\n\n\n\nPractice active listening by avoiding the urge to formulate responses prematurely. Summarize and confirm your understanding of what the buyer is saying to make them feel genuinely heard and build trust\n\n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification\, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\n*Certification Programs do not have an enforced order or limit on timeframe for completion. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account\, please email hello@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/effective-demo-strategies-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2024/09/Strategies-for-Discovery-that-Leads-to-Quantifiable-Outcomes-4.png
LOCATION:https://members.salesassembly.com/member-event/effective-demo-strategies-8/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20250806T110000
DTEND;TZID=America/Chicago:20250806T115000
DTSTAMP:20260731T094456
CREATED:20240912T230436Z
LAST-MODIFIED:20250606T203633Z
UID:10001967-1754478000-1754481000@members.salesassembly.com
SUMMARY:Creating and Leveraging Mutual Action Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Geoff Hendricks\, Key Account Executive at Challenger\, as we hone into Deal Management as a skill. Creating a Mutual Action Plan is not successful unless you get prospect buy-in – it is meant to be a mutual plan\, after all. But how do you get to create one that your prospect actually would want to use? This course will provide strategies and templates on how to create a MAP and how to leverage best to close your deals. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nAnchor the buying journey with the problem the customer wants to solve and the desired future outcome. Leading with context around the “why” is critical for stakeholder buy-in.\n\n\n\nA mutual success plan goes beyond just getting a contract signed. It outlines the commitments and pathways required from both parties to achieve the customer’s outcome.\n\n\n\nProject plans with just a list of tasks lack meaning for buyers. A mutual plan must map activities to the core business goals to demonstrate the purpose and value.\n\n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification\, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\n*Certification Programs do not have an enforced order or limit on timeframe for completion. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account\, please email hello@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/creating-and-leveraging-mutual-action-plans-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2024/09/Creating-and-Leveraging-Mutual-Action-Plans-1.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-leveraging-mutual-action-plans-6/
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DTSTART;TZID=America/Chicago:20250820T100000
DTEND;TZID=America/Chicago:20250820T105000
DTSTAMP:20260731T094456
CREATED:20240912T231937Z
LAST-MODIFIED:20250626T175146Z
UID:10001972-1755684000-1755687000@members.salesassembly.com
SUMMARY:Driving Urgency Throughout the Sales Cycle
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mustafa Saeed\, Co-Founder and CEO of Luella.ai\, as we hone into Deal Management as a skill. Sellers and buyers have differing priorities regarding the sales cycle clock. Sellers are under intense scrutiny to close deals\, while buyers are cautious and diligent when evaluating new products. This course will provide you with practical strategies to drive urgency throughout your Sales Cycle. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nCreate “gossip circles” by individually looping in multiple buyer contacts to spark internal discussions and urgency around your deal.\n\n\n\nControl the pace of communication by rapidly responding to buyers and setting expectations for their responsiveness\, leveraging tactics like dedicated Slack channels.\n\n\n\nLeverage executive access\, product roadmaps\, and leadership vision as incentives to motivate buyers to meet your critical deal deadlines.\n\n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification\, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\n*Certification Programs do not have an enforced order or limit on timeframe for completion. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account\, please email hello@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/driving-urgency-throughout-the-sales-cycle-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2024/09/Driving-Urgency-Throughout-the-Sales-Cycle-3.png
LOCATION:https://members.salesassembly.com/member-event/driving-urgency-throughout-the-sales-cycle-6/
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DTSTART;TZID=America/Chicago:20250820T110000
DTEND;TZID=America/Chicago:20250820T115000
DTSTAMP:20260731T094456
CREATED:20240912T232210Z
LAST-MODIFIED:20250605T220935Z
UID:10001973-1755687600-1755690600@members.salesassembly.com
SUMMARY:Multi-Threading and Creating Consensus in the Buying Committee
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Emily Leu\, VP of Sales at Hireology\, as we hone into Deal Management as a skill. Getting to a closed won means aligning all your internal stakeholders so there are no potential obstacles when the time to sign comes around. This course will cover tactical strategies to identify your buying committee and how to position yourself best to get them all in agreement. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nUnderstand the dynamics and potential tensions within the buying group before presenting solutions. Identify different personalities\, levels of skepticism\, and disagreements among stakeholders.\n\n\n\nAlign stakeholders around a shared problem through facilitated group discussions. Co-draft meeting invites focused on discussing their challenges\, use open-ended questions to surface concerns\, and get explicit confirmation on the agreed-upon problem. \n\n\n\nAvoid common pitfalls like starting with product pitches\, defaulting to yes/no questions that lead to false agreement\, and failing to collectively plan next steps with all key stakeholders involved.\n\n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification\, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace\, offering flexibility to fit your schedule. \n\n\n\n*Certification Programs do not have an enforced order or limit on timeframe for completion. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account\, please email hello@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/multi-threading-and-creating-consensus-in-the-buying-committee-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2024/09/Creating-Consensus-in-the-Buying-Committee-3.png
LOCATION:https://members.salesassembly.com/member-event/multi-threading-and-creating-consensus-in-the-buying-committee-5/
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