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SUMMARY:Tying Value Proposition to Prospect Pain
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Brian Wade\, Enterprise Account Executive at SpendHQ as we hone into Positioning as a skill. \n\n\n\nThe program will empower sales teams to position offerings effectively\, fostering deeper client engagement and positively influencing overall positioning in the market. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nUncover both company-level and personal pain points through open-ended questioning and segmenting roles/departments.\n\n\n\nQuantify the pain points and use social proof like customer stories to demonstrate the value proposition.\n\n\n\nIn presentations\, reiterate what you heard from the prospect and clearly lay out how you will solve their specific challenges\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 support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/tying-value-proposition-to-prospect-pain-4/
CATEGORIES:Certifications
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DTSTART;TZID=America/Chicago:20251203T110000
DTEND;TZID=America/Chicago:20251203T115000
DTSTAMP:20251124T174632Z
CREATED:20240913T111830Z
LAST-MODIFIED:20251124T174632Z
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SUMMARY:Using Research and Social Proof in a Compelling Way
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Caroline Maloney\, Founder of Carol Sells as we hone into Positioning as a skill. \n\n\n\nBy leveraging compelling data and testimonials\, the program equips sales teams to enhance their market positioning\, ultimately driving greater credibility and influence in the industry. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nResearch relevantly – Focus outreach on understanding prospects’ work-related pain points\, not personal details.\n\n\n\nBuild social credibility – Consistently share unique insights\, customer stories\, and industry perspectives online.\n\n\n\nUse a research framework – Systematically capture account/contact information to inform tailored “pain hypothesis” talking points.\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 support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/using-research-and-social-proof-in-a-compelling-way-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2024/09/Using-Research-and-Social-Proof-in-a-Compelling-Way-1.png
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DTSTART;TZID=America/Chicago:20251210T100000
DTEND;TZID=America/Chicago:20251210T105000
DTSTAMP:20251124T175317Z
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SUMMARY:Strategies to Differentiate from the Competition
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Brian LaManna\, Strategic Mid-Market Account Executive at Gong\, as we hone in on Positioning as a skill. \n\n\n\nThis program serves as a strategic compass\, guiding participants through innovative techniques to stand out in a crowded market\, primarily focusing on positively influencing response rates and self-generated pipeline. Participants will delve into crafting compelling value propositions\, personalized messaging\, and unique selling propositions. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nDifferentiate your product/service by focusing on the areas that directly solve your prospect’s top priorities and challenges while also highlighting the unique capabilities that competitors cannot match. Avoid highlighting premium features that don’t address the prospect’s specific needs.\n\n\n\nStructure your product demo in a “hook\, line\, and sinker” format. Start by framing the prospect’s #1 priority\, then show how your differentiated solution directly solves that priority. Ask follow-up questions to validate the importance of solving that pain point.\n\n\n\nWhen discussing competitors\, avoid bashing them directly. Instead\, use a “reverse complimenting” approach to positively position your value proposition as better suited for the prospect’s specific situation while acknowledging that competitors may be better suited for different scenarios.\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 support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/strategies-to-differentiate-from-the-competition-4/
CATEGORIES:Certifications
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DTSTART;TZID=America/Chicago:20251210T110000
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UID:10002011-1765364400-1765367400@members.salesassembly.com
SUMMARY:Give Before You Get: Providing Value Before a Sale
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Chris Kosrow\, Director of New Business Sales at Showpad\, as we hone in on Positioning as a skill. This innovative program focuses on cultivating meaningful connections and positively influencing response rates and self-generated pipeline by emphasizing the principle of giving value upfront. Learners will explore strategies to deliver valuable insights\, content\, and solutions to prospects before the sale\, fostering trust and engagement. \n\n\n\nPROGRAM TAKEAWAYS \n\n\n\n\nOffer helpful resources\, make connections\, and give personalized advice or analysis upfront to build trust and demonstrate your expertise. Don’t just pitch your product right away.\n\n\n\nDo the work for your prospects to quantify your solution’s potential impact and ROI. Create business cases\, comparative analyses\, and project success metrics tailored to their needs and challenges. This differentiates you from competitors.\n\n\n\nLeverage social proof by connecting prospects with existing customers who have faced similar situations. Share customer stories\, offer peer introductions\, and provide access to reference calls or testimonial videos. People want to hear from others like them.\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 support@salesassembly.com. \n\n\n\nAll registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/give-before-you-get-providing-value-before-a-sale-4/
CATEGORIES:Certifications
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