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DTSTART;TZID=America/Chicago:20261201T110000
DTEND;TZID=America/Chicago:20261201T115000
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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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261215T120000
DTEND;TZID=America/Chicago:20261215T125000
DTSTAMP:20261020T165116Z
CREATED:20250923T121955Z
LAST-MODIFIED:20261020T165116Z
UID:10002213-1797336000-1797339000@members.salesassembly.com
SUMMARY:Addressing Advanced Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Advanced Concession Requests\, part of the Negotiation certification. \n\n\n\nThis program focuses on navigating high-stakes concession requests. Participants learn how to respond to extreme discount demands\, pilot proposals\, and tough contractual terms like liability\, service levels\, or insurance. Emphasis is on applying levers strategically to balance client needs with sustainable outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nReprice\, don’t refuse: termination for convenience\, pilots and liability asks get a different price\, not a no.\n\n\n\nThen stop talking: deliver the trade and let the silence sit.\n\n\n\nCharge for the pilot: first ask what concepts still need proving\, because most POCs are a sales issue.\n\n\n\nKnow your walk-away line: when a competitor is 50 to 75% cheaper\, wish them well and leave the door open.\n\n\n\nYou earn case studies: don’t trade references or logos for discount.\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\n146 attended ◦ 4.75/5 average rating \n\n\n\n“Really like Todd – he’s very engaging and love all this stories/examples!” Senior 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/addressing-advanced-concession-requests-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Negotiation_-Addressing-Advanced-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-advanced-concession-requests-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261216T100000
DTEND;TZID=America/Chicago:20261216T105000
DTSTAMP:20261020T171401Z
CREATED:20250923T121955Z
LAST-MODIFIED:20261020T171401Z
UID:10002244-1797415200-1797418200@members.salesassembly.com
SUMMARY:Proactive Expectation Management
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Proactive Expectation Management\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on preventing conflict by setting and maintaining clear expectations across the customer lifecycle. Participants learn proactive communication frameworks to surface friction points\, align on outcomes\, and create predictability. Emphasis is on building credibility and minimizing downstream risk through consistency. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nEscalations come from people\, not products: miscommunication and over-promising are preventable.\n\n\n\nClean handoffs: standardize the sales-to-CS handoff so CS doesn’t learn what was promised from the customer.\n\n\n\nSpell out the SLAs: define response times\, channels and cadence before the 10 PM text happens.\n\n\n\nThe polite no: say no with an alternative instead of saying yes and failing to deliver.\n\n\n\nMicro-setting: end every interaction with who\, what and when\, not “I’ll look into that.”\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\n81 attended ◦ 4.66/5 average rating \n\n\n\n“I really appreciate Tracie as a speaker – sharing content in a way that companies of various sizes can understand and apply to their work.” Senior 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/proactive-expectation-management-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Conflict-Resolution_-Proactive-Expectation-Management.png
LOCATION:https://members.salesassembly.com/member-event/proactive-expectation-management-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261216T110000
DTEND;TZID=America/Chicago:20261216T115000
DTSTAMP:20261020T171810Z
CREATED:20250923T121955Z
LAST-MODIFIED:20261020T171810Z
UID:10002277-1797418800-1797421800@members.salesassembly.com
SUMMARY:Strategies for Overcoming Status Quo
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Strategies for Overcoming the Status Quo\, part of the Objection Handling certification. \n\n\n\nThis program focuses on equipping sellers to disrupt buyer inertia and challenge the comfort of doing nothing. Participants learn to reframe the value of change\, highlight hidden risks of inaction\, and present their solution as the clear next step. Emphasis is on creating urgency by making the cost of staying the same impossible to ignore. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour questions that uncover urgency: their #1 priority\, timeline\, ROI and the cost of not solving it.\n\n\n\nDon’t skip the cost of inaction: without it\, the cost of change always wins.\n\n\n\nUrgency is discovered\, not manufactured: swap fake deadlines for the buyer’s own timeline.\n\n\n\nMake it easier to buy: point to the one relevant page and co-create the plan instead of sending everything.\n\n\n\nThe real competitor is no decision: most lost deals stall because change feels harder than staying put.\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\n116 attended ◦ 4.56/5 average rating \n\n\n\n“Thank you! The mutual action plan piece is something I am looking to implement and this really helped!” Sales Development 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/strategies-for-overcoming-status-quo-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Objection-Handling_-Strategies-for-Overcoming-Status-Quo.png
LOCATION:https://members.salesassembly.com/member-event/strategies-for-overcoming-status-quo-8/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20261216T120000
DTEND;TZID=America/Chicago:20261216T125000
DTSTAMP:20261027T152412Z
CREATED:20250923T121955Z
LAST-MODIFIED:20261027T152412Z
UID:10002274-1797422400-1797425400@members.salesassembly.com
SUMMARY:Navigating the Most Common Objections
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Navigating the Most Common Objections\, part of the Objection Handling certification. \n\n\n\nThis program focuses on tactical approaches to the objections sellers face most — price\, timing\, competitors\, and internal buy-in. Participants learn specific language frameworks and apply real-world examples to stay composed\, validate concerns\, and respond effectively. Emphasis is on keeping conversations productive and deals moving forward. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe EDICT framework: empathy\, define\, isolate\, curiosity and a trial close for mid and late funnel objections.\n\n\n\nAgree\, then ask: every good response starts with agreement and ends with a question.\n\n\n\nRebuttals raise resistance: questions uncover the fear behind the words instead.\n\n\n\nA no is a win: better to learn the real state of the deal now than chase a polite yes.\n\n\n\nBetter brush-off replies: rework “send me an email” and “not interested” so they end in a question.\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\n171 attended ◦ 4.64/5 average rating \n\n\n\n“The biggest takeaway was to treat objections as useful information\, not rejection. Asking one good question before responding is a simple tactic I can apply immediately.” 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/navigating-the-most-common-objections-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Objection-Handling_-Navigating-the-Most-Common-Objections.png
LOCATION:https://members.salesassembly.com/member-event/navigating-the-most-common-objections-9/
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DTSTART;TZID=America/Chicago:20261217T100000
DTEND;TZID=America/Chicago:20261217T105000
DTSTAMP:20260813T194024Z
CREATED:20250923T121955Z
LAST-MODIFIED:20260813T194024Z
UID:10002428-1797501600-1797504600@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-12/
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-12/
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