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UID:10002562-1802775600-1802778600@members.salesassembly.com
SUMMARY:Getting Clarity: Budget\, Timeline and Pain
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Getting Clarity: Budget\, Timeline\, and Pain\, part of the Qualification certification. \n\n\n\nThis module teaches how to run discovery conversations that surface the most critical qualification factors. Participants learn to ask direct\, high-value questions that reveal timing constraints\, available budget\, and urgent pain points. The program helps sellers structure conversations that result in a clear path forward. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMEDIC as a scorecard: score a deal on metrics\, economic buyer\, decision criteria\, decision process\, pain and champion.\n\n\n\nA coach is not a champion: someone who likes you but lacks power or access won’t sell for you.\n\n\n\nDiagnose like a doctor: understand the buyer’s current state before you position anything.\n\n\n\nThe pain funnel: open\, deepen and quantify pain until it has a number and lands on the buyer personally.\n\n\n\nAn upfront contract: open calls with purpose\, time check\, both agendas and an out\, and end with a booked next step.\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\n128 attended ◦ 4.72/5 average rating \n\n\n\n“Thank you for agenda setting and summarizing at the end. Not all sessions have done that and it felt really helpful.” 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/getting-clarity-budget-timeline-and-pain-9/
CATEGORIES:Certifications
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DTSTART;TZID=America/Chicago:20270216T120000
DTEND;TZID=America/Chicago:20270216T125000
DTSTAMP:20261026T171151Z
CREATED:20260924T133025Z
LAST-MODIFIED:20261026T171151Z
UID:10002568-1802779200-1802782200@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“MEDDIC and Three Moves to Create Momentum stood out the most. I’m realizing that I have not been qualifying my deals well enough.” 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-4/
CATEGORIES:Certifications
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