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DTSTART;TZID=America/Chicago:20270202T110000
DTEND;TZID=America/Chicago:20270202T115000
DTSTAMP:20261026T152820Z
CREATED:20260921T002201Z
LAST-MODIFIED:20261026T152820Z
UID:10002535-1801566000-1801569000@members.salesassembly.com
SUMMARY:Designing the First 90 Days for Time-to-Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Designing the First 90 Days for Time-to-Value\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on building a deep understanding of why the customer bought\, what they are trying to accomplish\, who matters to their success\, and what could get in the way before onboarding begins. Participants will explore how to uncover the job the customer hired your solution to do and ensure the context\, expectations\, and relationships built during the sales process carry into the post-sale experience. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nWhy they bought: understand what the customer is trying to accomplish before onboarding begins.\n\n\n\nThe job they hired you for: uncover the job the customer hired your solution to do.\n\n\n\nWho matters: know who is key to the customer’s success and what could get in the way.\n\n\n\nCarry the sales context forward: make sure the expectations and relationships built during the sale make it into the post-sale experience.\n\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/designing-the-time-to-value-onboarding-plan/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Designing-the-First-90-Days-for-Time-to-Value.png
LOCATION:https://members.salesassembly.com/member-event/designing-the-time-to-value-onboarding-plan/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270202T120000
DTEND;TZID=America/Chicago:20270202T125000
DTSTAMP:20261026T153906Z
CREATED:20260920T235202Z
LAST-MODIFIED:20261026T153906Z
UID:10002532-1801569600-1801572600@members.salesassembly.com
SUMMARY:Measuring Early Success and Customer Health
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Measuring Early Success and Customer Health\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on identifying the signals that tell you whether a customer is actually progressing toward value during the early stages of the relationship. Participants will explore how to distinguish adoption from value realization\, identify meaningful indicators of progress and risk\, and recognize when changes in customer behavior\, priorities\, or needs require intervention. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nReal progress signals: spot the early signs that a customer is actually moving toward value.\n\n\n\nAdoption is not value: tell the difference between using the product and getting results from it.\n\n\n\nProgress and risk indicators: identify the indicators that actually matter.\n\n\n\nKnowing when to step in: recognize when changes in behavior\, priorities or needs call for intervention.\n\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/driving-early-adoption-and-usage/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Measuring-Early-Success-and-Customer-Health.png
LOCATION:https://members.salesassembly.com/member-event/driving-early-adoption-and-usage/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270203T110000
DTEND;TZID=America/Chicago:20270203T115000
DTSTAMP:20261026T154548Z
CREATED:20260922T113719Z
LAST-MODIFIED:20261026T154548Z
UID:10002547-1801652400-1801655400@members.salesassembly.com
SUMMARY:Territory Exhaustion
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss 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\n\nFROM A PREVIOUS SESSION \n\n\n\n46 attended ◦ 4.62/5 average rating \n\n\n\n“Really engaging!” 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/territory-exhaustion-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Territory-Exhaustion.png
LOCATION:https://members.salesassembly.com/member-event/territory-exhaustion-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270203T120000
DTEND;TZID=America/Chicago:20270203T125000
DTSTAMP:20261026T155024Z
CREATED:20260922T095715Z
LAST-MODIFIED:20261026T155024Z
UID:10002541-1801656000-1801659000@members.salesassembly.com
SUMMARY:Co-Selling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss 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“Great session with applicable advice. Planning to focus on referral and use the “5 Steps to Effectively Leading your Team” plan.” SVP 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/co-selling-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Co-Selling.png
LOCATION:https://members.salesassembly.com/member-event/co-selling-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270209T110000
DTEND;TZID=America/Chicago:20270209T115000
DTSTAMP:20261026T155717Z
CREATED:20260918T181303Z
LAST-MODIFIED:20261026T155717Z
UID:10002514-1802170800-1802173800@members.salesassembly.com
SUMMARY:Expansion Planning and Execution
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Expansion Planning and 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\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-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Expansion-Planning-and-Execution.png
LOCATION:https://members.salesassembly.com/member-event/expansion-planning-execution-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270209T120000
DTEND;TZID=America/Chicago:20270209T125000
DTSTAMP:20261026T162631Z
CREATED:20260918T183542Z
LAST-MODIFIED:20261026T162631Z
UID:10002517-1802174400-1802177400@members.salesassembly.com
SUMMARY:Internal Champion Development
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker 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\n\nFROM A PREVIOUS SESSION \n\n\n\n87 attended ◦ 4.44/5 average rating \n\n\n\n“Erica presented well. The information was easy to understand\, was punchy\, and had just the right amount of audience engagement. Great job.” 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/internal-champion-development-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Internal-Champion-Development.png
LOCATION:https://members.salesassembly.com/member-event/internal-champion-development-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270211T110000
DTEND;TZID=America/Chicago:20270211T115000
DTSTAMP:20261026T163615Z
CREATED:20260924T084921Z
LAST-MODIFIED:20261026T163615Z
UID:10002550-1802343600-1802346600@members.salesassembly.com
SUMMARY:Creating and Utilizing Mutual Success Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Creating and Utilizing Mutual Success Plans\, part of the Relationship Management certification. \n\n\n\nThis program focuses on co-creating measurable success plans that align customer and seller goals. Participants learn to structure plans\, define milestones\, and ensure accountability on both sides. The emphasis is on using success planning templates to drive adoption\, retention\, and long-term growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour parts to every plan: a North Star with success metrics\, named stakeholders\, milestones with risks\, and value proof.\n\n\n\nMetrics in their language: if the success metrics only live in your CRM\, the customer doesn’t own the plan.\n\n\n\nLaunch after fit\, before complexity: start the plan right after the customer confirms fit\, when attention and buy-in are highest.\n\n\n\nKill the homework objection: tell the customer most of the lift is on you and you only need them on 2 or 3 things.\n\n\n\nSend it as the recap: sharing the plan after the meeting earns you the right to multi-thread and set a cadence.\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\n97 attended ◦ 4.67/5 average rating \n\n\n\n“Kemyell is so engaging. Really enjoy listening to her and her energy.” Renewals 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/creating-and-utilizing-mutual-success-plans-10/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Creating-and-Utilizing-Mutual-Success-Plans.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-utilizing-mutual-success-plans-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270211T120000
DTEND;TZID=America/Chicago:20270211T125000
DTSTAMP:20261026T164100Z
CREATED:20260924T091114Z
LAST-MODIFIED:20261026T164100Z
UID:10002553-1802347200-1802350200@members.salesassembly.com
SUMMARY:Leading Organized and Productive Customer Meetings
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Leading Organized and Productive Customer Meetings\, part of the Relationship Management certification. \n\n\n\nThis program focuses on running customer meetings that are purposeful\, engaging\, and action-oriented. Participants learn agenda setting\, facilitation techniques\, and strategies for summarizing next steps. The emphasis is on preparation and follow-through to build consistency and deliver value in every conversation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMake every meeting CLEAR: Cancel\, Lay the contract\, Execute\, Assign\, Recap.\n\n\n\nCancel when there’s no outcome: giving time back earns you more meetings than it costs.\n\n\n\nCap it at three: limit the agenda to 3 items and lead with the one that matters most.\n\n\n\nAssign before moving on: lock in who does what by when before the next topic.\n\n\n\nSave 10 minutes to recap: recall drops to 50% within an hour\, so send bullets the same day.\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\n106 attended ◦ 4.71/5 average rating \n\n\n\n“She was a fantastic presenter! I look forward to seeing more of her presentations!” Project 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/leading-organized-and-productive-customer-meetings-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Leading-Organized-and-Productive-Customer-Meetings.png
LOCATION:https://members.salesassembly.com/member-event/leading-organized-and-productive-customer-meetings-8/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270212T110000
DTEND;TZID=America/Chicago:20270212T115000
DTSTAMP:20260930T132257Z
CREATED:20260928T184326Z
LAST-MODIFIED:20260930T132257Z
UID:10002679-1802430000-1802433000@members.salesassembly.com
SUMMARY:AI for Pipeline Reviews and Forecast Calls
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nick Turnbull for AI for Pipeline Reviews and Forecast Calls\, part of the AI Brew series. \n\n\n\nThis program focuses on to follow \n\n\n\nGENERAL PROGRAM INFO \n\n\n\nThis program is part of Sales Assembly’s AI 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/ai-for-pipeline-reviews-and-forecast-calls/
CATEGORIES:AI Brew
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/AI-Brew_-AI-for-Pipeline-Reviews-and-Forecast-Calls.png
LOCATION:https://members.salesassembly.com/member-event/ai-for-pipeline-reviews-and-forecast-calls/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270216T110000
DTEND;TZID=America/Chicago:20270216T115000
DTSTAMP:20261026T165140Z
CREATED:20260924T105420Z
LAST-MODIFIED:20261026T165140Z
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
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Getting-Clarity_-Budget-Timeline-and-Pain.png
LOCATION:https://members.salesassembly.com/member-event/getting-clarity-budget-timeline-and-pain-9/
END:VEVENT
BEGIN:VEVENT
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
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Discovering-Buyer-Motivation.png
LOCATION:https://members.salesassembly.com/member-event/discovering-buyer-motivation-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270217T110000
DTEND;TZID=America/Chicago:20270217T115000
DTSTAMP:20261026T172327Z
CREATED:20260924T142840Z
LAST-MODIFIED:20261026T172327Z
UID:10002574-1802862000-1802865000@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-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Relevant-Storytelling.png
LOCATION:https://members.salesassembly.com/member-event/relevant-storytelling-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270217T120000
DTEND;TZID=America/Chicago:20270217T125000
DTSTAMP:20261026T173113Z
CREATED:20260924T144654Z
LAST-MODIFIED:20261026T173113Z
UID:10002577-1802865600-1802868600@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“Great speaker\, great examples – easy to understand and follow.” 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/effective-demo-strategies-12/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Effective-Demo-Strategies.png
LOCATION:https://members.salesassembly.com/member-event/effective-demo-strategies-12/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270218T110000
DTEND;TZID=America/Chicago:20270218T115000
DTSTAMP:20261016T194415Z
CREATED:20261016T194411Z
LAST-MODIFIED:20261016T194415Z
UID:10002681-1802948400-1802951400@members.salesassembly.com
SUMMARY: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 Emily Hyde for an interactive discussion on The Enablement Charter (Scope and Saying No). \n\n\n\nWhether you’re defining enablement’s role for the first time\, buried under competing requests from across the business\, or unsure how to push back on work that falls outside your scope\, this session is designed to give you practical ideas you can apply right away to clarify your charter and protect your team’s focus. \n\n\n\nCOME PREPARED WITH: \n\n\n\n\nYour current enablement charter or scope\, or the gaps you’re noticing in it\n\n\n\nRequests you’ve struggled to push back on or say no to\n\n\n\nQuestions you’d like feedback on\, such as how to prioritize\, set boundaries with stakeholders\, or show where enablement’s role ends\n\n\n\nIdeas and best practices to share with the group about how you define\, communicate\, and protect your team’s focus\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/enablement-peer-group/
CATEGORIES:Strategy Peer Groups
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/10/Enablement-Peer-Group-2.18.2026.png
LOCATION:https://members.salesassembly.com/member-event/enablement-peer-group/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270223T110000
DTEND;TZID=America/Chicago:20270223T115000
DTSTAMP:20261026T173659Z
CREATED:20260918T195359Z
LAST-MODIFIED:20261026T173659Z
UID:10002523-1803380400-1803383400@members.salesassembly.com
SUMMARY:Upsell Opportunity Mapping
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker 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\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.” System Administrator – Revenue Operations \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-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Upsell-Opportunity-Mapping.png
LOCATION:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270223T120000
DTEND;TZID=America/Chicago:20270223T125000
DTSTAMP:20261026T174906Z
CREATED:20260918T193502Z
LAST-MODIFIED:20261026T174906Z
UID:10002520-1803384000-1803387000@members.salesassembly.com
SUMMARY:Reframing Customer Concerns
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker 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\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-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Reframing-Customer-Concerns.png
LOCATION:https://members.salesassembly.com/member-event/reframing-customer-concerns-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270225T110000
DTEND;TZID=America/Chicago:20270225T115000
DTSTAMP:20261027T162136Z
CREATED:20260924T095411Z
LAST-MODIFIED:20261027T162136Z
UID:10002559-1803553200-1803556200@members.salesassembly.com
SUMMARY:Positioning Yourself as a Partner
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Positioning Yourself as a Partner\, part of the Relationship Management certification. \n\n\n\nThis program focuses on elevating the relationship beyond transactions to strategic partnership. Participants learn how to bring insights\, add value\, and guide customers through challenges. Emphasis is on building influence with tactics that establish sellers as trusted\, long-term business partners. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nShow up with PACE: Prepare with context\, Add insight\, Challenge constructively\, Extend ownership.\n\n\n\nArrive with a point of view: walk in with a hypothesis about their business to validate\, not a blank page.\n\n\n\nInsight beats information: turn a data point into a pattern and hand it back as a question.\n\n\n\nChallenge the assumption\, not the person: name the risk they haven’t\, in service of their goal\, and offer the alternative.\n\n\n\nPartnership is earned: you have it when the customer volunteers information and pulls you into planning.\n\n\n\nA learner takeaway guide with two exercises for that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n98 attended ◦ 4.63/5 average rating \n\n\n\n“The content was very engaging and the presenter did a great job making the takeaways clear. I appreciate the prompt google sheet was able to provide during the meeting for me to utilize later.” Sales 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/positioning-yourself-as-a-partner-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Positioning-Yourself-as-a-Partner.png
LOCATION:https://members.salesassembly.com/member-event/positioning-yourself-as-a-partner-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270225T120000
DTEND;TZID=America/Chicago:20270225T125000
DTSTAMP:20261027T162816Z
CREATED:20260924T093313Z
LAST-MODIFIED:20261027T162816Z
UID:10002556-1803556800-1803559800@members.salesassembly.com
SUMMARY:Mapping and Growing Customer Relationships
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Mapping and Growing Customer Relationships\, part of the Relationship Management certification. \n\n\n\nThis program focuses on evaluating the strength of customer relationships and uncovering growth opportunities. Participants learn stakeholder mapping\, risk detection\, and engagement tactics. The emphasis is on deepening relationships with champions\, users\, and executives to strengthen retention and expansion. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAudit with MAPS: Map the stakeholders\, Assess strength\, Predict risk and growth\, Strengthen engagement.\n\n\n\nFrequency is not strength: score each relationship on access\, candor and advocacy\, not how often you meet.\n\n\n\nFind your coach: the person with no power who tells you where to dig is your secret weapon.\n\n\n\nEarn access through relevance: “checking in” is the worst headline you can write.\n\n\n\nRun the coverage check: would this account survive if your main contact left?\n\n\n\nA learner takeaway guide with two exercises for that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n110 attended ◦ 4.79/5 average rating \n\n\n\n“Really appreciated the time spent on engaging with the group\, blend of experience levels\, and digestibility. I definitely plan on recommending this session to CSMs at my org (and likely anything that Kemyell is leading)!” Senior Manager\, Customer Success 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/mapping-and-growing-customer-relationships-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Mapping-and-Growing-Customer-Relationships.png
LOCATION:https://members.salesassembly.com/member-event/mapping-and-growing-customer-relationships-4/
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END:VCALENDAR