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DTSTART;TZID=America/Chicago:20270406T110000
DTEND;TZID=America/Chicago:20270406T115000
DTSTAMP:20261027T164649Z
CREATED:20260924T175507Z
LAST-MODIFIED:20261027T164649Z
UID:10002604-1807009200-1807012200@members.salesassembly.com
SUMMARY:Change Management
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Change Management\, part of the Strategic Account Management certification. \n\n\n\nThis program focuses on preparing CSMs and AMs to guide customers through product\, organizational\, or personnel changes. Participants learn tools for managing transitions with clarity and minimizing disruption. Emphasis is on keeping customers focused on long-term value and sustaining adoption during change. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAnchor\, adapt\, accelerate: a repeatable play for leadership changes\, reorgs\, priority shifts and vendor consolidation.\n\n\n\nAnchor first: restate why they bought you and one result you’ve delivered\, in their words.\n\n\n\nAdapt to the new priority: learn what the new leader is measured on in their first 90 days.\n\n\n\nAccelerate with a small win: propose one low-risk next step to turn change into growth.\n\n\n\nLean in\, don’t wait: waiting isn’t neutral\, so send something useful while others go quiet.\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\n94 attended ◦ 4.69/5 average rating \n\n\n\n“This was so incredibly actionable! I loved all the positioning tactics and ideas.” Strategic Accounts 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/change-management-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Change-Management.png
LOCATION:https://members.salesassembly.com/member-event/change-management-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270406T120000
DTEND;TZID=America/Chicago:20270406T125000
DTSTAMP:20261027T165447Z
CREATED:20260924T181136Z
LAST-MODIFIED:20261027T165447Z
UID:10002607-1807012800-1807015800@members.salesassembly.com
SUMMARY:Running Business Reviews That Deliver Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Running Business Reviews That Deliver Value\, part of the Strategic Account Management certification. \n\n\n\nThis program focuses on turning QBRs and EBRs into strategic conversations that deepen customer commitment. Participants learn planning\, facilitation\, and storytelling techniques that bring insight\, strengthen alignment\, and uncover new growth opportunities during reviews. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCurrent state\, ideal state\, action: spend about 20% looking back and the rest on what’s next.\n\n\n\nBring a point of view: recommend what to measure next\, then ask the customer to stack-rank it.\n\n\n\nOne outcome\, not 20 KPIs: lead every chart with an insight headline and put the extra data in an appendix.\n\n\n\nCo-build it live: put discussion prompts on the slides and capture the customer’s words in edit mode.\n\n\n\nA deck that walks the halls: a QBR the customer can forward to their execs and have it land without 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\n116 attended ◦ 4.56/5 average rating \n\n\n\n“The speaker was very clear and gave really good real world examples.” 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/running-business-reviews-that-deliver-value-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Running-Business-Reviews-That-Deliver-Value.png
LOCATION:https://members.salesassembly.com/member-event/running-business-reviews-that-deliver-value-8/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270407T110000
DTEND;TZID=America/Chicago:20270407T115000
DTSTAMP:20261026T185942Z
CREATED:20260928T072042Z
LAST-MODIFIED:20261026T185942Z
UID:10002654-1807095600-1807098600@members.salesassembly.com
SUMMARY:Anatomy of Effective Cold Calling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Anatomy of Effective Cold Calling\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on opening cold calls that earn the conversation instead of the hang- up. Participants learn to build prospect-centric openers that lead with the buyer’s world and to handle the critical first 60 seconds. They also practice tying openers to real signals so the call feels relevant from the first line. Emphasis is on turning a cold call into a real discovery conversation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nProspect-centric openers: lead with the buyer’s world\, not your pitch\, so the call earns a conversation instead of a hang-up.\n\n\n\nThe first 60 seconds: practice the critical opening minute where the prospect decides whether to keep talking.\n\n\n\nOpeners tied to real signals: connect your first line to something real so the call feels relevant right away.\n\n\n\nFrom cold call to discovery: turn the opening into a real discovery conversation\, not a rushed pitch.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n122 attended ◦ 4.66/5 average rating \n\n\n\n“Definitely going to bring these tips back to myself and my team.” 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/anatomy-of-effective-cold-calling-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Anatomy-of-Effective-Cold-Calling.png
LOCATION:https://members.salesassembly.com/member-event/anatomy-of-effective-cold-calling-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270407T120000
DTEND;TZID=America/Chicago:20270407T125000
DTSTAMP:20261026T191744Z
CREATED:20260928T164653Z
LAST-MODIFIED:20261026T191744Z
UID:10002666-1807099200-1807102200@members.salesassembly.com
SUMMARY:Writing Cold Emails That Get Replies
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Writing Cold Emails That Get Replies\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on writing short\, personalized cold emails that start conversations with prospects who have never heard of you. Participants learn proven frameworks for building messages around the buyer’s priorities and using real signals to stay relevant. They also practice tightening copy and ending every email with a single clear ask. Emphasis is on emails that are easy to read and easy to answer. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nShort and personal: write cold emails that start conversations with people who have never heard of you.\n\n\n\nProven frameworks: build each message around the buyer’s priorities instead of your product.\n\n\n\nReal signals: use real signals to keep every email relevant to the person reading it.\n\n\n\nTighter copy: practice cutting emails down so they’re easy to read and easy to answer.\n\n\n\nOne clear ask: end every email with a single\, clear ask.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n114 attended ◦ 4.47/5 average rating \n\n\n\n“Just wanted to comment that this is probably most valuable Sales Assembly session I have attended.” 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/writing-cold-emails-that-get-replies/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Writing-Cold-Emails-That-Get-Replies.png
LOCATION:https://members.salesassembly.com/member-event/writing-cold-emails-that-get-replies/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270413T110000
DTEND;TZID=America/Chicago:20270413T115000
DTSTAMP:20261027T150740Z
CREATED:20260925T213739Z
LAST-MODIFIED:20261027T150740Z
UID:10002622-1807614000-1807617000@members.salesassembly.com
SUMMARY:Understanding the Objection
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Understanding the Objection\, part of the Objection Handling certification. \n\n\n\nThis program focuses on uncovering the real reason behind a buyer’s objection. Participants learn how to use open-ended questioning\, active listening\, and conversational cues to move beyond surface-level resistance. Emphasizes diagnosing objections accurately so sellers can respond with relevance and empathy. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe 3C Approach: curiosity\, conversation\, then conclusion\, instead of rushing to crush the objection.\n\n\n\nAsk one more question: “Help me understand what’s behind that” before you respond to anything.\n\n\n\nFind the fear underneath: wrong choice\, wasted money\, lost credibility or status quo.\n\n\n\nObjections are a gift: a buyer who raises a concern trusts you more than one who ghosts.\n\n\n\nNot every objection gets overcome: some end with you learning\, teaching or helping\, which builds next year’s pipeline.\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\n183 attended ◦ 4.35/5 average rating \n\n\n\n“Pacing and interaction level’s were perfect! Loved this session thank you so much.” 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/understanding-the-objection-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Understanding-the-Objection.png
LOCATION:https://members.salesassembly.com/member-event/understanding-the-objection-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270413T120000
DTEND;TZID=America/Chicago:20270413T125000
DTSTAMP:20261027T151816Z
CREATED:20260927T142321Z
LAST-MODIFIED:20261027T151816Z
UID:10002625-1807617600-1807620600@members.salesassembly.com
SUMMARY:Developing Confidence and Trust
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Developing Confidence and Trust\, part of the Objection Handling certification. \n\n\n\nThis program focuses on building credibility and composure in the face of resistance. Participants learn to manage tone\, body language\, and messaging to reassure buyers while staying in control of the conversation. The emphasis is on shifting from defensive reactions to thoughtful responses that foster trust and strengthen influence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nValidate\, Story\, Verify: thank them for raising it\, share a peer’s story\, then confirm you addressed it.\n\n\n\nLet customers do the convincing: use Feel/Felt/Found so a peer’s experience builds trust\, not your claims.\n\n\n\nMake the customer the hero: drop the “I” and “we” language from your stories.\n\n\n\nRead the stage: the same objection means a brush-off early\, a value gap mid-funnel and often a buying signal late.\n\n\n\nThree stories ready to go: write one for each of your most common objections.\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\n129 attended ◦ 4.42/5 average rating \n\n\n\n“I loved this session as it applies to all sales people no matter what role. Huge takeaways today\,” Account Manager \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/developing-confidence-and-trust-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Developing-Confidence-and-Trust.png
LOCATION:https://members.salesassembly.com/member-event/developing-confidence-and-trust-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270414T110000
DTEND;TZID=America/Chicago:20270414T115000
DTSTAMP:20261026T203836Z
CREATED:20260927T160114Z
LAST-MODIFIED:20261026T203836Z
UID:10002634-1807700400-1807703400@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-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-De-escalating-Customers.png
LOCATION:https://members.salesassembly.com/member-event/de-escalating-customers-8/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270414T120000
DTEND;TZID=America/Chicago:20270414T125000
DTSTAMP:20261026T204538Z
CREATED:20260927T164113Z
LAST-MODIFIED:20261026T204538Z
UID:10002637-1807704000-1807707000@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-7/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Escalation-Process-Management-and-Best-Practices.png
LOCATION:https://members.salesassembly.com/member-event/escalation-process-management-and-best-practices-7/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270420T110000
DTEND;TZID=America/Chicago:20270420T115000
DTSTAMP:20261026T192244Z
CREATED:20260928T160202Z
LAST-MODIFIED:20261026T192244Z
UID:10002664-1808218800-1808221800@members.salesassembly.com
SUMMARY:Getting Past the Initial No
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Getting Past the Initial No\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on turning the reflexive brush-off into a real conversation. Participants learn to handle common responses like “not interested\,” “send me info\,” and “we already use someone” in a way that lowers resistance instead of pushing harder. They also practice using curiosity and short questions to uncover what’s behind the brush-off. Emphasis is on keeping cold conversations alive long enough to find a real fit. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe common brush-offs: handle “not interested\,” “send me info\,” and “we already use someone” without pushing harder.\n\n\n\nLower resistance: respond in a way that lowers the prospect’s guard instead of raising it.\n\n\n\nCuriosity and short questions: uncover what’s really behind the brush-off.\n\n\n\nKeep it alive: stay in the conversation long enough to find out if there’s a real fit.\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/getting-past-the-initial-no-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Getting-Past-the-Initial-No.png
LOCATION:https://members.salesassembly.com/member-event/getting-past-the-initial-no-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270420T120000
DTEND;TZID=America/Chicago:20270420T125000
DTSTAMP:20261026T192702Z
CREATED:20260928T135241Z
LAST-MODIFIED:20261026T192702Z
UID:10002660-1808222400-1808225400@members.salesassembly.com
SUMMARY:Building Your Prospecting Routine
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Building Your Prospecting Routine\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on building the daily routine and mindset that keep cold prospecting going over time. Participants learn to time-block prospecting hours\, set activity targets tied to pipeline goals\, and protect that time from competing priorities. They also build follow-up discipline and practical habits for bouncing back from rejection. Emphasis is on making consistent prospecting a habit\, not a willpower battle. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nTime-blocked prospecting: put prospecting hours on the calendar and protect them from competing priorities.\n\n\n\nTargets tied to pipeline: set activity targets that connect directly to your pipeline goals.\n\n\n\nFollow-up discipline: build the habit of following up instead of letting outreach go stale.\n\n\n\nBouncing back from rejection: practical habits that keep you dialing after a run of no’s.\n\n\n\nHabit\, not willpower: make consistent prospecting part of the day\, not a battle with motivation.\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/building-your-prospecting-routine/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Building-Your-Prospecting-Routine.png
LOCATION:https://members.salesassembly.com/member-event/building-your-prospecting-routine/
END:VEVENT
END:VCALENDAR