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CREATED:20260917T145047Z
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UID:10002503-1809511200-1809514200@members.salesassembly.com
SUMMARY:Top Discovery Questions that Get Deals Done
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Top Discovery Questions that Get Deals Done\, part of the Deal Management certification. \n\n\n\nThis program focuses on mastering discovery strategies that uncover deal gaps and align buyers to fill them. Participants learn how to transform prospects into problem-solving partners by deploying a Discovery Roadmap\, asking curiosity-driven questions\, and quantifying outcomes to build urgency and trust. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA three-stage discovery road map: find and frame the problem\, build consensus\, then paint the future state.\n\n\n\nNumbers\, names and dates: don’t leave a problem until you have a cost\, their internal project name and a deadline.\n\n\n\nInvite the skeptic early: ask who might disagree so your champion isn’t fighting the friction alone.\n\n\n\nDirected\, not leading questions: let buyers reach your value themselves\, because they believe what they tell themselves.\n\n\n\nA problem statement built live: draft it on screen with the buyer and fill in their numbers as they react.\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\n124 attended ◦ 4.56/5 average rating \n\n\n\n“Great discovery questions shared and loved the Discovery Scorecard. Going to review to see if we should add anything from this resource to our current company Discovery scorecard.” Director 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/top-discovery-questions-that-get-deals-done-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Top-Discovery-Questions-that-Get-Deals-Done.png
LOCATION:https://members.salesassembly.com/member-event/top-discovery-questions-that-get-deals-done-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270505T110000
DTEND;TZID=America/Chicago:20270505T115000
DTSTAMP:20261026T205924Z
CREATED:20260917T153948Z
LAST-MODIFIED:20261026T205924Z
UID:10002509-1809514800-1809517800@members.salesassembly.com
SUMMARY:Cutting Slipped Deals with Mutual Action Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Cutting Slipped Deals with Mutual Action Plans\, part of the Deal Management certification. \n\n\n\nThis program focuses on why deals stall and how to prevent it with a simple yet powerful tool. Participants learn to replace vague “next steps” with clear\, actionable plans buyers commit to\, guiding them from first call through go-live while eliminating friction points that derail 80% of deals before signing. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA five-step mutual action plan: map the buying process\, roll tasks into epics\, adapt it live\, anchor and backdate\, then run it like an exec.\n\n\n\nWhy before how: sell the business case first\, because buyers won’t take a plan seriously until they’re sold on the why.\n\n\n\nRun a pre-mortem: list how you’d lose the deal\, then turn each answer into a step in the plan.\n\n\n\nAnchor to their date\, not yours: find the event that already exists in the buyer’s world and backdate every step from it.\n\n\n\nEdit the plan live with your champion: commitment comes from co-authoring it\, not presenting it.\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\n158 attended ◦ 4.72/5 average rating \n\n\n\n“Really liked the “How to Lose a Deal” and then the following slide… to contrast the difference and make it easy to understand what you need to focus on.” Senior Director of Global Sales 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/cutting-slipped-deals-with-mutual-action-plans-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Cutting-Slipped-Deals-with-Mutual-Action-Plans.png
LOCATION:https://members.salesassembly.com/member-event/cutting-slipped-deals-with-mutual-action-plans-5/
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DTSTART;TZID=America/Chicago:20270519T100000
DTEND;TZID=America/Chicago:20270519T105000
DTSTAMP:20261026T212349Z
CREATED:20260917T151653Z
LAST-MODIFIED:20261026T212349Z
UID:10002506-1810720800-1810723800@members.salesassembly.com
SUMMARY:Creating and Sustaining Authentic Buying Urgency
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Creating and Sustaining Authentic Buying Urgency\, part of the Deal Management certification. \n\n\n\nThis program focuses on replacing artificial deadlines with urgency that executives respect. Participants learn to uncover compelling events\, calculate cost-of-delay scenarios\, and craft magnetic messaging that reframes long-standing pains. The emphasis is on building urgency that feels natural and motivates buyers to act. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe urgency formula: dissatisfaction\, vision and a clear path\, divided by priority\, where any zero kills the deal.\n\n\n\nA problem statement in their words: put estimated numbers in brackets so the buyer corrects you with real data.\n\n\n\nTie to a top priority: use the exact words leadership already uses for their number one initiative.\n\n\n\nFollow-ups that pull\, not push: “you’re ahead of schedule\, 3 items left” beats “just checking in.”\n\n\n\nA sound bite your champion can repeat: because of the change\, now is the time to act\, so they get the upside and avoid the downside.\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\n102 attended ◦ 4.75/5 average rating \n\n\n\n“Love the formula\, the movie soundbite analogies and the problem statement framework!” Director 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/creating-and-sustaining-authentic-buying-urgency-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Creating-and-Sustaining-Authentic-Buying-Urgency.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-sustaining-authentic-buying-urgency-5/
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DTSTART;TZID=America/Chicago:20270519T110000
DTEND;TZID=America/Chicago:20270519T115000
DTSTAMP:20261026T212540Z
CREATED:20260918T152311Z
LAST-MODIFIED:20261026T212540Z
UID:10002512-1810724400-1810727400@members.salesassembly.com
SUMMARY:Going wide Early: Multithreading in the Mid-Funnel
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Going Wide Early: Multithreading in the Mid-Funnel\, part of the Deal Management certification. \n\n\n\nThis program focuses on navigating complex buying committees and aligning competing priorities. Participants learn to connect stakeholder goals\, leverage the “Three T’s” to empower champions as internal sellers\, and identify the right contacts to engage — ensuring influence expands without overwhelming the buying process. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA Minimum Viable Committee: just enough influence to move the deal\, because more contacts means more ways to stall.\n\n\n\nThe four threads in order: problem owner\, then the influencer\, then the skeptic\, then security\, legal\, IT and procurement.\n\n\n\nFind the real influencer: ask “on your last important project\, who did you turn to first?” and match the answers.\n\n\n\nDraw skeptics in early: name their concern and ask for their input before they work against you behind the scenes.\n\n\n\nForwardable emails: write short notes your champion can send\, because people answer people they know.\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 ◦ 4.60/5 average rating \n\n\n\n“Love the templates and angles for addressing skeptics/detractors.” 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/going-wide-early-multithreading-in-the-mid-funnel-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Going-wide-Early_-Multithreading-in-the-Mid-Funnel.png
LOCATION:https://members.salesassembly.com/member-event/going-wide-early-multithreading-in-the-mid-funnel-5/
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