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DTSTART;TZID=America/Chicago:20270504T110000
DTEND;TZID=America/Chicago:20270504T115000
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CREATED:20260927T171031Z
LAST-MODIFIED:20261026T204733Z
UID:10002648-1809428400-1809431400@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-4/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Proactive-Expectation-Management.png
LOCATION:https://members.salesassembly.com/member-event/proactive-expectation-management-4/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270504T120000
DTEND;TZID=America/Chicago:20270504T125000
DTSTAMP:20261026T205006Z
CREATED:20260927T174503Z
LAST-MODIFIED:20261026T205006Z
UID:10002651-1809432000-1809435000@members.salesassembly.com
SUMMARY:Recovering and Rebuilding At-Risk Relationships
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Recovering and Rebuilding At-Risk Relationships\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on what happens after the escalation is closed\, when the issue is resolved but the trust is not. Participants learn to reset the relationship honestly\, rebuild credibility through small visible commitments\, and decide when to involve executives or renegotiate the working relationship. Emphasis is on converting a recovered account into a durable one rather than a quietly fragile one. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAfter the escalation closes: the issue can be resolved while the trust still isn’t.\n\n\n\nReset honestly: be straight with the customer about what happened and where things stand.\n\n\n\nSmall\, visible commitments: rebuild credibility by making and keeping promises the customer can see.\n\n\n\nKnow when to bring in executives: decide when to involve leadership or renegotiate the working relationship.\n\n\n\nDurable\, not quietly fragile: turn a recovered account into one that will actually last.\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/recovering-and-rebuilding-at-risk-relationships/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Recovering-and-Rebuilding-At-Risk-Relationships.png
LOCATION:https://members.salesassembly.com/member-event/recovering-and-rebuilding-at-risk-relationships/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270505T100000
DTEND;TZID=America/Chicago:20270505T105000
DTSTAMP:20261026T205519Z
CREATED:20260917T145047Z
LAST-MODIFIED:20261026T205519Z
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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270506T110000
DTEND;TZID=America/Chicago:20270506T115000
DTSTAMP:20261027T151940Z
CREATED:20260927T144506Z
LAST-MODIFIED:20261027T151940Z
UID:10002628-1809601200-1809604200@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-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Strategies-for-Overcoming-Status-Quo.png
LOCATION:https://members.salesassembly.com/member-event/strategies-for-overcoming-status-quo-9/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270506T120000
DTEND;TZID=America/Chicago:20270506T125000
DTSTAMP:20261027T152443Z
CREATED:20260927T151056Z
LAST-MODIFIED:20261027T152443Z
UID:10002631-1809604800-1809607800@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-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Navigating-the-Most-Common-Objections.png
LOCATION:https://members.salesassembly.com/member-event/navigating-the-most-common-objections-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270511T100000
DTEND;TZID=America/Chicago:20270511T105000
DTSTAMP:20261027T152657Z
CREATED:20260918T205428Z
LAST-MODIFIED:20261027T152657Z
UID:10002527-1810029600-1810032600@members.salesassembly.com
SUMMARY:Understanding the Customer Behind the Deal
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Understanding the Customer Behind the Deal\, 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\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-risking-the-sales-to-success-handoff-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Understanding-the-Customer-Behind-the-Deal.png
LOCATION:https://members.salesassembly.com/member-event/de-risking-the-sales-to-success-handoff-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270511T110000
DTEND;TZID=America/Chicago:20270511T115000
DTSTAMP:20261027T152857Z
CREATED:20260918T220603Z
LAST-MODIFIED:20261027T152857Z
UID:10002530-1810033200-1810036200@members.salesassembly.com
SUMMARY:From Customer Goals to Measurable Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for From Customer Goals to Measurable Value\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on translating what the customer is trying to accomplish into a clear definition of value that can guide the onboarding and activation experience. Participants will explore how to define what needs to be true for the customer to consider the purchase successful\, identify meaningful evidence of progress\, and work backward from those outcomes to determine what must happen along the way. \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/anchoring-onboarding-to-business-outcomes-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-From-Customer-Goals-to-Measurable-Value.png
LOCATION:https://members.salesassembly.com/member-event/anchoring-onboarding-to-business-outcomes-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270513T100000
DTEND;TZID=America/Chicago:20270513T105000
DTSTAMP:20261026T213915Z
CREATED:20260928T075426Z
LAST-MODIFIED:20261026T213915Z
UID:10002658-1810202400-1810205400@members.salesassembly.com
SUMMARY:Building a Multi-Channel Sequence
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Building a Multi-Channel Sequence\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on running a coordinated outreach sequence rather than scattered touches across channels. Participants learn which channel to use in what order\, at what cadence\, and how to time outreach to buying signals like job changes\, funding rounds\, and hiring. Emphasis is on turning multi-channel from a vague idea into a repeatable\, day-by-day play. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSurround sound prospecting: 11 to 12 touches over about 20 days\, 3 to 4 per channel\, because you don’t know which channel your buyer prefers.\n\n\n\nThe reverse voicemail: give the reason and one value point\, then say “no need to call me back” and point them to your email.\n\n\n\nRule of three for email: keep subjects under five words and cap each thread at three messages\, then start fresh with a new angle.\n\n\n\nVideo as a trailer: send a written message first\, then a 35 to 45 second video with one reason\, one value point and one ask.\n\n\n\nBeyond the big three: events\, direct mail\, referrals and webinars are often what actually breaks an account open.\n\n\n\nA learner takeaway guide with two exercises for that week: rebuild one sequence as surround sound and write a one-question email.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n111 attended ◦ 4.68/5 average rating \n\n\n\n“No need to call me back and referencing email is gold.” 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/building-a-multi-channel-sequence-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Building-a-Multi-Channel-Sequence.png
LOCATION:https://members.salesassembly.com/member-event/building-a-multi-channel-sequence-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270513T110000
DTEND;TZID=America/Chicago:20270513T115000
DTSTAMP:20261026T214056Z
CREATED:20260928T173121Z
LAST-MODIFIED:20261026T214056Z
UID:10002670-1810206000-1810209000@members.salesassembly.com
SUMMARY:Social Selling and LinkedIn Prospecting
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Social Selling and LinkedIn Prospecting\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on using LinkedIn presence and engagement to open warm conversations at scale. Participants learn to build credibility through visible activity\, use personalized video and voice messages where text falls flat\, and apply research and tools to personalize quickly. Emphasis is on relevance at volume\, without spending an hour per prospect. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCurator over creator: you don’t need original posts; share articles\, comment and send insights the way you already do in real life.\n\n\n\nFind active buyers: use the Sales Nav “Posted in Last 30 Days” filter with your target titles instead of scrolling.\n\n\n\nLike now\, comment later: like target posts through the week\, then batch thoughtful comments from your Reactions feed in one blocked hour.\n\n\n\nNon-pitch touchpoints: send a podcast\, an article or a job-change congrats instead of “just checking in.”\n\n\n\nLinkedIn Groups as a DM channel: message group members directly with insights\, no InMail credits needed.\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\n104 attended ◦ 4.62/5 average rating \n\n\n\n“This is the first session I attended with Morgan and I was so engaged and attentive. He knows how to keep the attention of an audience making you crave the knowledge he shares.” Territory Sales 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/social-selling-and-linkedin-prospecting-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Social-Selling-and-LinkedIn-Prospecting.png
LOCATION:https://members.salesassembly.com/member-event/social-selling-and-linkedin-prospecting-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270518T100000
DTEND;TZID=America/Chicago:20270518T105000
DTSTAMP:20261027T153436Z
CREATED:20260921T021925Z
LAST-MODIFIED:20261027T153436Z
UID:10002539-1810634400-1810637400@members.salesassembly.com
SUMMARY:Account Research and Territory Planning
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Account Research and Territory Planning\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on researching accounts efficiently by uncovering triggers\, intent\, and strategic priorities. Participants learn a system to prioritize based on fit\, engagement\, and whitespace. Emphasis is on turning insights into outreach that resonates and building consistent pipeline through structured planning. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nResearch accounts efficiently: uncover the triggers\, intent and strategic priorities behind each account.\n\n\n\nA system to prioritize: rank accounts on fit\, engagement and whitespace.\n\n\n\nTurn insights into outreach: use what the research turns up to write outreach that resonates.\n\n\n\nStructured planning: build pipeline consistently instead of in bursts.\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\n72 attended ◦ 4.45/5 average rating \n\n\n\n“Loved the supplied prompt document \, An amazing takeaway!” Sales 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/account-research-and-territory-planning-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Account-Research-and-Territory-Planning.png
LOCATION:https://members.salesassembly.com/member-event/account-research-and-territory-planning-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270518T110000
DTEND;TZID=America/Chicago:20270518T115000
DTSTAMP:20261027T153542Z
CREATED:20260922T112147Z
LAST-MODIFIED:20261027T153542Z
UID:10002545-1810638000-1810641000@members.salesassembly.com
SUMMARY:Persona-Centric Messaging
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Persona-Centric Messaging\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on crafting tailored messages that align with the goals and challenges of executives\, managers\, and key influencers. Participants learn practical frameworks and templates to personalize at scale without losing efficiency. Emphasis is on creating relevant\, compelling outreach that resonates across buyer personas. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMessage by persona: match outreach to the goals and challenges of executives\, managers and key influencers.\n\n\n\nPractical frameworks and templates: tools for writing tailored messages without starting from scratch.\n\n\n\nPersonalize at scale: tailor outreach without losing efficiency.\n\n\n\nRelevant across the buying group: write outreach that lands with each buyer persona.\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\n98 attended ◦ 4.76/5 average rating \n\n\n\n“The training and tools are actionable\, appreciate the time dedicated to building persona driven messages.” 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/persona-centric-messaging-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Persona-Centric-Messaging.png
LOCATION:https://members.salesassembly.com/member-event/persona-centric-messaging-5/
END:VEVENT
BEGIN:VEVENT
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/
END:VEVENT
BEGIN:VEVENT
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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270525T100000
DTEND;TZID=America/Chicago:20270525T105000
DTSTAMP:20261027T153201Z
CREATED:20260921T003448Z
LAST-MODIFIED:20261027T153201Z
UID:10002536-1811239200-1811242200@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-2/
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-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270525T110000
DTEND;TZID=America/Chicago:20270525T115000
DTSTAMP:20261027T153255Z
CREATED:20260920T235920Z
LAST-MODIFIED:20261027T153255Z
UID:10002533-1811242800-1811245800@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-2/
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-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270527T100000
DTEND;TZID=America/Chicago:20270527T105000
DTSTAMP:20261026T214254Z
CREATED:20260928T174959Z
LAST-MODIFIED:20261026T214254Z
UID:10002673-1811412000-1811415000@members.salesassembly.com
SUMMARY:Strategic Prospecting Into Target Accounts
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Strategic Prospecting Into Target Accounts\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on getting into priority named accounts that have not responded to single-threaded outreach. Participants learn to find the right entry points\, reach several contacts at once with a coherent story\, and build momentum across an account. Emphasis is on prospecting-stage account entry\, distinct from mid-deal multithreading. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nPriority accounts that went quiet: get into named accounts that haven’t responded to single-threaded outreach.\n\n\n\nThe right entry points: find who to approach first inside the account.\n\n\n\nSeveral contacts\, one story: reach multiple people at once with a message that hangs together.\n\n\n\nMomentum before the deal: build traction across the account at the prospecting stage\, not mid-deal.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\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/strategic-prospecting-into-target-accounts-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Strategic-Prospecting-Into-Target-Accounts.png
LOCATION:https://members.salesassembly.com/member-event/strategic-prospecting-into-target-accounts-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270527T110000
DTEND;TZID=America/Chicago:20270527T115000
DTSTAMP:20261026T214542Z
CREATED:20260928T180804Z
LAST-MODIFIED:20261026T214542Z
UID:10002676-1811415600-1811418600@members.salesassembly.com
SUMMARY:Warm and Referral-Sourced Prospecting
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Warm and Referral-Sourced Prospecting\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on the warmest pipeline available and most often ignored — referrals\, introductions\, and past relationships. Participants learn to generate referrals systematically\, re-engage former champions who have moved roles\, and revisit closed- lost deals and dormant prospects. Emphasis is on working the warmest paths in before going cold. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nWarm paths first: work referrals\, introductions and past relationships before going cold.\n\n\n\nReferrals on purpose: generate referrals systematically instead of waiting for them.\n\n\n\nFormer champions: re-engage past champions who have moved to new roles.\n\n\n\nClosed-lost and dormant deals: revisit old opportunities and quiet prospects as a pipeline source.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\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/warm-and-referral-sourced-prospecting-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Warm-and-Referral-Sourced-Prospecting.png
LOCATION:https://members.salesassembly.com/member-event/warm-and-referral-sourced-prospecting-2/
END:VEVENT
END:VCALENDAR