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CREATED:20260924T121559Z
LAST-MODIFIED:20261027T160509Z
UID:10002563-1812448800-1812451800@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-10/
CATEGORIES:Certifications
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LOCATION:https://members.salesassembly.com/member-event/getting-clarity-budget-timeline-and-pain-10/
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DTSTART;TZID=America/Chicago:20270608T110000
DTEND;TZID=America/Chicago:20270608T115000
DTSTAMP:20261027T160111Z
CREATED:20260924T134048Z
LAST-MODIFIED:20261027T160111Z
UID:10002569-1812452400-1812455400@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-5/
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-5/
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DTSTART;TZID=America/Chicago:20270622T100000
DTEND;TZID=America/Chicago:20270622T105000
DTSTAMP:20261027T161055Z
CREATED:20260924T125759Z
LAST-MODIFIED:20261027T161055Z
UID:10002566-1813658400-1813661400@members.salesassembly.com
SUMMARY:Listening for Buyer Signals
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Listening for Buyer Signals\, part of the Qualification certification. \n\n\n\nParticipants learn how to pick up on both verbal and non-verbal signals that indicate real interest or disengagement. Includes techniques for reading between the lines\, clarifying ambiguous responses\, and distinguishing curiosity from intent. The goal is to qualify based on behavior\, not just what is said. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour signal types: verbal\, emotional\, behavioral and risk\, each read as positive or negative.\n\n\n\nWatch what they do: catch the places where a buyer’s words and actions don’t match.\n\n\n\nRespond to the signal: build momentum on positive signals and re-diagnose instead of pitching on negative ones.\n\n\n\nFour champion tests: access\, influence\, commitment and personal win show whether you have a coach or a champion.\n\n\n\nListen like Grandma\, verify like Larry David: stay curious enough to be trusted and skeptical enough to avoid happy ears.\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\n115 attended ◦ 4.61/5 average rating \n\n\n\n“Great speaker\, content\, pace and tone. Really enjoyed the session” VP\, Local Commercial (B2B) \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/listening-for-buyer-signals-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Listening-for-Buyer-Signals.png
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DTSTART;TZID=America/Chicago:20270622T110000
DTEND;TZID=America/Chicago:20270622T115000
DTSTAMP:20261027T160257Z
CREATED:20260924T140727Z
LAST-MODIFIED:20261027T160257Z
UID:10002572-1813662000-1813665000@members.salesassembly.com
SUMMARY:Disqualification with Confidence
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Disqualification with Confidence\, part of the Qualification certification. \n\n\n\nSellers learn when and how to exit deals that are unlikely to convert. Includes language for professional disengagement\, how to preserve future opportunity\, and how to free up time to focus on high-probability prospects. Helps reps gain confidence in saying no\, while maintaining credibility and respect. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOpinion vs. evidence: score deals on what the buyer has done\, not what they said.\n\n\n\nDisqualifying is a skill: qualifying out protects the time that wins your real deals.\n\n\n\nFour failure points: no economic buyer access\, a coach instead of a champion\, pain without a number\, and silence.\n\n\n\nPain without a number is just a complaint: quantify the cost of doing nothing and tie it to a deadline.\n\n\n\nThe force-clarity talk: five steps to drive a stalled deal to a clean yes or no.\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 ◦ 4.56/5 average rating \n\n\n\n“I liked the “forcing clarity” section. Good\, practical advice for finding out where things stand.” 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/disqualification-with-confidence-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Disqualification-with-Confidence.png
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