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UID:10002575-1812535200-1812538200@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-12/
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-12/
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DTSTART;TZID=America/Chicago:20270609T110000
DTEND;TZID=America/Chicago:20270609T115000
DTSTAMP:20261027T170057Z
CREATED:20260924T145155Z
LAST-MODIFIED:20261027T170057Z
UID:10002578-1812538800-1812541800@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“Loved this! I know my clients will appreciate the connection to branding & picturing how this will benefit their websites & products going forward. Thanks again!” Performance 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-13/
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-13/
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DTSTART;TZID=America/Chicago:20270623T100000
DTEND;TZID=America/Chicago:20270623T105000
DTSTAMP:20261027T170250Z
CREATED:20260924T151017Z
LAST-MODIFIED:20261027T170250Z
UID:10002581-1813744800-1813747800@members.salesassembly.com
SUMMARY:Telling Your Differentiation Story: People\, Product and Process
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Telling Your Differentiation Story: People\, Product & Process\, part of the Value Articulation certification. \n\n\n\nThis module helps sellers develop a compelling narrative around what sets their organization apart. Participants learn how to articulate competitive advantages across their team\, technology\, and methodology\, and how to tailor that message to specific prospect concerns. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA three-part differentiation story: their world\, the tension in the way\, then how your people\, product and process resolve it.\n\n\n\nClaims into transformations: if a competitor can say the same thing\, it isn’t a differentiator yet.\n\n\n\nWrite your Frodo: one sentence from the painful “from” to a better “to” that only you deliver.\n\n\n\nOpen with pattern recognition: “What we’re seeing across [role or industry] is…” before you mention your company.\n\n\n\nUnder 30 seconds: a three-sentence story that opens a deeper conversation\, not a product demo.\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 ◦ 4.55/5 average rating \n\n\n\n“Really great presentation that provides a powerful framework to tell our differentiation story.” 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/telling-your-differentiation-story-people-product-and-process-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Telling-Your-Differentiation-Story_-People-Product-Process-1.png
LOCATION:https://members.salesassembly.com/member-event/telling-your-differentiation-story-people-product-and-process-2/
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DTSTART;TZID=America/Chicago:20270623T110000
DTEND;TZID=America/Chicago:20270623T115000
DTSTAMP:20261027T170433Z
CREATED:20260924T152615Z
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UID:10002584-1813748400-1813751400@members.salesassembly.com
SUMMARY:Inspiring Action with Impact
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Inspiring Action with Impact\, part of the Value Articulation certification. \n\n\n\nThis module focuses on making a strong business case through quantifiable outcomes. Participants learn how to present cost-of-inaction scenarios\, estimate return on investment\, and deliver compelling financial justifications that move buyers forward with confidence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe pain-to-value model: work through the problem\, the consequence\, the scale and the change before you talk money.\n\n\n\nTip the teeter-totter: deals stall when change feels riskier than staying the same\, so make the cost of doing nothing visible.\n\n\n\nFind the hidden consequences: what gets delayed\, lost or exposed\, and who else feels it.\n\n\n\nSize it with fuzzy math: how many people\, how often and how long turns a nuisance into a business case.\n\n\n\nBuild ROI with the buyer: use their numbers\, keep them conservative\, then validate with finance together.\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\n67 attended ◦ 4.57/5 average rating \n\n\n\n“I liked picking an issue and going through each of the steps to build the story WITHOUT money being the focus.” Solutions Consultant \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/inspiring-action-with-impact-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Telling-Your-Differentiation-Story_-Inspiring-Action-with-Impact.png
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