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DTSTART;TZID=America/Chicago:20270601T100000
DTEND;TZID=America/Chicago:20270601T105000
DTSTAMP:20261026T194026Z
CREATED:20260912T170445Z
LAST-MODIFIED:20261026T194026Z
UID:10002491-1811844000-1811847000@members.salesassembly.com
SUMMARY:Prospecting the C-Suite
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Prospecting the C-Suite\, part of the Complex Selling certification. \n\n\n\nThis program focuses on earning executive attention through relevant\, high-impact outreach. Participants learn how to craft concise\, insight-driven messages\, use AI to uncover account triggers\, and apply a repeatable framework for C-suite engagement. Emphasis is on credibility\, personalization\, and precision that breaks through inbox noise. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour research prompts\, in order: the CEO’s objectives\, your buyer’s problem\, their status quo and the cost of inaction.\n\n\n\nStart at the CEO: anchor outreach to what the executive publicly committed to this year.\n\n\n\nBeat the mental spam filter: 1 to 2 word subject lines\, 5th-grade reading level and preview text about them.\n\n\n\nCount your we’s: every I\, we and company name is another reason to delete.\n\n\n\nThe Problem Prompter email: Saw\, not sure if\, another customer story\, open to hearing how?\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\n274 attended ◦ 4.81/5 average rating \n\n\n\n“She was absolutely brilliant. I will be in every one of Jen’s sessions going forward.” 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/prospecting-the-c-suite-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Complex-Selling_-Prospecting-the-C-Suite.png
LOCATION:https://members.salesassembly.com/member-event/prospecting-the-c-suite-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270601T110000
DTEND;TZID=America/Chicago:20270601T115000
DTSTAMP:20261026T195230Z
CREATED:20260912T172007Z
LAST-MODIFIED:20261026T195230Z
UID:10002494-1811847600-1811850600@members.salesassembly.com
SUMMARY:Building the Case for Change
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Building the Case for Change\, part of the Complex Selling certification. \n\n\n\nThis program focuses on helping executives connect inaction to business risk. Participants learn to identify cost-of-inaction drivers\, quantify lost opportunity\, and construct a narrative that motivates change. Emphasis is on creating urgency rooted in data and insight — not pressure — so decisions feel both logical and necessary. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCost of inaction\, not ROI: show what their current approach is quietly costing them.\n\n\n\nFour ingredients: problem propensity\, alternatives without you\, why their status quo made sense\, and the unintended consequence.\n\n\n\nMake the case for their status quo first: then show what changed that broke the original math.\n\n\n\nLet them size it: when the buyer runs the math\, they own the number.\n\n\n\nTwo jobs\, in order: buyers decide the problem is worth solving now before they pick a partner.\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\n225 attended ◦ 4.63/5 average rating \n\n\n\n“The cost of inaction through AI was very cool.” Mid-Market 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-the-case-for-change-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Complex-Selling_-Building-the-Case-for-Change.png
LOCATION:https://members.salesassembly.com/member-event/building-the-case-for-change-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270602T100000
DTEND;TZID=America/Chicago:20270602T105000
DTSTAMP:20261027T153656Z
CREATED:20260922T114610Z
LAST-MODIFIED:20261027T153656Z
UID:10002548-1811930400-1811933400@members.salesassembly.com
SUMMARY:Territory Exhaustion
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Territory Exhaustion\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on maximizing results within a territory before expanding to new accounts. Participants learn strategies to fully engage existing prospects\, deepen penetration into target accounts\, and identify overlooked opportunities. Emphasis is on disciplined execution that ensures no potential revenue is left behind. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nExhaust before you expand: get the most out of your territory before adding new accounts.\n\n\n\nFully engage existing prospects: work the accounts you already have before chasing new ones.\n\n\n\nGo deeper in target accounts: increase penetration instead of skimming the surface.\n\n\n\nFind overlooked opportunities: disciplined execution so no potential revenue is left behind.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n46 attended ◦ 4.62/5 average rating \n\n\n\n“Really engaging!” 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/territory-exhaustion-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Territory-Exhaustion.png
LOCATION:https://members.salesassembly.com/member-event/territory-exhaustion-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270602T110000
DTEND;TZID=America/Chicago:20270602T115000
DTSTAMP:20261027T153842Z
CREATED:20260922T100431Z
LAST-MODIFIED:20261027T153842Z
UID:10002542-1811934000-1811937000@members.salesassembly.com
SUMMARY:Co-Selling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Co-Selling\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on collaborating across sales\, marketing\, customer success\, and leadership to engage complex accounts. Participants learn how to align goals\, divide responsibilities\, and execute coordinated strategies. Emphasis is on partnership-driven execution that accelerates deal success and pipeline velocity. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSell as a team: bring in marketing\, customer success and leadership on complex accounts.\n\n\n\nAlign goals up front: get everyone working the account toward the same outcome.\n\n\n\nDivide responsibilities: clear roles so each person knows their part of the play.\n\n\n\nCoordinated execution: run a joint strategy that moves deals and pipeline faster.\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\n74 attended ◦ 4.38/5 average rating \n\n\n\n“Great session with applicable advice. Planning to focus on referral and use the “5 Steps to Effectively Leading your Team” plan.” SVP 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/co-selling-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Co-Selling.png
LOCATION:https://members.salesassembly.com/member-event/co-selling-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270603T100000
DTEND;TZID=America/Chicago:20270603T105000
DTSTAMP:20261027T161302Z
CREATED:20260924T085447Z
LAST-MODIFIED:20261027T161302Z
UID:10002551-1812016800-1812019800@members.salesassembly.com
SUMMARY:Creating and Utilizing Mutual Success Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Creating and Utilizing Mutual Success Plans\, part of the Relationship Management certification. \n\n\n\nThis program focuses on co-creating measurable success plans that align customer and seller goals. Participants learn to structure plans\, define milestones\, and ensure accountability on both sides. The emphasis is on using success planning templates to drive adoption\, retention\, and long-term growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour parts to every plan: a North Star with success metrics\, named stakeholders\, milestones with risks\, and value proof.\n\n\n\nMetrics in their language: if the success metrics only live in your CRM\, the customer doesn’t own the plan.\n\n\n\nLaunch after fit\, before complexity: start the plan right after the customer confirms fit\, when attention and buy-in are highest.\n\n\n\nKill the homework objection: tell the customer most of the lift is on you and you only need them on 2 or 3 things.\n\n\n\nSend it as the recap: sharing the plan after the meeting earns you the right to multi-thread and set a cadence.\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\n97 attended ◦ 4.67/5 average rating \n\n\n\n“Kemyell is so engaging. Really enjoy listening to her and her energy.” Renewals 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/creating-and-utilizing-mutual-success-plans-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Creating-and-Utilizing-Mutual-Success-Plans.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-utilizing-mutual-success-plans-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270603T110000
DTEND;TZID=America/Chicago:20270603T115000
DTSTAMP:20261027T161537Z
CREATED:20260924T091810Z
LAST-MODIFIED:20261027T161537Z
UID:10002554-1812020400-1812023400@members.salesassembly.com
SUMMARY:Leading Organized and Productive Customer Meetings
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Leading Organized and Productive Customer Meetings\, part of the Relationship Management certification. \n\n\n\nThis program focuses on running customer meetings that are purposeful\, engaging\, and action-oriented. Participants learn agenda setting\, facilitation techniques\, and strategies for summarizing next steps. The emphasis is on preparation and follow-through to build consistency and deliver value in every conversation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMake every meeting CLEAR: Cancel\, Lay the contract\, Execute\, Assign\, Recap.\n\n\n\nCancel when there’s no outcome: giving time back earns you more meetings than it costs.\n\n\n\nCap it at three: limit the agenda to 3 items and lead with the one that matters most.\n\n\n\nAssign before moving on: lock in who does what by when before the next topic.\n\n\n\nSave 10 minutes to recap: recall drops to 50% within an hour\, so send bullets the same day.\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\n106 attended ◦ 4.71/5 average rating \n\n\n\n“She was a fantastic presenter! I look forward to seeing more of her presentations!” Project 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/leading-organized-and-productive-customer-meetings-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Leading-Organized-and-Productive-Customer-Meetings.png
LOCATION:https://members.salesassembly.com/member-event/leading-organized-and-productive-customer-meetings-9/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270608T100000
DTEND;TZID=America/Chicago:20270608T105000
DTSTAMP:20261027T160509Z
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
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Getting-Clarity_-Budget-Timeline-and-Pain.png
LOCATION:https://members.salesassembly.com/member-event/getting-clarity-budget-timeline-and-pain-10/
END:VEVENT
BEGIN:VEVENT
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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270609T100000
DTEND;TZID=America/Chicago:20270609T105000
DTSTAMP:20261027T165828Z
CREATED:20260924T143447Z
LAST-MODIFIED:20261027T165828Z
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/
END:VEVENT
BEGIN:VEVENT
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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270615T100000
DTEND;TZID=America/Chicago:20270615T105000
DTSTAMP:20261026T201143Z
CREATED:20260912T174009Z
LAST-MODIFIED:20261026T201143Z
UID:10002497-1813053600-1813056600@members.salesassembly.com
SUMMARY:Facilitating Status-Quo-Busting Discovery
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Facilitating Status-Quo-Busting Discovery\, part of the Complex Selling certification. \n\n\n\nThis program focuses on leading discovery that challenges current assumptions and reveals unseen risks. Participants learn to develop a point of view that provokes thought\, structure a two-way conversation that builds trust\, and uncover insights that reframe the problem. Emphasis is on influence through curiosity\, not presentation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nDiscovery before discovery: five AI prompts to prep a VP+ call the way an executive thinks.\n\n\n\nSpeak at their elevation: tie the call to what the company committed to this year.\n\n\n\nName the real status quo: it’s usually a spreadsheet\, a reorg or someone on payroll\, not a competitor.\n\n\n\nInvite the correction: share what you learned\, then ask “What did I get wrong?”\n\n\n\nClose with two questions: is this worth exploring\, and is it worth exploring right now?\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\n209 attended ◦ 4.77/5 average rating \n\n\n\n“This was the single best distillation of the discovery process I have yet heard – it is far better than the onboarding instruction I was given when joining my organization.” 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/facilitating-status-quo-busting-discovery-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Complex-Selling_-Facilitating-Status-Quo-Busting-Discovery.png
LOCATION:https://members.salesassembly.com/member-event/facilitating-status-quo-busting-discovery-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270615T110000
DTEND;TZID=America/Chicago:20270615T115000
DTSTAMP:20261026T203033Z
CREATED:20260912T180152Z
LAST-MODIFIED:20261026T203033Z
UID:10002500-1813057200-1813060200@members.salesassembly.com
SUMMARY:Gaining Consensus with a Cross-Functional Buying Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Gaining Consensus with a Cross-Functional Buying Group\, part of the Complex Selling certification. \n\n\n\nThis program focuses on equipping sellers to guide multi-stakeholder alignment in complex deals. Participants learn to collaborate with champions\, secure time with diverse decision-makers\, and facilitate structured discussions that surface shared priorities. Emphasis is on orchestrating agreement that accelerates both buy-in and momentum. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSeven champion profiles: spot who will actually move the group and who just likes talking to you.\n\n\n\nTalk vs. do: look for evidence your champion has rallied someone\, not just that they take your calls.\n\n\n\nBetter qualifying questions: ask who is most skeptical of this problem and what they’d prioritize above it.\n\n\n\nGo around blockers: find a teacher who can reach them instead of pushing through.\n\n\n\nWrite the problem statement: a one-page case for change with your solution nowhere on it.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.(Source: learner takeaway)\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n171 attended ◦ 4.82/5 average rating \n\n\n\n“I am thinking through all the deals I have lost that were “heart break”… this framework gives me more answers and insights than any of the peer/management feedback I have received.” 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/gaining-consensus-with-a-cross-functional-buying-group-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Complex-Selling_-Gaining-Consensus-with-a-Cross-Functional-Buying-Group.png
LOCATION:https://members.salesassembly.com/member-event/gaining-consensus-with-a-cross-functional-buying-group-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270616T100000
DTEND;TZID=America/Chicago:20270616T105000
DTSTAMP:20261026T175216Z
CREATED:20260918T182127Z
LAST-MODIFIED:20261026T175216Z
UID:10002515-1813140000-1813143000@members.salesassembly.com
SUMMARY:Expansion Planning and Execution
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Expansion Planning and Execution\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on a structured framework for recognizing and activating expansion opportunities. Participants learn to assess account maturity\, uncover whitespace\, and align cross-functional resources. Emphasis is on positioning new offerings in ways that match evolving customer needs and drive timely growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA structured expansion framework: a repeatable way to recognize and act on expansion opportunities.\n\n\n\nAccount maturity first: assess where the account is before you push for growth.\n\n\n\nFind the whitespace: uncover where the customer could get more value that they aren’t getting today.\n\n\n\nLine up your own team: align cross-functional resources behind the expansion plan.\n\n\n\nFit the offer to the moment: position new offerings around how the customer’s needs are changing\, so growth lands on time.\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\n117 attended ◦ 4.14/5 average rating \n\n\n\n“Loved the new business vs existing business conversation. Two completely different sides of sales\, and there are certain ways to approach both to get the result you’re after.” National 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/expansion-planning-and-execution/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Expansion-Planning-and-Execution.png
LOCATION:https://members.salesassembly.com/member-event/expansion-planning-and-execution/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270616T230000
DTEND;TZID=America/Chicago:20270616T235000
DTSTAMP:20261026T175650Z
CREATED:20260918T184437Z
LAST-MODIFIED:20261026T175650Z
UID:10002518-1813186800-1813189800@members.salesassembly.com
SUMMARY:Internal Champion Development
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Internal Champion Development\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on identifying and nurturing champions within customer organizations. Participants learn to build authentic relationships\, equip champions to advocate effectively\, and sustain their influence throughout the sales cycle. Emphasis is on creating internal advocates who drive momentum and credibility. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSpot the real champion: identify who inside the customer can and will advocate for you.\n\n\n\nBuild it honestly: earn champions through authentic relationships\, not transactional asks.\n\n\n\nEquip them to advocate: give champions what they need to make the case internally.\n\n\n\nKeep their influence alive: sustain the champion’s credibility throughout the sales cycle.\n\n\n\nChampions create momentum: internal advocates are what move deals and build credibility when you’re not in the room.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n87 attended ◦ 4.44/5 average rating \n\n\n\n“Erica presented well. The information was easy to understand\, was punchy\, and had just the right amount of audience engagement. Great job.” 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/internal-champion-development-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Internal-Champion-Development.png
LOCATION:https://members.salesassembly.com/member-event/internal-champion-development-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270617T100000
DTEND;TZID=America/Chicago:20270617T105000
DTSTAMP:20261027T162230Z
CREATED:20260924T095947Z
LAST-MODIFIED:20261027T162230Z
UID:10002560-1813226400-1813229400@members.salesassembly.com
SUMMARY:Positioning Yourself as a Partner
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Positioning Yourself as a Partner\, part of the Relationship Management certification. \n\n\n\nThis program focuses on elevating the relationship beyond transactions to strategic partnership. Participants learn how to bring insights\, add value\, and guide customers through challenges. Emphasis is on building influence with tactics that establish sellers as trusted\, long-term business partners. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nShow up with PACE: Prepare with context\, Add insight\, Challenge constructively\, Extend ownership.\n\n\n\nArrive with a point of view: walk in with a hypothesis about their business to validate\, not a blank page.\n\n\n\nInsight beats information: turn a data point into a pattern and hand it back as a question.\n\n\n\nChallenge the assumption\, not the person: name the risk they haven’t\, in service of their goal\, and offer the alternative.\n\n\n\nPartnership is earned: you have it when the customer volunteers information and pulls you into planning.\n\n\n\nA learner takeaway guide with two exercises for that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n98 attended ◦ 4.63/5 average rating \n\n\n\n“The content was very engaging and the presenter did a great job making the takeaways clear. I appreciate the prompt google sheet was able to provide during the meeting for me to utilize later.” Sales 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/positioning-yourself-as-a-partner-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Positioning-Yourself-as-a-Partner.png
LOCATION:https://members.salesassembly.com/member-event/positioning-yourself-as-a-partner-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270617T110000
DTEND;TZID=America/Chicago:20270617T115000
DTSTAMP:20261027T162853Z
CREATED:20260924T093837Z
LAST-MODIFIED:20261027T162853Z
UID:10002557-1813230000-1813233000@members.salesassembly.com
SUMMARY:Mapping and Growing Customer Relationships
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Mapping and Growing Customer Relationships\, part of the Relationship Management certification. \n\n\n\nThis program focuses on evaluating the strength of customer relationships and uncovering growth opportunities. Participants learn stakeholder mapping\, risk detection\, and engagement tactics. The emphasis is on deepening relationships with champions\, users\, and executives to strengthen retention and expansion. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAudit with MAPS: Map the stakeholders\, Assess strength\, Predict risk and growth\, Strengthen engagement.\n\n\n\nFrequency is not strength: score each relationship on access\, candor and advocacy\, not how often you meet.\n\n\n\nFind your coach: the person with no power who tells you where to dig is your secret weapon.\n\n\n\nEarn access through relevance: “checking in” is the worst headline you can write.\n\n\n\nRun the coverage check: would this account survive if your main contact left?\n\n\n\nA learner takeaway guide with two exercises for that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n110 attended ◦ 4.79/5 average rating \n\n\n\n“Really appreciated the time spent on engaging with the group\, blend of experience levels\, and digestibility. I definitely plan on recommending this session to CSMs at my org (and likely anything that Kemyell is leading)!” Senior Manager\, Customer Success 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/mapping-and-growing-customer-relationships-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Mapping-and-Growing-Customer-Relationships.png
LOCATION:https://members.salesassembly.com/member-event/mapping-and-growing-customer-relationships-5/
END:VEVENT
BEGIN:VEVENT
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
LOCATION:https://members.salesassembly.com/member-event/listening-for-buyer-signals-5/
END:VEVENT
BEGIN:VEVENT
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
LOCATION:https://members.salesassembly.com/member-event/disqualification-with-confidence-5/
END:VEVENT
BEGIN:VEVENT
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/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270623T110000
DTEND;TZID=America/Chicago:20270623T115000
DTSTAMP:20261027T170433Z
CREATED:20260924T152615Z
LAST-MODIFIED:20261027T170433Z
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
LOCATION:https://members.salesassembly.com/member-event/inspiring-action-with-impact-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270629T100000
DTEND;TZID=America/Chicago:20270629T105000
DTSTAMP:20261026T182323Z
CREATED:20260918T195826Z
LAST-MODIFIED:20261026T182323Z
UID:10002524-1814263200-1814266200@members.salesassembly.com
SUMMARY:Upsell Opportunity Mapping
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Upsell Opportunity Mapping\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on evaluating the full revenue potential within accounts. Participants learn to analyze usage trends\, identify product fit gaps\, and align upsell strategies with customer objectives. Emphasis is on initiating value-driven conversations with the right stakeholders to expand adoption and accelerate growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSize the whole account: evaluate the full revenue potential\, not just the next deal.\n\n\n\nRead the usage: analyze usage trends to see where the next opportunity is.\n\n\n\nFind the fit gaps: identify where your product isn’t yet covering what the customer needs.\n\n\n\nTie upsell to their goals: align every upsell strategy with the customer’s own objectives.\n\n\n\nRight conversation\, right people: start value-driven conversations with the stakeholders who can expand adoption.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n132 attended ◦ 4.27/5 average rating \n\n\n\n“It was very informative and I liked it got straight to the point.” System Administrator – Revenue Operations \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/upsell-opportunity-mapping-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Upsell-Opportunity-Mapping.png
LOCATION:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270629T230000
DTEND;TZID=America/Chicago:20270629T235000
DTSTAMP:20261026T183015Z
CREATED:20260918T194038Z
LAST-MODIFIED:20261026T183015Z
UID:10002521-1814310000-1814313000@members.salesassembly.com
SUMMARY:Reframing Customer Concerns
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Reframing Customer Concerns\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on transforming objections or hesitation into productive dialogue. Participants learn to validate concerns\, reframe them through a value lens\, and position expansion as the solution to bigger challenges. Emphasis is on collaboration that builds buyer confidence and creates momentum for growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nObjections become dialogue: turn hesitation into a productive conversation instead of a standoff.\n\n\n\nValidate first: acknowledge the concern before you try to answer it.\n\n\n\nReframe through value: look at the concern through the lens of what the customer is trying to achieve.\n\n\n\nExpansion as the answer: position expansion as the solution to the bigger challenge behind the concern.\n\n\n\nCollaborate to build confidence: work through it together so the buyer gains confidence and the deal gains momentum.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n90 attended ◦ 4.33/5 average rating \n\n\n\n“Fantastic content that can be leveraged right away!” Customer Service 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/reframing-customer-concerns-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Reframing-Customer-Concerns.png
LOCATION:https://members.salesassembly.com/member-event/reframing-customer-concerns-5/
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