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DTSTART;TZID=America/Chicago:20270706T100000
DTEND;TZID=America/Chicago:20270706T105000
DTSTAMP:20261027T154408Z
CREATED:20260925T184531Z
LAST-MODIFIED:20261027T154408Z
UID:10002611-1814868000-1814871000@members.salesassembly.com
SUMMARY:Building Credibility with Research and Social Proof
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Emily Leu for Building Credibility with Research and Social Proof\, part of the Positioning certification. \n\n\n\nThis program focuses on establishing trust early by reinforcing messages with third-party validation. Participants learn to integrate industry insights\, case studies\, and customer proof points into their positioning. Emphasis is on creating authority and relevance that buyers recognize as credible and persuasive. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThree layers of research: company triggers\, persona drivers and context clues that show what broke or got riskier.\n\n\n\nUse their exact words: a phrase a buyer keeps repeating is internal language\, so use it back with them.\n\n\n\nTransparency beats perfection: be upfront on pricing\, tradeoffs and competitors so buyers trust they’re getting the full story.\n\n\n\nAn executive POV that ends in a question: close with “Does this track with what you’re seeing internally?” so even a wrong guess starts a conversation.\n\n\n\nA micro-story library: a sortable sheet of 30-second customer stories reps can pull by problem mid-call.\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 ◦ 4.66/5 average rating \n\n\n\n“Implementing the micro story repository for the sales team to pull from in real time. This is something we chat about and use day to day\, but having that centralized so we’re all learning and pulling from the same source would be more impactful.” 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/building-credibility-with-research-and-social-proof-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Positioning_-Building-Credibility-with-Research-and-Social-Proof.png
LOCATION:https://members.salesassembly.com/member-event/building-credibility-with-research-and-social-proof-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270706T110000
DTEND;TZID=America/Chicago:20270706T115000
DTSTAMP:20261027T154730Z
CREATED:20260925T191124Z
LAST-MODIFIED:20261027T154730Z
UID:10002614-1814871600-1814874600@members.salesassembly.com
SUMMARY:Tying Value to Prospect Pain
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Emily Leu for Tying Value to Prospect Pain\, part of the Positioning certification. \n\n\n\nThis program focuses on connecting messages directly to a prospect’s challenges. Participants learn to uncover and validate pain points\, then position their solution as the most relevant path forward. Emphasis is on clarity\, empathy\, and tailoring value to ensure buyers see the solution as both urgent and essential. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe pain-to-priority ladder: four questions that climb from a workflow complaint to a priority leadership has already named.\n\n\n\nAsk the priority question directly: if you soften it\, you get vague answers you can’t take to an executive.\n\n\n\nName what you’re skipping: tell executives which capabilities you won’t cover because they don’t support their goal.\n\n\n\nTranslate features into business change: talk about what changes for the business\, not what the product does.\n\n\n\nA forwardable problem page: bottleneck\, ripple\, consequence and priority on one page your champion can share without you.\n\n\n\nA learner takeaway guide with two exercises to run on a live deal that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n156 attended ◦ 4.79/5 average rating \n\n\n\n“The last part about keeping the solution to the pain point relevant past initial sale and creating narratives that are easily shared amongst stakeholders was really great!” 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/tying-value-to-prospect-pain-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Positioning-Tying-Value-to-Prospect-Pain.png
LOCATION:https://members.salesassembly.com/member-event/tying-value-to-prospect-pain-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270707T100000
DTEND;TZID=America/Chicago:20270707T105000
DTSTAMP:20261027T143701Z
CREATED:20260924T154423Z
LAST-MODIFIED:20261027T143701Z
UID:10002587-1814954400-1814957400@members.salesassembly.com
SUMMARY:Pricing Integrity and the 4 Levers
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Pricing Integrity & The 4 Levers\, part of the Negotiation certification. \n\n\n\nThis program focuses on why traditional pricing tactics fail and how to adopt a more sustainable approach. Participants learn a simple method to present\, propose\, and negotiate terms that build trust at the deal’s goal line\, reduce discounting\, and improve forecasting accuracy by anchoring negotiations in transparency. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe four levers: volume\, timing of cash\, length of commitment and timing of the deal drive every price.\n\n\n\nTrade\, don’t give: “The more you’re willing to commit to\, the more we’ll pay you in the form of a discount.”\n\n\n\nBe a human first: ask where the discount request came from before you defend your price.\n\n\n\nKeep it simple: value each lever in fives and tens so you can say it in one breath.\n\n\n\nRetire the fake deadline: replace end-of-quarter discounts with a close date the customer chooses and holds to.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n157 attended ◦ 4.83/5 average rating \n\n\n\n“LOVE this. Haven’t heard of this concept before but it definitely makes the negotiation feel more collaborative and less awkward.” Senior 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. \n\n\n\nPlease submit your RSVP information.
URL:https://members.salesassembly.com/member-event/pricing-integrity-and-the-4-levers-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Pricing-Integrity-The-4-Levers.png
LOCATION:https://members.salesassembly.com/member-event/pricing-integrity-and-the-4-levers-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270707T110000
DTEND;TZID=America/Chicago:20270707T115000
DTSTAMP:20261027T150033Z
CREATED:20260924T162315Z
LAST-MODIFIED:20261027T150033Z
UID:10002590-1814958000-1814961000@members.salesassembly.com
SUMMARY:Addressing Common Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Common Concession Requests\, part of the Negotiation certification. \n\n\n\nThis program focuses on handling the most frequent concession requests with confidence and trust. Participants learn to apply negotiation levers to address discounts\, payment terms\, and timing requests in ways that strengthen credibility\, protect value\, and maintain momentum without eroding deal integrity. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nOne response for every request: be a human\, play all four levers\, then trade.\n\n\n\nScripts for the big three: price cuts\, monthly payments and termination for convenience.\n\n\n\nNever give it away free: say yes for nothing and you’ve told them the price isn’t the price.\n\n\n\nLet them pick the lever: name all four and let the customer negotiate their own deal.\n\n\n\nPrice to the real commitment: a three-year deal with an opt-out after year one is a one-year deal.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n179 attended ◦ 4.77/5 average rating \n\n\n\n“I sincerely wish I had heard this years ago. Thank you Todd!” VP 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/addressing-common-concession-requests-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Addressing-Common-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-common-concession-requests-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270713T100000
DTEND;TZID=America/Chicago:20270713T105000
DTSTAMP:20261027T163700Z
CREATED:20260924T172126Z
LAST-MODIFIED:20261027T163700Z
UID:10002599-1815472800-1815475800@members.salesassembly.com
SUMMARY:Renewal Strategy
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Renewal Strategy\, part of the Strategic Account Management certification. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAlign to their buying cycle: know when they build budget and evaluate vendors\, not just when your contract ends.\n\n\n\nEquip your champion: make sure the person in the budget room can explain your value in their own words and metrics.\n\n\n\nAlways-on value: report the outcomes that matter to their business all year\, not a recap three months out.\n\n\n\nSay this\, not that: “As you plan next year’s roadmap” instead of “your contract is up.”\n\n\n\nA customer buying calendar: map budget\, funding and decision windows so you know which one to influence 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\n94 attended ◦ 4.56/5 average rating \n\n\n\n“The content Pam provided is SO RICH! The framework\, the timeline and Say This Not That is something I’d hang on my wall even in the age of AI!” Revenue Enablement Program 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/renewal-strategy-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Renewal-Strategy.png
LOCATION:https://members.salesassembly.com/member-event/renewal-strategy-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270713T110000
DTEND;TZID=America/Chicago:20270713T115000
DTSTAMP:20261027T164222Z
CREATED:20260924T174236Z
LAST-MODIFIED:20261027T164222Z
UID:10002602-1815476400-1815479400@members.salesassembly.com
SUMMARY:Customer Health and Churn Mitigation
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Customer Health and Churn Mitigation\, part of the Strategic Account Management certification. \n\n\n\nThis program focuses on assessing and improving account health through structured frameworks and scorecards. Participants learn to monitor the right signals\, build engagement plans\, and act on early warning signs. Emphasis is on reducing churn risk and driving stronger customer retention outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour dimensions of account health: score every account 1 to 5 on strategic altitude\, engagement\, integration and velocity.\n\n\n\nStop trusting the green dashboard: usage and NPS lag\, while sponsor engagement and budget ownership move first.\n\n\n\nCan your champion defend the spend: a happy user without authority won’t save you in a budget meeting.\n\n\n\nTreat external shocks as risk: earnings\, layoffs\, M&A and budget freezes mean you lean in now.\n\n\n\nRe-anchor on a business outcome: tie your value to a priority leadership has declared\, in their language.\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\n86 attended ◦ 4.71/5 average rating \n\n\n\n“Loved the external factors piece – not something we actively track today from the sales side and will bring this in.” Key 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/customer-health-and-churn-mitigation-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Customer-Health-and-Churn-Mitigation.png
LOCATION:https://members.salesassembly.com/member-event/customer-health-and-churn-mitigation-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270714T100000
DTEND;TZID=America/Chicago:20270714T105000
DTSTAMP:20261026T185859Z
CREATED:20260928T072945Z
LAST-MODIFIED:20261026T185859Z
UID:10002655-1815559200-1815562200@members.salesassembly.com
SUMMARY:Anatomy of Effective Cold Calling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Anatomy of Effective Cold Calling\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on opening cold calls that earn the conversation instead of the hang- up. Participants learn to build prospect-centric openers that lead with the buyer’s world and to handle the critical first 60 seconds. They also practice tying openers to real signals so the call feels relevant from the first line. Emphasis is on turning a cold call into a real discovery conversation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nProspect-centric openers: lead with the buyer’s world\, not your pitch\, so the call earns a conversation instead of a hang-up.\n\n\n\nThe first 60 seconds: practice the critical opening minute where the prospect decides whether to keep talking.\n\n\n\nOpeners tied to real signals: connect your first line to something real so the call feels relevant right away.\n\n\n\nFrom cold call to discovery: turn the opening into a real discovery conversation\, not a rushed pitch.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n122 attended ◦ 4.66/5 average rating \n\n\n\n“Definitely going to bring these tips back to myself and my team.” 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/anatomy-of-effective-cold-calling-12/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Anatomy-of-Effective-Cold-Calling.png
LOCATION:https://members.salesassembly.com/member-event/anatomy-of-effective-cold-calling-12/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270714T110000
DTEND;TZID=America/Chicago:20270714T115000
DTSTAMP:20261026T191924Z
CREATED:20260928T165618Z
LAST-MODIFIED:20261026T191924Z
UID:10002667-1815562800-1815565800@members.salesassembly.com
SUMMARY:Writing Cold Emails That Get Replies
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Writing Cold Emails That Get Replies\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on writing short\, personalized cold emails that start conversations with prospects who have never heard of you. Participants learn proven frameworks for building messages around the buyer’s priorities and using real signals to stay relevant. They also practice tightening copy and ending every email with a single clear ask. Emphasis is on emails that are easy to read and easy to answer. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nShort and personal: write cold emails that start conversations with people who have never heard of you.\n\n\n\nProven frameworks: build each message around the buyer’s priorities instead of your product.\n\n\n\nReal signals: use real signals to keep every email relevant to the person reading it.\n\n\n\nTighter copy: practice cutting emails down so they’re easy to read and easy to answer.\n\n\n\nOne clear ask: end every email with a single\, clear ask.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n114 attended ◦ 4.47/5 average rating \n\n\n\n“Just wanted to comment that this is probably most valuable Sales Assembly session I have attended.” 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/writing-cold-emails-that-get-replies-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Writing-Cold-Emails-That-Get-Replies.png
LOCATION:https://members.salesassembly.com/member-event/writing-cold-emails-that-get-replies-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270720T100000
DTEND;TZID=America/Chicago:20270720T105000
DTSTAMP:20261027T150530Z
CREATED:20260924T165902Z
LAST-MODIFIED:20261027T150530Z
UID:10002596-1816077600-1816080600@members.salesassembly.com
SUMMARY:Addressing Advanced Concession Requests
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for Addressing Advanced Concession Requests\, part of the Negotiation certification. \n\n\n\nThis program focuses on navigating high-stakes concession requests. Participants learn how to respond to extreme discount demands\, pilot proposals\, and tough contractual terms like liability\, service levels\, or insurance. Emphasis is on applying levers strategically to balance client needs with sustainable outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nReprice\, don’t refuse: termination for convenience\, pilots and liability asks get a different price\, not a no.\n\n\n\nThen stop talking: deliver the trade and let the silence sit.\n\n\n\nCharge for the pilot: first ask what concepts still need proving\, because most POCs are a sales issue.\n\n\n\nKnow your walk-away line: when a competitor is 50 to 75% cheaper\, wish them well and leave the door open.\n\n\n\nYou earn case studies: don’t trade references or logos for discount.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n146 attended ◦ 4.75/5 average rating \n\n\n\n“Really like Todd – he’s very engaging and love all this stories/examples!” 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/addressing-advanced-concession-requests-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-Addressing-Advanced-Concession-Requests.png
LOCATION:https://members.salesassembly.com/member-event/addressing-advanced-concession-requests-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270720T110000
DTEND;TZID=America/Chicago:20270720T115000
DTSTAMP:20261027T150313Z
CREATED:20260924T164109Z
LAST-MODIFIED:20261027T150313Z
UID:10002593-1816081200-1816084200@members.salesassembly.com
SUMMARY:The Foundation for Successful Outcomes
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Todd Caponi for The Foundation for Successful Outcomes\, part of the Negotiation certification. \n\n\n\nThis program focuses on treating negotiation as a process\, not an event. Participants learn how to introduce pricing early\, position and propose with clarity\, and manage elements like price increases and lever values. Emphasis is on building a foundation that consistently leads to stronger\, more predictable outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA process\, not an event: lay your levers face up from the first pricing call so negotiation is the last mile.\n\n\n\nShare a real price range early: “You’re probably between X and Y. If that’s way off\, can we talk now?”\n\n\n\nNo fake expiry dates: put the levers in the proposal instead of a discount that teaches buyers to wait.\n\n\n\nCollaborative wins bigger: the most collaborative negotiators closed the largest deals.\n\n\n\nSend a video proposal: a 3 to 5 minute walkthrough lets buyers build consensus when you’re not in the room.\n\n\n\nA learner takeaway guide with two exercises for that week\, ready-to-use AI prompts and Todd’s four levers worksheet.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n141 attended ◦ 4.68/5 average rating \n\n\n\n“Honestly\, this presentation gave me ideas that I don’t hear from my own executives. Executing those ideas will help me be seen as a thought leader internally. Thanks\, Todd!” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/the-foundation-for-successful-outcomes-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Negotiation_-The-Foundation-for-Successful-Outcomes.png
LOCATION:https://members.salesassembly.com/member-event/the-foundation-for-successful-outcomes-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270721T100000
DTEND;TZID=America/Chicago:20270721T105000
DTSTAMP:20261027T155240Z
CREATED:20260925T195716Z
LAST-MODIFIED:20261027T155240Z
UID:10002617-1816164000-1816167000@members.salesassembly.com
SUMMARY:Positioning Through Value Delivery
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Emily Leu for Positioning Through Value Delivery\, part of the Positioning certification. \n\n\n\nThis program focuses on framing solutions around the tangible outcomes they create for customers. Participants learn to lead with impact and results instead of features\, using frameworks that align product capabilities to buyer priorities. Emphasis is on positioning value in a way that directly connects to business objectives. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe “So What?” ladder: walk any feature up from operational change to business outcome to strategic impact.\n\n\n\nThree languages for one value: write internal\, user and executive versions\, and know which room you’re in.\n\n\n\nSpot the tell: “streamline workflows” or “improve efficiency” means you’re still in product language.\n\n\n\nAnchor to dollars\, not time saved: tie value to revenue protected\, revenue gained or risk reduced.\n\n\n\nMake the first two minutes count: build the story bottom-up and deliver it top-down to executives.\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 ◦ 4.79/5 average rating \n\n\n\n“I thought the whole session was helpful and showed me I was stuck in the process of how I was selling my product this was a great learning experience for me. One of the best classes I’ve take so far!” Senior 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/positioning-through-value-delivery-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Positioning_-Positioning-Through-Value-Delivery.png
LOCATION:https://members.salesassembly.com/member-event/positioning-through-value-delivery-5/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270721T110000
DTEND;TZID=America/Chicago:20270721T115000
DTSTAMP:20261027T155705Z
CREATED:20260925T211831Z
LAST-MODIFIED:20261027T155705Z
UID:10002620-1816167600-1816170600@members.salesassembly.com
SUMMARY:Strategies to Differentiate from the Competition
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Emily Leu for Strategies to Differentiate from the Competition\, part of the Positioning certification. \n\n\n\nThis program focuses on crafting messages that make solutions stand out in competitive markets. Participants learn to compare against alternatives without negative selling and highlight unique advantages in people\, product\, and process. The emphasis is on creating distinction that resonates with buyers and reinforces why your solution wins. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe trade-off formula: situation\, two real paths\, what each costs\, then a recommendation tied to their priorities.\n\n\n\nStop making claims: “we’re better because” turns into noise. Buyers want help defending a decision.\n\n\n\nNarrow on purpose: good differentiation should make some prospects think “that’s not for me.”\n\n\n\nQuestions that surface the real trade-off: ask what would make this decision feel risky internally.\n\n\n\nStatus quo counts as a competitor: run a trade-off audit on a live deal\, including the option to do nothing.\n\n\n\nA learner takeaway guide with two exercises to run on a live deal that week.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n92 attended ◦ 4.93/5 average rating \n\n\n\n“Liked the framing – simple and memorable to implement.” Director of Frontline Engagement \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-to-differentiate-from-the-competition-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Positioning_-Strategies-to-Differentiate-from-the-Competition.png
LOCATION:https://members.salesassembly.com/member-event/strategies-to-differentiate-from-the-competition-9/
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