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DTSTART;TZID=America/Chicago:20270803T100000
DTEND;TZID=America/Chicago:20270803T105000
DTSTAMP:20261026T192400Z
CREATED:20260928T143100Z
LAST-MODIFIED:20261026T192400Z
UID:10002663-1817287200-1817290200@members.salesassembly.com
SUMMARY:Getting Past the Initial No
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Getting Past the Initial No\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on turning the reflexive brush-off into a real conversation. Participants learn to handle common responses like “not interested\,” “send me info\,” and “we already use someone” in a way that lowers resistance instead of pushing harder. They also practice using curiosity and short questions to uncover what’s behind the brush-off. Emphasis is on keeping cold conversations alive long enough to find a real fit. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe common brush-offs: handle “not interested\,” “send me info\,” and “we already use someone” without pushing harder.\n\n\n\nLower resistance: respond in a way that lowers the prospect’s guard instead of raising it.\n\n\n\nCuriosity and short questions: uncover what’s really behind the brush-off.\n\n\n\nKeep it alive: stay in the conversation long enough to find out if there’s a real fit.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/getting-past-the-initial-no/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Getting-Past-the-Initial-No.png
LOCATION:https://members.salesassembly.com/member-event/getting-past-the-initial-no/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270803T110000
DTEND;TZID=America/Chicago:20270803T115000
DTSTAMP:20261026T192743Z
CREATED:20260928T135900Z
LAST-MODIFIED:20261026T192743Z
UID:10002661-1817290800-1817293800@members.salesassembly.com
SUMMARY:Building Your Prospecting Routine
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jason Bay for Building Your Prospecting Routine\, part of the Cold Prospecting certification. \n\n\n\nThis program focuses on building the daily routine and mindset that keep cold prospecting going over time. Participants learn to time-block prospecting hours\, set activity targets tied to pipeline goals\, and protect that time from competing priorities. They also build follow-up discipline and practical habits for bouncing back from rejection. Emphasis is on making consistent prospecting a habit\, not a willpower battle. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nTime-blocked prospecting: put prospecting hours on the calendar and protect them from competing priorities.\n\n\n\nTargets tied to pipeline: set activity targets that connect directly to your pipeline goals.\n\n\n\nFollow-up discipline: build the habit of following up instead of letting outreach go stale.\n\n\n\nBouncing back from rejection: practical habits that keep you dialing after a run of no’s.\n\n\n\nHabit\, not willpower: make consistent prospecting part of the day\, not a battle with motivation.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/building-your-prospecting-routine-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Cold-Prospecting_-Building-Your-Prospecting-Routine.png
LOCATION:https://members.salesassembly.com/member-event/building-your-prospecting-routine-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270805T100000
DTEND;TZID=America/Chicago:20270805T105000
DTSTAMP:20261027T150726Z
CREATED:20260925T214525Z
LAST-MODIFIED:20261027T150726Z
UID:10002623-1817460000-1817463000@members.salesassembly.com
SUMMARY:Understanding the Objection
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Understanding the Objection\, part of the Objection Handling certification. \n\n\n\nThis program focuses on uncovering the real reason behind a buyer’s objection. Participants learn how to use open-ended questioning\, active listening\, and conversational cues to move beyond surface-level resistance. Emphasizes diagnosing objections accurately so sellers can respond with relevance and empathy. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe 3C Approach: curiosity\, conversation\, then conclusion\, instead of rushing to crush the objection.\n\n\n\nAsk one more question: “Help me understand what’s behind that” before you respond to anything.\n\n\n\nFind the fear underneath: wrong choice\, wasted money\, lost credibility or status quo.\n\n\n\nObjections are a gift: a buyer who raises a concern trusts you more than one who ghosts.\n\n\n\nNot every objection gets overcome: some end with you learning\, teaching or helping\, which builds next year’s pipeline.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n183 attended ◦ 4.35/5 average rating \n\n\n\n“Pacing and interaction level’s were perfect! Loved this session thank you so much.” 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/understanding-the-objection-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Understanding-the-Objection.png
LOCATION:https://members.salesassembly.com/member-event/understanding-the-objection-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270805T110000
DTEND;TZID=America/Chicago:20270805T115000
DTSTAMP:20261027T151808Z
CREATED:20260927T142943Z
LAST-MODIFIED:20261027T151808Z
UID:10002626-1817463600-1817466600@members.salesassembly.com
SUMMARY:Developing Confidence and Trust
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Developing Confidence and Trust\, part of the Objection Handling certification. \n\n\n\nThis program focuses on building credibility and composure in the face of resistance. Participants learn to manage tone\, body language\, and messaging to reassure buyers while staying in control of the conversation. The emphasis is on shifting from defensive reactions to thoughtful responses that foster trust and strengthen influence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nValidate\, Story\, Verify: thank them for raising it\, share a peer’s story\, then confirm you addressed it.\n\n\n\nLet customers do the convincing: use Feel/Felt/Found so a peer’s experience builds trust\, not your claims.\n\n\n\nMake the customer the hero: drop the “I” and “we” language from your stories.\n\n\n\nRead the stage: the same objection means a brush-off early\, a value gap mid-funnel and often a buying signal late.\n\n\n\nThree stories ready to go: write one for each of your most common objections.\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\n129 attended ◦ 4.42/5 average rating \n\n\n\n“I loved this session as it applies to all sales people no matter what role. Huge takeaways today\,” Account Manager \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/developing-confidence-and-trust-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Developing-Confidence-and-Trust.png
LOCATION:https://members.salesassembly.com/member-event/developing-confidence-and-trust-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270810T100000
DTEND;TZID=America/Chicago:20270810T105000
DTSTAMP:20261027T164839Z
CREATED:20260924T175913Z
LAST-MODIFIED:20261027T164839Z
UID:10002605-1817892000-1817895000@members.salesassembly.com
SUMMARY:Change Management
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Change Management\, part of the Strategic Account Management certification. \n\n\n\nThis program focuses on preparing CSMs and AMs to guide customers through product\, organizational\, or personnel changes. Participants learn tools for managing transitions with clarity and minimizing disruption. Emphasis is on keeping customers focused on long-term value and sustaining adoption during change. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAnchor\, adapt\, accelerate: a repeatable play for leadership changes\, reorgs\, priority shifts and vendor consolidation.\n\n\n\nAnchor first: restate why they bought you and one result you’ve delivered\, in their words.\n\n\n\nAdapt to the new priority: learn what the new leader is measured on in their first 90 days.\n\n\n\nAccelerate with a small win: propose one low-risk next step to turn change into growth.\n\n\n\nLean in\, don’t wait: waiting isn’t neutral\, so send something useful while others go quiet.\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 ◦ 4.69/5 average rating \n\n\n\n“This was so incredibly actionable! I loved all the positioning tactics and ideas.” Strategic Accounts Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/change-management-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Change-Management.png
LOCATION:https://members.salesassembly.com/member-event/change-management-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270810T110000
DTEND;TZID=America/Chicago:20270810T115000
DTSTAMP:20261027T165536Z
CREATED:20260924T181535Z
LAST-MODIFIED:20261027T165536Z
UID:10002608-1817895600-1817898600@members.salesassembly.com
SUMMARY:Running Business Reviews That Deliver Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Pamela Marsh for Running Business Reviews That Deliver Value\, part of the Strategic Account Management certification. \n\n\n\nThis program focuses on turning QBRs and EBRs into strategic conversations that deepen customer commitment. Participants learn planning\, facilitation\, and storytelling techniques that bring insight\, strengthen alignment\, and uncover new growth opportunities during reviews. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCurrent state\, ideal state\, action: spend about 20% looking back and the rest on what’s next.\n\n\n\nBring a point of view: recommend what to measure next\, then ask the customer to stack-rank it.\n\n\n\nOne outcome\, not 20 KPIs: lead every chart with an insight headline and put the extra data in an appendix.\n\n\n\nCo-build it live: put discussion prompts on the slides and capture the customer’s words in edit mode.\n\n\n\nA deck that walks the halls: a QBR the customer can forward to their execs and have it land without 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\n116 attended ◦ 4.56/5 average rating \n\n\n\n“The speaker was very clear and gave really good real world examples.” 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/running-business-reviews-that-deliver-value-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Strategic-Account-Management_-Running-Business-Reviews-That-Deliver-Value.png
LOCATION:https://members.salesassembly.com/member-event/running-business-reviews-that-deliver-value-9/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270812T100000
DTEND;TZID=America/Chicago:20270812T105000
DTSTAMP:20261026T203807Z
CREATED:20260927T160834Z
LAST-MODIFIED:20261026T203807Z
UID:10002635-1818064800-1818067800@members.salesassembly.com
SUMMARY:De-Escalating Customers
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for De-Escalating Customers\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on calming heightened customer emotions and restoring productive dialogue. Participants learn proven language techniques\, active listening strategies\, and frameworks for managing tense interactions. Emphasis is on regaining trust and shifting conversations back toward positive outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nStay CALM: Connect\, Acknowledge\, Learn\, then Move to action\, in that order.\n\n\n\nConnect fast\, on the right medium: get on video or in person and acknowledge within the hour.\n\n\n\nValidate before you explain: let them vent and mirror their words instead of defending.\n\n\n\nApathy is worse than anger: a customer who escalates still cares and still sees value.\n\n\n\nSend the no-news update: give a date and keep it\, even when nothing has changed.\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\n57 attended ◦ 4.44/5 average rating \n\n\n\n“Over all very well done! I will use the CALM method a lot in my day to day!” Senior 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/de-escalating-customers-9/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-De-escalating-Customers.png
LOCATION:https://members.salesassembly.com/member-event/de-escalating-customers-9/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270812T110000
DTEND;TZID=America/Chicago:20270812T115000
DTSTAMP:20261026T204518Z
CREATED:20260927T164846Z
LAST-MODIFIED:20261026T204518Z
UID:10002638-1818068400-1818071400@members.salesassembly.com
SUMMARY:Escalation Process Management and Best Practices
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Escalation Process Management and Best Practices\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on a structured approach for managing customer escalations internally and externally. Participants learn to triage issues\, engage cross-functional teams\, and maintain transparency throughout resolution. The emphasis is on timely updates and clear communication that protect relationships and outcomes. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nRAISE it internally: Recognize\, Assess\, Involve\, Solve\, Elevate.\n\n\n\nBring the numbers: ARR\, renewal date and revenue at risk are leadership’s first question.\n\n\n\nBring 1-3-1: one problem\, three options\, one recommendation\, so a leader can approve in five minutes.\n\n\n\nRight people\, not more people: extra bodies on the call create friction and silence.\n\n\n\nA signal\, not a complaint: raise it early while the risk is still manageable.\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\n64 attended ◦ 4.44/5 average rating \n\n\n\n“The moment that stood out was discussing the 1:3:1 framework. It is something I want to use with my team when they are coming to me with problems.” 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/escalation-process-management-and-best-practices-8/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Escalation-Process-Management-and-Best-Practices.png
LOCATION:https://members.salesassembly.com/member-event/escalation-process-management-and-best-practices-8/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270817T110000
DTEND;TZID=America/Chicago:20270817T115000
DTSTAMP:20261026T213926Z
CREATED:20260928T075758Z
LAST-MODIFIED:20261026T213926Z
UID:10002659-1818500400-1818503400@members.salesassembly.com
SUMMARY:Building a Multi-Channel Sequence
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Building a Multi-Channel Sequence\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on running a coordinated outreach sequence rather than scattered touches across channels. Participants learn which channel to use in what order\, at what cadence\, and how to time outreach to buying signals like job changes\, funding rounds\, and hiring. Emphasis is on turning multi-channel from a vague idea into a repeatable\, day-by-day play. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSurround sound prospecting: 11 to 12 touches over about 20 days\, 3 to 4 per channel\, because you don’t know which channel your buyer prefers.\n\n\n\nThe reverse voicemail: give the reason and one value point\, then say “no need to call me back” and point them to your email.\n\n\n\nRule of three for email: keep subjects under five words and cap each thread at three messages\, then start fresh with a new angle.\n\n\n\nVideo as a trailer: send a written message first\, then a 35 to 45 second video with one reason\, one value point and one ask.\n\n\n\nBeyond the big three: events\, direct mail\, referrals and webinars are often what actually breaks an account open.\n\n\n\nA learner takeaway guide with two exercises for that week: rebuild one sequence as surround sound and write a one-question email.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n111 attended ◦ 4.68/5 average rating \n\n\n\n“No need to call me back and referencing email is gold.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/building-a-multi-channel-sequence-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Building-a-Multi-Channel-Sequence.png
LOCATION:https://members.salesassembly.com/member-event/building-a-multi-channel-sequence-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270817T120000
DTEND;TZID=America/Chicago:20270817T125000
DTSTAMP:20261026T214103Z
CREATED:20260928T173544Z
LAST-MODIFIED:20261026T214103Z
UID:10002671-1818504000-1818507000@members.salesassembly.com
SUMMARY:Social Selling and LinkedIn Prospecting
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Social Selling and LinkedIn Prospecting\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on using LinkedIn presence and engagement to open warm conversations at scale. Participants learn to build credibility through visible activity\, use personalized video and voice messages where text falls flat\, and apply research and tools to personalize quickly. Emphasis is on relevance at volume\, without spending an hour per prospect. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCurator over creator: you don’t need original posts; share articles\, comment and send insights the way you already do in real life.\n\n\n\nFind active buyers: use the Sales Nav “Posted in Last 30 Days” filter with your target titles instead of scrolling.\n\n\n\nLike now\, comment later: like target posts through the week\, then batch thoughtful comments from your Reactions feed in one blocked hour.\n\n\n\nNon-pitch touchpoints: send a podcast\, an article or a job-change congrats instead of “just checking in.”\n\n\n\nLinkedIn Groups as a DM channel: message group members directly with insights\, no InMail credits needed.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n104 attended ◦ 4.62/5 average rating \n\n\n\n“This is the first session I attended with Morgan and I was so engaged and attentive. He knows how to keep the attention of an audience making you crave the knowledge he shares.” Territory Sales Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/social-selling-and-linkedin-prospecting-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Social-Selling-and-LinkedIn-Prospecting.png
LOCATION:https://members.salesassembly.com/member-event/social-selling-and-linkedin-prospecting-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270818T110000
DTEND;TZID=America/Chicago:20270818T115000
DTSTAMP:20261026T205529Z
CREATED:20260917T150358Z
LAST-MODIFIED:20261026T205529Z
UID:10002504-1818586800-1818589800@members.salesassembly.com
SUMMARY:Top Discovery Questions that Get Deals Done
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Top Discovery Questions that Get Deals Done\, part of the Deal Management certification. \n\n\n\nThis program focuses on mastering discovery strategies that uncover deal gaps and align buyers to fill them. Participants learn how to transform prospects into problem-solving partners by deploying a Discovery Roadmap\, asking curiosity-driven questions\, and quantifying outcomes to build urgency and trust. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA three-stage discovery road map: find and frame the problem\, build consensus\, then paint the future state.\n\n\n\nNumbers\, names and dates: don’t leave a problem until you have a cost\, their internal project name and a deadline.\n\n\n\nInvite the skeptic early: ask who might disagree so your champion isn’t fighting the friction alone.\n\n\n\nDirected\, not leading questions: let buyers reach your value themselves\, because they believe what they tell themselves.\n\n\n\nA problem statement built live: draft it on screen with the buyer and fill in their numbers as they react.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n124 attended ◦ 4.56/5 average rating \n\n\n\n“Great discovery questions shared and loved the Discovery Scorecard. Going to review to see if we should add anything from this resource to our current company Discovery scorecard.” Director of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/top-discovery-questions-that-get-deals-done-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Top-Discovery-Questions-that-Get-Deals-Done.png
LOCATION:https://members.salesassembly.com/member-event/top-discovery-questions-that-get-deals-done-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270818T120000
DTEND;TZID=America/Chicago:20270818T125000
DTSTAMP:20261026T205908Z
CREATED:20260917T232245Z
LAST-MODIFIED:20261026T205908Z
UID:10002510-1818590400-1818593400@members.salesassembly.com
SUMMARY:Cutting Slipped Deals with Mutual Action Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Cutting Slipped Deals with Mutual Action Plans\, part of the Deal Management certification. \n\n\n\nThis program focuses on why deals stall and how to prevent it with a simple yet powerful tool. Participants learn to replace vague “next steps” with clear\, actionable plans buyers commit to\, guiding them from first call through go-live while eliminating friction points that derail 80% of deals before signing. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA five-step mutual action plan: map the buying process\, roll tasks into epics\, adapt it live\, anchor and backdate\, then run it like an exec.\n\n\n\nWhy before how: sell the business case first\, because buyers won’t take a plan seriously until they’re sold on the why.\n\n\n\nRun a pre-mortem: list how you’d lose the deal\, then turn each answer into a step in the plan.\n\n\n\nAnchor to their date\, not yours: find the event that already exists in the buyer’s world and backdate every step from it.\n\n\n\nEdit the plan live with your champion: commitment comes from co-authoring it\, not presenting it.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n158 attended ◦ 4.72/5 average rating \n\n\n\n“Really liked the “How to Lose a Deal” and then the following slide… to contrast the difference and make it easy to understand what you need to focus on.” Senior Director of Global Sales Enablement \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/cutting-slipped-deals-with-mutual-action-plans-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Cutting-Slipped-Deals-with-Mutual-Action-Plans.png
LOCATION:https://members.salesassembly.com/member-event/cutting-slipped-deals-with-mutual-action-plans-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270819T100000
DTEND;TZID=America/Chicago:20270819T105000
DTSTAMP:20261027T151931Z
CREATED:20260927T145143Z
LAST-MODIFIED:20261027T151931Z
UID:10002629-1818669600-1818672600@members.salesassembly.com
SUMMARY:Strategies for Overcoming Status Quo
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Strategies for Overcoming the Status Quo\, part of the Objection Handling certification. \n\n\n\nThis program focuses on equipping sellers to disrupt buyer inertia and challenge the comfort of doing nothing. Participants learn to reframe the value of change\, highlight hidden risks of inaction\, and present their solution as the clear next step. Emphasis is on creating urgency by making the cost of staying the same impossible to ignore. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour questions that uncover urgency: their #1 priority\, timeline\, ROI and the cost of not solving it.\n\n\n\nDon’t skip the cost of inaction: without it\, the cost of change always wins.\n\n\n\nUrgency is discovered\, not manufactured: swap fake deadlines for the buyer’s own timeline.\n\n\n\nMake it easier to buy: point to the one relevant page and co-create the plan instead of sending everything.\n\n\n\nThe real competitor is no decision: most lost deals stall because change feels harder than staying put.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n116 attended ◦ 4.56/5 average rating \n\n\n\n“Thank you! The mutual action plan piece is something I am looking to implement and this really helped!” Sales Development Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/strategies-for-overcoming-status-quo-10/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Strategies-for-Overcoming-Status-Quo.png
LOCATION:https://members.salesassembly.com/member-event/strategies-for-overcoming-status-quo-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270819T110000
DTEND;TZID=America/Chicago:20270819T115000
DTSTAMP:20261027T152452Z
CREATED:20260927T151719Z
LAST-MODIFIED:20261027T152452Z
UID:10002632-1818673200-1818676200@members.salesassembly.com
SUMMARY:Navigating the Most Common Objections
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Navigating the Most Common Objections\, part of the Objection Handling certification. \n\n\n\nThis program focuses on tactical approaches to the objections sellers face most — price\, timing\, competitors\, and internal buy-in. Participants learn specific language frameworks and apply real-world examples to stay composed\, validate concerns\, and respond effectively. Emphasis is on keeping conversations productive and deals moving forward. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe EDICT framework: empathy\, define\, isolate\, curiosity and a trial close for mid and late funnel objections.\n\n\n\nAgree\, then ask: every good response starts with agreement and ends with a question.\n\n\n\nRebuttals raise resistance: questions uncover the fear behind the words instead.\n\n\n\nA no is a win: better to learn the real state of the deal now than chase a polite yes.\n\n\n\nBetter brush-off replies: rework “send me an email” and “not interested” so they end in a question.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n171 attended ◦ 4.64/5 average rating \n\n\n\n“The biggest takeaway was to treat objections as useful information\, not rejection. Asking one good question before responding is a simple tactic I can apply immediately.” Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/navigating-the-most-common-objections-12/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Navigating-the-Most-Common-Objections.png
LOCATION:https://members.salesassembly.com/member-event/navigating-the-most-common-objections-12/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270824T110000
DTEND;TZID=America/Chicago:20270824T115000
DTSTAMP:20261027T152706Z
CREATED:20260918T214511Z
LAST-MODIFIED:20261027T152706Z
UID:10002528-1819105200-1819108200@members.salesassembly.com
SUMMARY:Understanding the Customer Behind the Deal
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Understanding the Customer Behind the Deal\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on building a deep understanding of why the customer bought\, what they are trying to accomplish\, who matters to their success\, and what could get in the way before onboarding begins. Participants will explore how to uncover the job the customer hired your solution to do and ensure the context\, expectations\, and relationships built during the sales process carry into the post-sale experience. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/de-risking-the-sales-to-success-handoff-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Understanding-the-Customer-Behind-the-Deal.png
LOCATION:https://members.salesassembly.com/member-event/de-risking-the-sales-to-success-handoff-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270824T120000
DTEND;TZID=America/Chicago:20270824T125000
DTSTAMP:20261027T152955Z
CREATED:20260918T221913Z
LAST-MODIFIED:20261027T152955Z
UID:10002531-1819108800-1819111800@members.salesassembly.com
SUMMARY:From Customer Goals to Measurable Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for From Customer Goals to Measurable Value\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on translating what the customer is trying to accomplish into a clear definition of value that can guide the onboarding and activation experience. Participants will explore how to define what needs to be true for the customer to consider the purchase successful\, identify meaningful evidence of progress\, and work backward from those outcomes to determine what must happen along the way. \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/anchoring-onboarding-to-business-outcomes-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-From-Customer-Goals-to-Measurable-Value.png
LOCATION:https://members.salesassembly.com/member-event/anchoring-onboarding-to-business-outcomes-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270825T110000
DTEND;TZID=America/Chicago:20270825T115000
DTSTAMP:20261027T153429Z
CREATED:20260921T024304Z
LAST-MODIFIED:20261027T153429Z
UID:10002540-1819191600-1819194600@members.salesassembly.com
SUMMARY:Account Research and Territory Planning
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Account Research and Territory Planning\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on researching accounts efficiently by uncovering triggers\, intent\, and strategic priorities. Participants learn a system to prioritize based on fit\, engagement\, and whitespace. Emphasis is on turning insights into outreach that resonates and building consistent pipeline through structured planning. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nResearch accounts efficiently: uncover the triggers\, intent and strategic priorities behind each account.\n\n\n\nA system to prioritize: rank accounts on fit\, engagement and whitespace.\n\n\n\nTurn insights into outreach: use what the research turns up to write outreach that resonates.\n\n\n\nStructured planning: build pipeline consistently instead of in bursts.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n72 attended ◦ 4.45/5 average rating \n\n\n\n“Loved the supplied prompt document \, An amazing takeaway!” Sales Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/account-research-and-territory-planning-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Account-Research-and-Territory-Planning.png
LOCATION:https://members.salesassembly.com/member-event/account-research-and-territory-planning-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270825T120000
DTEND;TZID=America/Chicago:20270825T125000
DTSTAMP:20261027T153554Z
CREATED:20260922T112801Z
LAST-MODIFIED:20261027T153554Z
UID:10002546-1819195200-1819198200@members.salesassembly.com
SUMMARY:Persona-Centric Messaging
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Persona-Centric Messaging\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on crafting tailored messages that align with the goals and challenges of executives\, managers\, and key influencers. Participants learn practical frameworks and templates to personalize at scale without losing efficiency. Emphasis is on creating relevant\, compelling outreach that resonates across buyer personas. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMessage by persona: match outreach to the goals and challenges of executives\, managers and key influencers.\n\n\n\nPractical frameworks and templates: tools for writing tailored messages without starting from scratch.\n\n\n\nPersonalize at scale: tailor outreach without losing efficiency.\n\n\n\nRelevant across the buying group: write outreach that lands with each buyer persona.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n98 attended ◦ 4.76/5 average rating \n\n\n\n“The training and tools are actionable\, appreciate the time dedicated to building persona driven messages.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/persona-centric-messaging-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Persona-Centric-Messaging.png
LOCATION:https://members.salesassembly.com/member-event/persona-centric-messaging-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270826T100000
DTEND;TZID=America/Chicago:20270826T105000
DTSTAMP:20261026T204749Z
CREATED:20260927T171722Z
LAST-MODIFIED:20261026T204749Z
UID:10002649-1819274400-1819277400@members.salesassembly.com
SUMMARY:Proactive Expectation Management
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Proactive Expectation Management\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on preventing conflict by setting and maintaining clear expectations across the customer lifecycle. Participants learn proactive communication frameworks to surface friction points\, align on outcomes\, and create predictability. Emphasis is on building credibility and minimizing downstream risk through consistency. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nEscalations come from people\, not products: miscommunication and over-promising are preventable.\n\n\n\nClean handoffs: standardize the sales-to-CS handoff so CS doesn’t learn what was promised from the customer.\n\n\n\nSpell out the SLAs: define response times\, channels and cadence before the 10 PM text happens.\n\n\n\nThe polite no: say no with an alternative instead of saying yes and failing to deliver.\n\n\n\nMicro-setting: end every interaction with who\, what and when\, not “I’ll look into that.”\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n81 attended ◦ 4.66/5 average rating \n\n\n\n“I really appreciate Tracie as a speaker – sharing content in a way that companies of various sizes can understand and apply to their work.” Senior Account Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/proactive-expectation-management-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Proactive-Expectation-Management.png
LOCATION:https://members.salesassembly.com/member-event/proactive-expectation-management-5/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270826T110000
DTEND;TZID=America/Chicago:20270826T115000
DTSTAMP:20261026T205047Z
CREATED:20260927T175557Z
LAST-MODIFIED:20261026T205047Z
UID:10002652-1819278000-1819281000@members.salesassembly.com
SUMMARY:Recovering and Rebuilding At-Risk Relationships
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Tracie Dempsey for Recovering and Rebuilding At-Risk Relationships\, part of the Conflict Resolution certification. \n\n\n\nThis program focuses on what happens after the escalation is closed\, when the issue is resolved but the trust is not. Participants learn to reset the relationship honestly\, rebuild credibility through small visible commitments\, and decide when to involve executives or renegotiate the working relationship. Emphasis is on converting a recovered account into a durable one rather than a quietly fragile one. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nAfter the escalation closes: the issue can be resolved while the trust still isn’t.\n\n\n\nReset honestly: be straight with the customer about what happened and where things stand.\n\n\n\nSmall\, visible commitments: rebuild credibility by making and keeping promises the customer can see.\n\n\n\nKnow when to bring in executives: decide when to involve leadership or renegotiate the working relationship.\n\n\n\nDurable\, not quietly fragile: turn a recovered account into one that will actually last.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/recovering-and-rebuilding-at-risk-relationships-2/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Conflict-Resolution_-Recovering-and-Rebuilding-At-Risk-Relationships.png
LOCATION:https://members.salesassembly.com/member-event/recovering-and-rebuilding-at-risk-relationships-2/
END:VEVENT
END:VCALENDAR