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DTSTART;TZID=America/Chicago:20271005T110000
DTEND;TZID=America/Chicago:20271005T115000
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CREATED:20260924T131732Z
LAST-MODIFIED:20261027T161105Z
UID:10002567-1822734000-1822737000@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271005T120000
DTEND;TZID=America/Chicago:20271005T125000
DTSTAMP:20261027T160307Z
CREATED:20260924T141351Z
LAST-MODIFIED:20261027T160307Z
UID:10002573-1822737600-1822740600@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271007T110000
DTEND;TZID=America/Chicago:20271007T115000
DTSTAMP:20261027T162218Z
CREATED:20260924T100919Z
LAST-MODIFIED:20261027T162218Z
UID:10002561-1822906800-1822909800@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271007T120000
DTEND;TZID=America/Chicago:20271007T125000
DTSTAMP:20261027T162905Z
CREATED:20260924T094604Z
LAST-MODIFIED:20261027T162905Z
UID:10002558-1822910400-1822913400@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271012T110000
DTEND;TZID=America/Chicago:20271012T115000
DTSTAMP:20261027T170257Z
CREATED:20260924T151619Z
LAST-MODIFIED:20261027T170257Z
UID:10002582-1823338800-1823341800@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-3/
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-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271012T120000
DTEND;TZID=America/Chicago:20271012T125000
DTSTAMP:20261027T170442Z
CREATED:20260924T153202Z
LAST-MODIFIED:20261027T170442Z
UID:10002585-1823342400-1823345400@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271013T110000
DTEND;TZID=America/Chicago:20271013T115000
DTSTAMP:20261026T175353Z
CREATED:20260918T182757Z
LAST-MODIFIED:20261026T175353Z
UID:10002516-1823425200-1823428200@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\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-2/
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-2/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271013T120000
DTEND;TZID=America/Chicago:20271013T125000
DTSTAMP:20261026T175757Z
CREATED:20260918T190531Z
LAST-MODIFIED:20261026T175757Z
UID:10002519-1823428800-1823431800@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271014T110000
DTEND;TZID=America/Chicago:20271014T115000
DTSTAMP:20261027T154415Z
CREATED:20260925T185054Z
LAST-MODIFIED:20261027T154415Z
UID:10002612-1823511600-1823514600@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-3/
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-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271014T120000
DTEND;TZID=America/Chicago:20271014T125000
DTSTAMP:20261027T154738Z
CREATED:20260925T191758Z
LAST-MODIFIED:20261027T154738Z
UID:10002615-1823515200-1823518200@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-3/
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-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271019T110000
DTEND;TZID=America/Chicago:20271019T115000
DTSTAMP:20261027T143710Z
CREATED:20260924T154918Z
LAST-MODIFIED:20261027T143710Z
UID:10002588-1823943600-1823946600@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-3/
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-3/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271019T120000
DTEND;TZID=America/Chicago:20271019T125000
DTSTAMP:20261027T150047Z
CREATED:20260924T162845Z
LAST-MODIFIED:20261027T150047Z
UID:10002591-1823947200-1823950200@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-6/
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-6/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271020T110000
DTEND;TZID=America/Chicago:20271020T115000
DTSTAMP:20261027T163711Z
CREATED:20260924T172642Z
LAST-MODIFIED:20261027T163711Z
UID:10002600-1824030000-1824033000@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-6/
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-6/
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BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271020T120000
DTEND;TZID=America/Chicago:20271020T125000
DTSTAMP:20261027T164233Z
CREATED:20260924T174709Z
LAST-MODIFIED:20261027T164233Z
UID:10002603-1824033600-1824036600@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-3/
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-3/
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