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DTSTART;TZID=America/Chicago:20271102T110000
DTEND;TZID=America/Chicago:20271102T115000
DTSTAMP:20261027T155233Z
CREATED:20260925T210124Z
LAST-MODIFIED:20261027T155233Z
UID:10002618-1825153200-1825156200@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271102T120000
DTEND;TZID=America/Chicago:20271102T125000
DTSTAMP:20261027T155714Z
CREATED:20260925T212436Z
LAST-MODIFIED:20261027T155714Z
UID:10002621-1825156800-1825159800@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-10/
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-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271103T110000
DTEND;TZID=America/Chicago:20271103T115000
DTSTAMP:20261026T182439Z
CREATED:20260918T200340Z
LAST-MODIFIED:20261026T182439Z
UID:10002525-1825239600-1825242600@members.salesassembly.com
SUMMARY:Upsell Opportunity Mapping
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Upsell Opportunity Mapping\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on evaluating the full revenue potential within accounts. Participants learn to analyze usage trends\, identify product fit gaps\, and align upsell strategies with customer objectives. Emphasis is on initiating value-driven conversations with the right stakeholders to expand adoption and accelerate growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSize the whole account: evaluate the full revenue potential\, not just the next deal.\n\n\n\nRead the usage: analyze usage trends to see where the next opportunity is.\n\n\n\nFind the fit gaps: identify where your product isn’t yet covering what the customer needs.\n\n\n\nTie upsell to their goals: align every upsell strategy with the customer’s own objectives.\n\n\n\nRight conversation\, right people: start value-driven conversations with the stakeholders who can expand adoption.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n132 attended ◦ 4.27/5 average rating \n\n\n\n“It was very informative and I liked it got straight to the point.” System Administrator – Revenue Operations \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Upsell-Opportunity-Mapping.png
LOCATION:https://members.salesassembly.com/member-event/upsell-opportunity-mapping-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271103T120000
DTEND;TZID=America/Chicago:20271103T125000
DTSTAMP:20261026T183022Z
CREATED:20260918T194733Z
LAST-MODIFIED:20261026T183022Z
UID:10002522-1825243200-1825246200@members.salesassembly.com
SUMMARY:Reframing Customer Concerns
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Lisa Honaker for Reframing Customer Concerns\, part of the Expansion Selling certification. \n\n\n\nThis program focuses on transforming objections or hesitation into productive dialogue. Participants learn to validate concerns\, reframe them through a value lens\, and position expansion as the solution to bigger challenges. Emphasis is on collaboration that builds buyer confidence and creates momentum for growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nObjections become dialogue: turn hesitation into a productive conversation instead of a standoff.\n\n\n\nValidate first: acknowledge the concern before you try to answer it.\n\n\n\nReframe through value: look at the concern through the lens of what the customer is trying to achieve.\n\n\n\nExpansion as the answer: position expansion as the solution to the bigger challenge behind the concern.\n\n\n\nCollaborate to build confidence: work through it together so the buyer gains confidence and the deal gains momentum.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n90 attended ◦ 4.33/5 average rating \n\n\n\n“Fantastic content that can be leveraged right away!” Customer Service Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/reframing-customer-concerns-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Expansion-Selling_-Reframing-Customer-Concerns.png
LOCATION:https://members.salesassembly.com/member-event/reframing-customer-concerns-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271104T110000
DTEND;TZID=America/Chicago:20271104T115000
DTSTAMP:20261027T150537Z
CREATED:20260924T170501Z
LAST-MODIFIED:20261027T150537Z
UID:10002597-1825326000-1825329000@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271104T120000
DTEND;TZID=America/Chicago:20271104T125000
DTSTAMP:20261027T150323Z
CREATED:20260924T164602Z
LAST-MODIFIED:20261027T150323Z
UID:10002594-1825329600-1825332600@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271109T110000
DTEND;TZID=America/Chicago:20271109T115000
DTSTAMP:20261027T164827Z
CREATED:20260924T180445Z
LAST-MODIFIED:20261027T164827Z
UID:10002606-1825758000-1825761000@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-7/
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-7/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271109T120000
DTEND;TZID=America/Chicago:20271109T125000
DTSTAMP:20261027T165527Z
CREATED:20260924T182046Z
LAST-MODIFIED:20261027T165527Z
UID:10002609-1825761600-1825764600@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-10/
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-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271110T110000
DTEND;TZID=America/Chicago:20271110T115000
DTSTAMP:20261026T185844Z
CREATED:20260928T073639Z
LAST-MODIFIED:20261026T185844Z
UID:10002656-1825844400-1825847400@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-13/
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-13/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271110T120000
DTEND;TZID=America/Chicago:20271110T125000
DTSTAMP:20261026T191940Z
CREATED:20260928T170004Z
LAST-MODIFIED:20261026T191940Z
UID:10002668-1825848000-1825851000@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-3/
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-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271116T110000
DTEND;TZID=America/Chicago:20271116T115000
DTSTAMP:20261027T150717Z
CREATED:20260925T214957Z
LAST-MODIFIED:20261027T150717Z
UID:10002624-1826362800-1826365800@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271116T120000
DTEND;TZID=America/Chicago:20271116T125000
DTSTAMP:20261027T151800Z
CREATED:20260927T143718Z
LAST-MODIFIED:20261027T151800Z
UID:10002627-1826366400-1826369400@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-6/
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-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271117T110000
DTEND;TZID=America/Chicago:20271117T115000
DTSTAMP:20261026T203755Z
CREATED:20260927T161923Z
LAST-MODIFIED:20261026T203755Z
UID:10002636-1826449200-1826452200@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-10/
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-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20271117T120000
DTEND;TZID=America/Chicago:20271117T125000
DTSTAMP:20261026T204534Z
CREATED:20260927T165531Z
LAST-MODIFIED:20261026T204534Z
UID:10002639-1826452800-1826455800@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-9/
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-9/
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END:VCALENDAR