Who is this course for?

If your role's success depends on discovering, managing, and negotiating Value Outcomes expectations, this course if for you...

  • Revenue Operations Teams

    Sales, Marketing, Account Management, and Customer Success Professionals. This course will help you improve Value conversations with your prospects and clients and teach you powerful conversation skills to discover, sell, manage, and realize value for prospects and clients.

  • Implementation Teams

    Analysts, implementors, project managers, and service professionals. This course will teach you how to discover, manage, and negotiate expectations associated with the implementation and adoption of your products and services.

  • Executive Leaders

    CXOs, organizational leaders, and business strategy leaders: This course will teach you how aligning expectations through intentional business strategy leads to revenue growth and operational efficiency, which improves the management of key resources, activities, and partnerships.

  • Internal Organizations

    Employees, internal teams, and alliance organizations: This course will teach you how to prioritize the conversations that lead to fair expectations and outcomes with all your stakeholders.

Course Outline (Overview)

8-week Cohort and Community Access

    1. Navigating the Course

    2. Important Course Dates

    3. What is this course about?

    4. Opportunities to succeed together!

    5. Some Terms to Know

    6. Who do I call if I need help?

    1. Section Overview: Expectations & Dialogue

    2. Lesson 1: Why Expectations Matter So Much!

    3. Lesson2: Managing Expectations at Your Organization

    4. Lesson 3: The ROI of Managing Expectations

    5. How well do you manage expectations?

    6. Introduction Section Summary

    1. BONUS: What is the stakeholder theory? by R. Edward Freeman

    2. BONUS: Tools for Business Model Generation by Alexander Osterwalder

    1. Lesson 1: What is the Relationship-focused Framework?

    2. Lesson 2: A Framework for Better Relationships

    3. Lesson 3: Using the Framework Across Your Organization.

    1. Section Overview: Definition of Value

    2. Lesson 1: How We Define Value

    3. Lesson 2: Being a Value-focused Organization

    4. Lesson 3: Recognizing Relationship Patterns

    5. Lesson 4: Dominant Relationship Patterns

    6. Lesson 5: Survival Relationship Patterns

    7. Lesson 6: Validation Relationship Patterns

    8. Lesson 7: Scripted Relationship Patterns

    9. Lesson 8: Acceptance & Individualized Assertion Relationship Patterns

    10. Lesson 9: Understanding Transactional Relationship Patterns

    11. Lesson 10: Value Definition Use Cases

    12. Section 1 Summary

    1. Available October 14, 2024

    2. Section Overview: Centricity & Culture

    3. Lesson 1: Why Values & Culture Matter

    4. Lesson 2: The Impact of Values & Culture

    5. Lesson 3: Centricity is Individuality

    6. Lesson 4: Social Exchange Cultural Dependencies

    7. Lesson 5: Cultural Dimensions Overview

    8. Lesson 6: National Culture Dynamics of Value

    9. Lesson 7: Organizational Culture Dynamics of Value

    10. Lesson 8: Use cases

    11. Section 2 Summary

About this course

Why are expectation conversations so critical to your business?

And why should you act now?

  • Unmet expectations prevent you from winning your best sales opportunities and from discovering your most profitable ones.

  • Unclear expectations slow down opportunities to discuss the value customers genuinely expect. Those expectations are about more than the functionality of your products—they go deeper than that.

  • Misaligned expectations cost companies millions of dollars in failed projects and unachieved technology adoption. Even if your products and services are amazing, unfulfilled expectations create product abandonment.

  • Unfair expectations destroy employee productivity and organizational collaboration. Even if you manage customer expectations well, employee and cross-organizational expectations can hinder your growth.

  • Undiscussed expectations with partners and distributors create confusion in your market. It creates a risk that your channels are not communicating your value proposition to the right customers.

  • Unidentified expectations prevent you from competing effectively and innovatively to stay relevant.

  • Unknown expectations deeply impact the operational cost of key resources, activities, and partnerships. Expectations drive cost and revenue goals for your business.

  • But learning how to identify, manage, and negotiate expectations will TRANSFORM how you sell, implement, and communicate value to your customers. It will increase the productivity of your internal organizations, teams, and partnerships.