Mastering Expectation Conversations

A course about the conversations that help you identify and develop the most profitable stakeholder relationships in your business. Learn a better framework for realizing value outcomes. 8-wks, self-paced, weekly live cohort sessions.

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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.

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$20.00

Individual

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$1,000.00

Organization (200 learners)

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$200.00

Team (20 Learners)

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Course Outline (Overview)

8-week Cohort and Community Access

1. Section Overview: Expectations & Dialogue
  FREE PREVIEW
2. Lesson 1: Why Expectations Matter So Much!
  FREE PREVIEW
3. Lesson2: Managing Expectations at Your Organization
4. Lesson 3: The ROI of Managing Expectations
  FREE PREVIEW
5. How well do you manage expectations?
  FREE PREVIEW
6. Introduction Section Summary
  FREE PREVIEW
1. BONUS: What is the stakeholder theory? by R. Edward Freeman
  FREE PREVIEW
2. BONUS: Tools for Business Model Generation by Alexander Osterwalder
  FREE PREVIEW
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
13. Section 1 (Defining Value) - Live Session 1
  FREE PREVIEW
14. Section 1 (Defining Value) - Live Session 2
  FREE PREVIEW
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
1. Available October 14, 2024
2. Section Overview
3. Lesson 1: The True Definition of Engagement
4. Lesson 2: The Deeper Influence of Engagement
5. Lesson 3: Connection & Friction
6. Lesson 4: Influencing Participation
7. Lesson 5: Defining Relevant Channels
8. Lesson 6: Intensity & Frequency
9. Lesson 7: Value Co-Creation
10. Lesson 8: Use Cases
11. Section 3 Summary
1. Available October 14, 2024
2. Section Overview: Accountability
3. Lesson 1: Dissecting Accountability
4. Lesson 2: Business Impact
5. Lesson 3: Ownership (the "Account")
6. Lesson 4: About Ability
7. Lesson 5: Use Cases
8. Section 4 Summary
1. Available October 14, 2024
2. Section Overview: Knowledge
3. Lesson 1: The Skills to be Account-Able
4. Lesson 2: The Cost of Knowledge
5. Lesson 3: Skill vs. Mastery
6. Lesson 4: Use Cases
7. Section 5 Summary
1. Available October 14, 2024
2. Section Overview: Transparency
3. Lesson 1: No Trust without Transparency
4. Lesson 2: Business Impact
5. Lesson 3: Visibility
6. Lesson 4: Access & Accessibility
7. Lesson 5: Candor
8. Lesson 6: Vulnerability
9. Lesson 7: Credibility
10. Lesson 8: Use Cases
11. Section 6 Summary
1. Available October 14, 2024
2. Section Overview: The Environment
3. Lesson 1: Experience is Many Things
4. Lesson 2: Experience Across the Business
5. Lesson 3: Subjectivity of Experience
6. Lesson 4: Success, Effort & Emotion
7. Lesson 5: Staging for Relations Expectations
8. Lesson 6: Physical & Virtual Spaces
9. Lesson 7: Measuring Experiences
10. Lesson 8: Use Cases
11. Section 7 Summary
1. Available October 14, 2024
2. Section Overview: Conversation Intelligence
3. Lesson 1: Conversation vs Conversational Intelligence
4. Lesson 2: Where Insights Live
5. Lesson 3: Business ROI
6. Lesson 4: The Role of AI (Artificial Intelligence)
7. Lesson 5: Strategy Before Tech
8. Lesson 6: Legal & Ethical Considerations
9. Lesson 7: AI Relationship Analysis
10. Lesson 8: Use Cases
1. Available October 14, 2024

About this course

Next cohort starts October 14, 2024

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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.

Want even more value from the course?

Take it as a team!

Team Discount (5 people)

The Relationship-Focused Platform

Connecting Relationships to Business Outcomes

Did you know that this course is part of the Relationship-Focused Learning Platform? We are changing how organizations invest in training by making learning a strategic part of your employee, customer, partner, and community growth efforts.

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