Program Overview
This 12-week program will accelerate your preparation for raises, promotions, and leadership positions. Within it, you gain sales foundations that apply to leadership, but can also prepare you for excelling in sales positions.
There are three (3) philosophical sections to the program:
- Mastering your mind
- Mastering social interactions
- Honing leadership, sales, and management skill
There are ten (10) modules that carry you through each of these phases. Each module contains short videos and support materials.
In addition to this online content, the program includes live coaching sessions held outside of this platform.
Good luck and let's get started!
Our Philosophy & This Program
We believe in the unique, inner brilliance of every individual and that given the right tools and opportunities, everyone can achieve whatever they want and be whoever they want. This can rarely be done by individuals alone, or by merely being outstanding at the technical aspects of a job/position. Achieving dreams requires interacting with other people, which demands superior relationship-building skills.
So, whether you want to simply be recognized for your work, want a promotion, want a new leadership position, or want to master customer interactions through sales or field service, this course is for you. Even if you feel that you have solid social skills, we think you will find extremely practical skills and tools within this program to help you take your capabilities to the next level. In fact, many clients find that these skills helps their personal relationships as well.
Course Curriculum
Introduction
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Module 1: Mindset and Self-Awareness
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- Who gets promoted and why (14:59)
- Thinking Styles (19:13)
- Common Social Challenges (Mistakes) by Even Successful Leaders (2:39)
- Common Social Challenges for Those with Analytical Minds (10:50)
- What you think about matters (12:20)
- The Avoider Saboteur (4:44)
- The Controller Saboteur (3:26)
- The Hyper-Achiever Saboteur (2:30)
- The Hyper-Rational Saboteur (2:34)
- The Hyper-Vigilant Saboteur (2:39)
- The Pleaser Saboteur (2:34)
- The Restless Saboteur (2:00)
- The Stickler Saboteur (2:11)
- The Victim Saboteur (2:29)
- The Power of Mindfulness (6:39)
- The 5 Sage Powers (14:01)
- The Law of Attraction Overview (9:54)
- Introduction to Positive Psychology (4:29)
- Module 1 Summary (6:16)
- Developing Self-Insights: Self Assessments (5:06)
- Leveraging Your Strengths & Getting Noticed (3:48)
Module 2: Becoming a Student of Human Behavior & Common Mistakes
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- Introduction to Module 2 (2:42)
- Assumptions we make about others (5:28)
- Self-felt diversity is more common than felt similarity (2:26)
- What motivates people? (13:48)
- Not understanding motives (common for analytical thinkers) (7:36)
- Trying to solve problems too soon (4:35)
- Misunderstanding the role and power of ambiguity (5:24)
- Getting to Facts & Details Too Quickly (5:25)
- Missing non-verbal cues (9:04)
- Failing to Empathize and Show Curiosity (7:27)
- Being Too Blunt & Direct (8:01)
- Leaving Conversations Abruptly (3:25)
- Failing to Find Common Ground (7:52)
- Thinking that Every Behavior Has a Reason, & a Rational One (8:04)
- Sending Strong Signals that you are On The Clock (6:34)
- Module 2 Summary (4:01)
Module 3: Foundations for one-on-one social interactions
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- Initiating a Conversation (14:27)
- Joining a Group Conversation (9:52)
- Names - when and how (8:36)
- Making the other Person Feel Valued and Respected (9:26)
- The Power of Asking vs Telling (9:58)
- Find the Other Person's Unique Brilliance (8:14)
- Using Your Body to Project Positive Energy (5:13)
- Aligning Your Words, Body and Tone (11:39)
- Clarifying Interpretations; Fusing Horizons (7:56)
- The Power of Silence (14:39)
- Discovering What Someone Really Values & Why (14:33)
- Managing the Flow Between Business and Personal Topics (4:29)
- Humor Interpretation & Use (7:07)
- Idioms, Metaphors, and Analogies (7:35)
- Stories - when and how (7:52)
- Cultivating Your Emotional Intelligence (7:34)
- Attire & Grooming Effects (6:28)
- Responding "in the heat of the moment" - "What?!" (6:53)
- Confronting Others (9:04)
- Email and Text Etiquette and Style (13:29)
- Setting the Stage for Future Interactions (5:40)
- Summary (1:33)
Module 4: Foundations for Group Social Engagement
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- Group Dynamics (24:03)
- The 4 Social Styles and How to Use Them (15:13)
- Demonstrating Confidence and Competence without Arrogance (6:50)
- Speaking up in a Group (6:28)
- How to react when someone talks over you (7:06)
- Being a Solid Team Member (6:58)
- The Business Dinner or Lunch (10:05)
- Excelling in Technical Support on a Product Team (9:13)
- Empathy in Groups (4:41)
- Demonsrating your contribution that lands well with the team (10:42)
- Guiding a team towards effective actions and outcomes (10:05)
- Contributing in a way that makes you a desired team member (8:45)
- Proper and improper uses of humor (8:19)
- Recognizing that everything you say and do is recognized by others (7:37)
Module 5: Leadership 1 - Foundational Core Concepts
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- What does "Leadership" mean? (3:28)
- Leadership Styles (13:45)
- Thought Leadership vs Behavioral Leadership (4:25)
- Executive Presence (5:36)
- Self-Awareness & Self-Control (16:21)
- Ethical standards, integrity, and safe environments (8:13)
- Authenticity and vulnerabilty (6:13)
- Transparency (6:48)
- Courage (12:41)
- Emotional Intelligence - again: empathy & caring for self and others (5:54)
- Empowering others to self-organize (7:32)
- Creating a vision (6:38)
- Collaboration, connections, and belonging (5:47)
- Flexibility: being open to new ideas and experimentation (7:16)
- Giving people meaning (5:08)
- Life-long learning: about what, how, and attitude towards (18:29)
- Commitment: to objectives and people (4:47)
- Communication: synthesis, simplification, and clarity (7:56)
- Resilience & perseverance (5:28)
- Having fun (9:07)
Module 6: Leadership Differentiators
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- Creating a champion mindset: inspiration, optimism, and work-ethic (8:37)
- "What's on your mind?" - one of the most powerful questions in business (15:44)
- Prioritizing & delegating (11:56)
- The Pentagon Questions for every major decision (9:26)
- Once you leave your supervisor's office, you own it (4:58)
- The three-tier thought process of decision-making (10:19)
- Inoculating your team to stress (13:04)
- The importance of language in creating and managing a positive culture (8:28)
- The power of storytelling in leadership (7:17)
- Neurodiversity - the emergent diversity category (11:57)
- The unspoken demons (9:56)
Module 7: Leadership 3 - Tactical Insights
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- Capacity to anticipate: applied to self and team (11:11)
- The 40-70 rule (5:40)
- Commander in the field is always right until proven otherwise (5:05)
- The Lincoln Letters approach (3:59)
- Attention to detail, looking below surface appearances, do your homework (4:14)
- Encouraging (insisting) people bring you there problems (5:09)
- Uncovering and leveraging each team member's unique capabilities & motivations (8:05)
- Applying the PERMA model of well-being (10:58)
- The ability to compartmentalize (10:47)
- Bookend with positives: pros and cons (9:16)
- Ask-Share-Ask as a model for every interaction (7:10)
- Holding people accountable in ways that are motivating to them and others (13:30)
- Your job is not to be their friend, but you need their respect & enthusiasm (8:44)
- Praise in public, reprimand in private (6:06)
- When it IS okay to criticize in public (2:58)
- The power of non-work gatherings and activities (6:02)
- Giving speeches and presentations (12:50)
- Leadership 3 summary (1:17)
Module 8: Developing Your Leadership Toolbox
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- Meeting kick-off figure
- Career Matrix
- CLEAR Model
- Core Values
- Competence Model
- Drivers Framework
- Emotion Wheel
- Goal Mapping
- GROW Model
- INSIGHT Framework
- Intelligences
- Journey Line Tool
- Perceived Stress Assessment
- Learning Styles
- Time Management Matrix
- Venn Diagram of Purpose
- Wheel of Life
- Positive Psychology Doorway (5:56)
Module 9: Sales Foundations Applied to Leadership
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- Why this module is important even if you never go into sales (21:43)
- Doing your homework on customer contacts, e.g., social styles (19:17)
- Decision-Maker and Influencer Roles (9:22)
- Perspective-Taking: what it is, how to practice it, why it's important (9:38)
- Approaching customers with positive energy and not a ‘sales’ energy (6:27)
- Genuinely knowing and caring about the person and not just the person’s role and the decision at hand (6:15)
- Having non-threatening conversations that uncover all relevant problems, costs, and all possible solutions (6:18)
- How to balance humility and grace with confidence and leadership (3:18)
- Helping customers make the best buying decision for themselves, regardless of whether it involves you and your offering (3:20)
- Sharing your technical expertise in ways that land well with customers; Being seen as a trusted advisor (8:59)
- Uncovering processes and people important to a decision, even when the customer attempts to hide them (9:56)
- How to get all decision influencers on the same page about problems, opportunities, and solutions (4:36)
- Reading and leading the room in group meetings (6:12)
- Simplifying the complex with customers (5:16)
- How to build trust with customers by being seen as an extension of your customer’s business (4:26)
- How to create a sense of urgency that is real and authentic (3:51)
- Common negotiation mistakes and how to avoid them (28:44)
- Closing every meeting (7:52)
- Summary (1:19)
Module 10: Your First Month in a New Leadership Position
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- You are always being watched (2:27)
- The first words out of your mouth (10:40)
- Common mistakes made by new leaders (26:48)
- Making changes in your organization or unit (9:43)
- The messages your actions send (3:14)
- Dealing with stress and potential burnout (2:55)
- Management process to think about (8:30)
- Developing routines so you and your team can focus and remain calm (3:28)
- Preparing to work yourself out of a job - already (3:22)
Summary of Pre-recorded Content
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Bonus Material: Basic Management Principles
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