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In the world of business conversations, the disease affecting your business is the addiction to discussing solutions without fully understanding the outcome expectations that determine success. It knowingly costs your implementation teams the ability to achieve product adoption, and your sales, account management, and customer success teams the ability to enrich sales opportunities.
In order to capitalize on the limited opportunities to be explicit about what you and your clients need to achieve acquisition, retention, and advocacy outcomes, you need to uncover the hidden power of expectations dialogue. When harnessed correctly, this will help you accelerate value discovery so you can focus on the outcomes you can control.
Uncover the 3 myths you've been sold about client conversations and why it's costing you opportunities to discuss the value both companies need to succeed.
Discover a more effective structure for identifying specific, explicit outcome expectations in your dialogue with clients and peers to help you address ways to meet them.
Learn the number 1 reason why you're key stakeholders are not giving you more "talk time" and what to do about it.
Audience: B2B Sales, customer success, and account management teams...
Understanding and meeting clients' needs is essential for revenue operations and account management. But how do you design conversations that discover opportunities to deliver value while making the relationship fair for your company? I speak to sales and account teams about a psychology-based approach to framing client conversations. This keynote is about the seven expectation conversations that will transform your acquisition, retention, sales enrichment, and advocacy efforts. Speaking Videos
Audience: B2B Product Implementation and delivery professionals...
Why do product implementations fail even with talented teams that finish on time and on budget? Because they fail to meet the subjective outcome expectations of users. I speak to technology implementors about the steps necessary to clarify and align business outcome expectations that often derail product implementation and adoption. Speaking Videos
Audience: Any internal employee or partner organization...
Building equity and creating psychologically safe workplaces is impossible without dialogue. But how do you motivate people to feel safe sharing? A structured conversation approach allows people to share needs while building equity creatively, and I want to share it with you. I speak to employees about expectation conversations that lead to constructive dialogue with their internal stakeholders so they can work in a psychologically safe and productive environment. Speaking Videos
Audience: For General Audiences...
Managing outcome expectations is not just for business people. Our ability to manage expectations with our interpersonal relationships is equally important and can impact our work-life. I speak to general audiences to help them discuss the expectations that build and maintain equitable interpersonal relationships. This keynote explores the conversations we need to have regularly with the close relationships in our lives. Speaking Videos
Alaska Airline
Hi, my name is JC Quintana, and I am an expectations management expert. Ten years ago, I discovered that more customers and employees leave companies because their expectations were never explicitly discussed (more than any other reason combined). It made me realize that we are not structuring our dialogue in a way that allows both parties in the conversation to align on specific outcomes. I know firsthand what it's like to lose an essential business relationship because of a lack of expectations clarity that deteriorated and ended the relationship, which is why I speak to audiences today.
My goal is to help others incorporate seven psychology-based expectations of value into their business conversations to retain their best customers and employees and accelerate profitability and productivity.
When I am not speaking, you can find me facilitating expectations management workshops and promoting my books. I look forward to connecting and being a part of your next event so that together we can give your organization better conversation tools. Watch me in action!
JC Quintana is the founder of expectations management psychology company Dialogue-7. He started his career in technology implementation. As a result of years leading professional services organizations for SAGE, Hewlett-Packard, DXC Technologies, and employee development organizations at DHL and ADP, he discovered that most organizations do not have a practical approach to discussing mutual expectations. Combined with his psychology background and desire to help, he took to the stage with the goal of reaching as many people as possible in the realm of expectations dialogue and negotiation. Today, his talks will inspire and motivate you to transform your business relationships by ensuring transparent and fair outcomes for all parties.
JC is a highly sought-after speaker and facilitator. His books are favorited in the industry and have helped sales and product organizations worldwide discover a better way to engage clients in more profitable acquisition, retention, enrichment, and advocacy conversations.
He has helped thousands of companies turn expectation conversations into increased revenue and better place to work.
If you are looking for someone to transform your conversations with customers, peers, and value-added partners, JC is the answer for your next event. Watch him in action.
"I help companies turn conversations into insights they can use to manage customer, employee, and stakeholder expectations by using a psychology-based framework that allows all party to negotiate mutual value."
GS1
Here is my calendar for your convenience: Let's have a virtual coffee and talk...
JC
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