Q2 09

Leadership Chronicles

Second Quarter 2009

Greetings randy,

Please excuse the re-sending of this newsletter. It turns out the version that went out last week was a draft. There are plenty of entertaining spelling and grammatical errors and we are embarrassed that the wrong version was sent. So, if you didn't get a chance to read last week's version, read on. If you did read last week's version, we apologize for taking space in your email.

Another quarter has sped by and summer has arrived with a sense of optimism and enthusiasm. We always enjoy hearing from you so keep your comments coming.

We hope you enjoy this newsletter and if you missed one of our past issues, please follow this link to take a look at previous Leadership Chronicles

All the best,

Randy Sabourin & Cam Anderson

Sales & Status - Business Improvisation at its Most Valuable

There are several critical sales skills that that can increase your success with your clients that go beyond the traditional mass produced 'one size fits all' sales training. Skills associated with account strategy, competitive counter-tactics, advanced questioning models for discovery, the neuroscience of change and one of our personal favorites: status.

Status awareness and leverage is one of those allusive attributes that people often think a great sales person is 'born with'. Like most valuable sales skills, some come to them naturally and are performed in an unconsciously competent state of mind. Until we attended an improvisation workshop many years ago with Keith Johnstone, we had not experienced status as a learnable skill. Further research led us to incorporate status as a component in our Collaboration & Influence Model that we include as a module in many of our workshops. Status awareness and manipulation, your own and how you use it to impact a situation, is a key ingredient in sales and leadership. complete article...

This article was also re-posted at Smart Selling Tools, a great site with lots of sales resources.

2009 NeuroLeadership Summit October 27 to 29

ASCI is a proud member of the NeuroLeadership Institute. We have found the research and content to be very valuable to our practice and, ultimately, our clients. The 2009 NeuroLeadership Summit will take place in Los Angeles at the UCLA campus in Westwood - October 27th through October 29th. It should be another outstanding summit.

Areas of focus will include:

The physiology of presence, trust, integrity and other leadership competencies.
Why change is so hard at an individual and systemic level, and how to make it easier.
The neuroscience of mindfulness.
Why it's often so hard to think clearly and how to make better decisions.
The anatomy of an 'aha!' and how to have more of them.
Driving performance through understanding the goals of the brain.
How we know ourselves and others.
The neuroscience of social networks, and why the social world is so important.
Learning about the brain in K-12 education.
Teaching leaders and managers about the brain.

Speakers will include:

Daniel Siegel - author of best seller 'The Developing Mind', co-director of UCLA Mindful Awareness Research Center
Warren Bennis - one of the greats of leadership development
Werner Erhard - founder of transformational leadership
Jonah Lehrer - neuroscientist and author of recent bestseller 'How We Decide'
Marco Iacoboni - leading mirror neuron researcher
Naomi Eisenberger - leading social neuroscience researcher
Yi-Yuan Tang - leading attention researcher
Matthew Lieberman - founder of social neuroscience
Evian Gordon - leading brain researcher, building world's largest database of brain research
John Joseph - expert on teaching kids about the brain
Dr. Al Ringleb - Director, CIMBA Business School, Italy, co-founder, NeuroLeadership Institute
David Rock - author and global leadership consultant, co-founder, NeuroLeadership Institute