Intellect Scan

4 Behavior Traits

your instinctual behaviors

6 Motivator Traits

these emotionally drive you

3 Cognitive Traits

your logical thinking

Intellectual Diversity

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The Intellectual Traits resource walks you through the 13 traits

The 13 traits map your natural position

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The Team Positioning resource walks you through the 9 positions on a business team

INSIDE THE ORGANIZATION

OUT IN THE MARKETPLACE

OPERATIONAL ZONE

OPPORTUNITY ZONE

VALUE CREATION ZONE

The 13 traits map your natural position

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The Team Positioning resource walks you through the 9 positions on a business team

INSIDE THE ORGANIZATION

OUT IN THE MARKETPLACE

OPERATIONAL ZONE

OPPORTUNITY ZONE

VALUE CREATION ZONE

Who is at the STARTE table?

INSIDE THE ORGANIZATION

OUT IN THE MARKETPLACE

OPERATIONAL ZONE

OPPORTUNITY ZONE

VALUE CREATION ZONE

Intellectual Diversity

Mental Focus

Steve

Laurens

Donna &�Neal

Intellectual Diversity�Business Functions

Steve

Laurens

Donna &�Neal

Intellectual Diversity�Revenue Generation

Steve

Laurens

Donna &�Neal

SEE THE WORK

Who is at the STARTE table?

1. Right Seats?
2. Missing Pieces?

INSIDE THE ORGANIZATION

OUT IN THE MARKETPLACE

OPERATIONAL ZONE

OPPORTUNITY ZONE

VALUE CREATION ZONE

CMO

CEO

COO

CTO

6 Cost Structure

Our variable costs

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Sub costs

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5 Revenue

Our price is dependent on their Need for what we offer + our Ability to deliver + their options to buy from a Replacement vendor

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$100k ← $85k (charge for delivery)

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2 Need

What needs to get done?

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Care & Support of Customer -> San Jose & NYC

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Alternatives

Who they say “no” to

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3 Offer

Our key features

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Partner who can execute against what RJ sells

7 Key Metric

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Success =

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Value =

4 Customer Values

What are we promising?

Why are they choosing us?

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�We will execute

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��High-Level Concept

A way to understand us

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9 Competitive Advantage

Why they choose us

Innovators Dilemma

competitive awareness

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Innovative

Reliable

Convenient

Price

8 Channels

Our top lead sources

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1 Customer

Who is buying?

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RJ’s Wife (Ann) → Suspicious of new partners

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Mindset

Crossing the Chasm

market awareness

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Early Adopter

Mainstream

PRODUCT

MARKET

Circles of Work

← Behavioral Markers�(9 Personalities)

← Circles of Work �(13 Traits)

← At Your Core �(9 Personalities)

← Positional Activity �(9 Positions)

← Recognizing Stress�(4 Behavior Traits)

SEE THE PEOPLE

Donna Leung

Intellectual Diversity, changing the way you look at teams

Support

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6 NT | Serving

Laurens Banker

Fulfillment

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7 EQ | Selling

Neal Foard

Support��6 NT | Serving

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Steve Weinstein

Significance��4 ST | Innovating

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Team Dashboard

Lawrence Andre

Integrity

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1 PD | Building

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C

C

C

C

C

C

C

D

D

C

C

C

C

C

C

Behaviors

Motivators

Cognition

Cognitive Traits

your logical thinking

Intellectual Diversity

COGNITIVE TRAITS

Everyone thinks across three channels

FUTURE�(conceptually planning, designing, and architecting)

PEOPLE�(observing a person’s situation and needs)

NOW

(pragmatically making decisions, taking action, and solving problems)

COGNITIVE TRAITS

Is there any Divergent thinking?

There are two thinking styles, and they are very different.

The images contrast the expansive divergent thinking with the narrower convergent thinking.

This is fixed, and you are either convergent or divergent on each thinking channel.

CONVERGENT

“paying attention”

DIVERGENT

“wandering mind”

SMART COLLABORATION

Donna Leung

Intellectual Diversity, changing the way you look at teams

Support

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6 NT | Serving

Laurens Banker

Fulfillment

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7 EQ | Selling

Neal Foard

Support��6 NT | Serving

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Steve Weinstein

Significance��4 ST | Innovating

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Team Dashboard

Lawrence Andre

Integrity

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1 PD | Building

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C

C

C

C

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C

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D

D

C

C

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C

Behaviors

Motivators

Cognition

Sales Teams

Intellectual Diversity�Revenue Generation

What EQ’s bring to Sales

• Separates wheat from the chaff
• High tolerance for rejection
• Takes big risks for big rewards
• Driven, fast-paced
• Competitive, Decisive
• High energy
• Communication: sound bytes, persuades

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An EQ can do a lot of the selling to another EQ

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• Reduce the spin cycle
• Find out with whom to test the solution
• Drive home alignment with the buyer EQ’s personal objectives

SELLER

BUYER

Intellectual Diversity�The Buying Team

SELLER

BUYER

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The PD has inherent mistrust of the EQ

The PD rejects spin

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• Provide adequate time to listen
• Listen in depth (not the strength of the EQ)
• Listen beyond your need
• Avoid cutting off the PD
• Avoid the temptation to talk knowledge
• Profess to being: “just the sales guy”
• Stick to the role of scout

SELLER

BUYING TEAM

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The NT can read you like a book

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• Park your ego
• Never pretend to know someone that you don’t
• The EQ must listen empathetically
• The EQ should declare (again) “I am just the sales guy”

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SELLER

BUYING TEAM

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The ST sees the EQ as a conduit �(the EQ should not try to be more)

The ST listens to the EQ’s firm unique qualifications to deliver on the vision

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• Determine the vision before you sell
• The EQ must listen to the whole vision, no matter how long it takes, and the EQ must respect it
• No small talk

SELLER

BUYING TEAM

Understand�Customer’s�Business�Need

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Qualify�Opportunity

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Propose�Solution

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Negotiate�& Close

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EQ

EQ

EQ

EQ

PD

NT

ST

NT

PD

ST

PD

NT

ST

PD

NT

Intellectual Diversity �The Sales Team

EQ

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Develop�Solution

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Intellectual Diversity�Sales Strengths

Depth of Creative Thinking

Depth of Relationship

Depth of Knowledge

What They Want:

• Significant value aligned with company & personal objectives
• Top-line and bottom-line results
• Competitive power (they love to win)

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How to Approach:

• State value in first three minutes
• Socialize, focus on useful contacts
• OK to sell, but don’t over spin
• Offer pay-for-performance

SELLER

BUYER

Do:

• Get to the point
• Brevity is key
• Find out (if not told) with whom to vet solution
• Check for zoning-out

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Don’t:

• Tell them more than they want to know
• Use long, detailed, involved answers to questions
• Don’t take an hour to say anything

SELLER

BUYER

What They Want:

• Your ability to help them realize their vision and ideas
• Speed executing an idea into the market

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How to Approach:

• Absolutely align with their vision
• Sell your ability to manage the people aspects

SELLER

BUYER

Do:

• Be all business
• Think ahead several moves (because the Strategist will)
• Use color & visuals versus words and numbers (because a picture is worth a million words)

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Don’t:

• Try to be their friend
• Try to trump their idea or vision
• Sell “me too”

SELLER

BUYER

What They are Thinking:

• Do I trust you?
• What are the risks to my relationship capital?
• How will this increase my relationship capital?
• Will anyone be negatively affected/hurt?

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How to Approach:

Develop trust

1.Direct Relationship

2.Triangle with a common trusted NT

3.Accenture approach of proving yourself

SELLER

BUYER

Do:

• Be empathetic
• Show you know people are the key to success

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Don’t:

• Ask the Networker to risk too much political capital
• Let them drive all of the conversation to be about you
• Oversell

SELLER

BUYER

What They Want:

• Content, methods, tools, experience, �risk mitigation, knowledge

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How to Approach:

• Highlight experience and “proven” methods
• Be prepared to go deep into detail
• Ask what they want, be prepared to listen at length and in detail
• Explain how you avoid failure/manage risk
• Provide proof wherever you can

SELLER

BUYER

Do:

• Highlight how you will finish the job
• Avoid ambiguity
• Complexity OK
• Go deep several times for brief periods (don’t overdo)

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Don’t:

• Change their game
• Tell them how to do everything – leave some mystery

SELLER

BUYER

L7 Influential Behaviors

Personalities

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The Personalities resource walks you through the 9 personalities

Behavioral �Markers

How do others

see you?

Your basic desire drives your fulfillment

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Level 9

Level 8

Level 7 ← Influencers

Level 6 ← Responsible Managers

Level 5 ← Individual Contributors

Level 4

Level 3

Level 2

Level 1

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but this triggers fear when under pressure

Fulfilled

Under Pressure

Behavioral �Markers

How does �this person feel today?

Level 9: Profoundly creative. Transforming their experiences into something valuable.

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Level 8: Aware of feelings and inner impulses. Sensitive and intuitive �both to self and others: gentle, tactful, compassionate.

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Level 7: Individualistic. Can be serious and funny, vulnerable and emotionally strong.

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Level 6: Take an artistic, romantic orientation to life, creating a beautiful, aesthetic environment. Heighten reality through the imagination.

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Level 5: Interiorize everything. Moody and hypersensitive. Withdrawn to protect their self-image and buy time to sort out feelings.

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Level 4: Feel they are exempt from living as everyone else does. They become melancholy dreamers, living in a fantasy world. Self-pity and envy of others leads to self-indulgence, and to becoming increasingly impractical, unproductive.

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Level 3: Alienated from self and others, blocked, emotionally paralyzed.

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Level 2: Tormented by delusional self-contempt. Blaming others, they drive away anyone who tries to help them.

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Level 1: Despairing, feels hopeless.

Fulfilled

Under Pressure

Behavioral �Markers

How does �this person feel today?

Level 9: Deeply grateful and appreciative for what they have. Become awed by the simple wonders of life: joyous and ecstatic.

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Level 8: They find everything invigorating. Lively, vivacious, eager, spontaneous, resilient, cheerful.

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Level 7: Accomplished achievers, generalists who do many different things well. Practical, productive, usually prolific.

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Level 6: Adventurous, but unproductive because constantly seeking new experiences. Energized by money, variety, and trends.

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Level 5: Uninhibited, storytelling, flamboyant exaggerations, witty wise-cracking. Fear being bored: in perpetual motion. Lacking follow through.

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Level 4: Conspicuous consumption. Self-centered. Demanding and pushy. Unsatisfied and jaded. Hardened, and insensitive.

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Level 3: Impulsive and infantile: do not know when to stop. Offensive and abusive.

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Level 2: Out of control, erratic mood swings, and compulsive actions.

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Level 1: Energy and health is completely spent: claustrophobic and panic-stricken. Often give up on themselves and life.

Fulfilled

Under Pressure

Behavioral �Markers

How does �this person feel today?

Level 9: Belief in self leads to true courage, positive thinking, and rich self-expression.

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Level 8: Endearing, lovable, affectionate. Forming permanent relationships and alliances.

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Level 7: Dedicated to individuals and movements. Community builders. Hard-working. Creating security, bringing a cooperative spirit.

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Level 6: Investing their energy into whatever they believe will be safe. Organizing and structuring, they look to authorities for security. Constantly vigilant, anticipating problems.

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Level 5: Evasive, indecisive, cautious, and ambivalent. Internal confusion makes them react unpredictably.

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Level 4: Sarcastic and belligerent, blaming others, dividing people into friends and enemies. Authoritarian while fearful of authority, highly suspicious, yet, conspiratorial.

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Level 3: Highly divisive, disparaging and berating others.

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Level 2: Feeling persecuted. They lash-out and act irrationally.

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Level 1: Hysterical. Self-abasing behavior.

Fulfilled

Under Pressure