How to Keep Your TeamBought into Power MessagingMark D’Alessandromark_d’alessandro@dell.com 1   Dell Confidential
2007                 Yr UPS started Whiteboard Campaign            100                Yr anniversary for UPS in 2007      ...
AGENDA•       Recap of Training at Dell•       SFDC and Power Messaging Change•       Impact in Different Business Units• ...
Growth Start to Be Challenge4   Dell Confidential
Recap of Training at Dell    1.  TAS (Target Account Selling) – Target        Marketing Systems, Inc. - 1997    2.  Value ...
Recap of Sales Books Given    •  The Art of War – Sun Tsu    •  Building Your Team’s Morale, Pride and       Spirit – Cent...
Recap of Training at Dell7   Dell Confidential
Recap of Training at Dell    How the heck am I going to sell this Power Messaging stuff to my    people?    •  LIE – I am ...
Recap of Training at Dell    How the heck am I going to sell this Power Messaging stuff to my    people?    •  BRUTE FORCE...
Recap of Training at Dell     How the heck am I going to sell this Power Messaging stuff to my     people?     •  BRUTE FO...
Recap of Training at Dell     How the heck am I going to sell this Power Messaging stuff to my     people?     •  GREED – ...
Starting over again – Dell Federal     Moved to a new business segment in May 2010 and they had not been     to PM trainin...
Starting over again – Dell Federal     Leading Indicators (surveys)     •  use of 19 Power Messaging skills, processes, an...
Starting over again – Dell FederalIndicators of Business Impact: Success Story SummaryFinancial Impact:•  $51,418,000 in c...
Starting over again – Dell Federal15   Dell Confidential
Starting over again – Dell Federal16   Dell Confidential
Recap of Training at Dell     November 2010 – The Big Break Through – I thought!17   Dell Confidential
We are in it to win it18
My Team Success – Mark D’Alessandro     •  I had to lead by example not just words or commands.     •  I had to force myse...
My Team Success – Mark D’AlessandroExsisto Paratus          Estar Preparadas!   そなえよつねに     Allzeit bereit!       Sii Prep...
My Team Success – Mark D’Alessandro21   Dell Confidential
My Team Success – Mark D’Alessandro22   Dell Confidential
My Team Success – Mark D’Alessandro23   Dell Confidential
My Team Success – Mark D’Alessandro24   Dell Confidential
My Team Success – Mark D’Alessandro25   Dell Confidential
My Team Success – Mark D’Alessandro26   Dell Confidential
My Team Success – Mark D’Alessandro27   Dell Confidential
My Team Success – Mark D’Alessandro28   Dell Confidential
You are leading the Dell transformation29
Real World Examples – AE Present Birthday                                HP                         Dell30   Dell Confiden...
Real World Examples31   Dell Confidential
Real World Examples – Grandma & Books32   Dell Confidential
Final Take Aways     •  Be Memorable     http://www.youtube.com/watch?feature=player_detailpage&v=HuoVM9nm42E#t=144s     •...
Questions?34   Dell Confidential
35   Dell Confidential
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Rollout and reinforcement making power messaging part of your company's dna

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Rollout and reinforcement making power messaging part of your company's dna

  1. 1. How to Keep Your TeamBought into Power MessagingMark D’Alessandromark_d’alessandro@dell.com 1 Dell Confidential
  2. 2. 2007 Yr UPS started Whiteboard Campaign 100 Yr anniversary for UPS in 2007 35 M spent on initial campaign http://www.youtube.com/watch?v=o7UP22w72H82 Dell Confidential
  3. 3. AGENDA•  Recap of Training at Dell•  SFDC and Power Messaging Change•  Impact in Different Business Units•  Real World examples•  My Team Success•  Q&A3 Dell Confidential
  4. 4. Growth Start to Be Challenge4 Dell Confidential
  5. 5. Recap of Training at Dell 1.  TAS (Target Account Selling) – Target Marketing Systems, Inc. - 1997 2.  Value Added Negotiating – Sales Concepts, Inc. - 1999 3.  Acclivus Sales Negoiation – 2002 4.  Sales Process Transformation (SPT) – Sales Performance Int’l – 2007 5.  Building Your Team’s Morale, Pride and Spirit5 Dell Confidential
  6. 6. Recap of Sales Books Given •  The Art of War – Sun Tsu •  Building Your Team’s Morale, Pride and Spirit – Center for Creative Leadership •  The Heart of Change – John P. Kotter & Dan S. Cohen •  Selling to VITO – Tony Parinello •  Good to Great – Jim Collins •  Secrets of Question Based Selling – Thomas A. Fresse •  The New Solution Selling – Keith M.6 Eades Dell Confidential
  7. 7. Recap of Training at Dell7 Dell Confidential
  8. 8. Recap of Training at Dell How the heck am I going to sell this Power Messaging stuff to my people? •  LIE – I am telling you we are committed to this one.8 Dell Confidential
  9. 9. Recap of Training at Dell How the heck am I going to sell this Power Messaging stuff to my people? •  BRUTE FORCE – Get their attention first!http://www.youtube.com/watch?feature=player_detailpage&v=QMFwFgG9NE8#t=1s9 Dell Confidential
  10. 10. Recap of Training at Dell How the heck am I going to sell this Power Messaging stuff to my people? •  BRUTE FORCE – Take the class or you are FIRED! http://www.youtube.com/watch? feature=player_detailpage&v=wVQPY4LlbJ4#t=0s10 Dell Confidential
  11. 11. Recap of Training at Dell How the heck am I going to sell this Power Messaging stuff to my people? •  GREED – You will make more money if you take the class! http://www.youtube.com/watch?v=R8y6DJAeolo11 Dell Confidential
  12. 12. Starting over again – Dell Federal Moved to a new business segment in May 2010 and they had not been to PM training.12 Dell Confidential
  13. 13. Starting over again – Dell Federal Leading Indicators (surveys) •  use of 19 Power Messaging skills, processes, and tools •  5 coaching activities •  9 support and reinforcement activities Lagging Indicators (Dell metrics) •  Dell Success Stories – with customers •  pipeline growth •  Year‐over‐year revenue growth This two‐pronged measurement approach using “leading” and “lagging” indicators enabled us to isolate the effects of Power Messaging from outside factors and to pinpoint the differences between “high adopters” and “low adopters” of the skills.13 Dell Confidential
  14. 14. Starting over again – Dell FederalIndicators of Business Impact: Success Story SummaryFinancial Impact:•  $51,418,000 in closed business•  $135,540,000 in new potential business was reported in 48 of the 59 success stories with specific PM examples.14 Dell Confidential
  15. 15. Starting over again – Dell Federal15 Dell Confidential
  16. 16. Starting over again – Dell Federal16 Dell Confidential
  17. 17. Recap of Training at Dell November 2010 – The Big Break Through – I thought!17 Dell Confidential
  18. 18. We are in it to win it18
  19. 19. My Team Success – Mark D’Alessandro •  I had to lead by example not just words or commands. •  I had to force myself as well as my team to practice on some cadence. •  Set up the bi-monthly PM Best Practice Sessions. •  Put a recurring meeting in my team’s calendar for 18 times. •  3 year commitment on my part. •  2/3 of the day was practice: 1/3 fun or team building event •  Examples of Team Building or Fun Events •  Grand Canyon trip •  NCAA game together •  Navigate Sailing Boat •  Go-Cart Racing •  Arsenal •  Bowling •  Trapeze School19 Dell Confidential
  20. 20. My Team Success – Mark D’AlessandroExsisto Paratus Estar Preparadas! そなえよつねに Allzeit bereit! Sii Preparato! Toujours Prêt!20 Dell Confidential
  21. 21. My Team Success – Mark D’Alessandro21 Dell Confidential
  22. 22. My Team Success – Mark D’Alessandro22 Dell Confidential
  23. 23. My Team Success – Mark D’Alessandro23 Dell Confidential
  24. 24. My Team Success – Mark D’Alessandro24 Dell Confidential
  25. 25. My Team Success – Mark D’Alessandro25 Dell Confidential
  26. 26. My Team Success – Mark D’Alessandro26 Dell Confidential
  27. 27. My Team Success – Mark D’Alessandro27 Dell Confidential
  28. 28. My Team Success – Mark D’Alessandro28 Dell Confidential
  29. 29. You are leading the Dell transformation29
  30. 30. Real World Examples – AE Present Birthday HP Dell30 Dell Confidential
  31. 31. Real World Examples31 Dell Confidential
  32. 32. Real World Examples – Grandma & Books32 Dell Confidential
  33. 33. Final Take Aways •  Be Memorable http://www.youtube.com/watch?feature=player_detailpage&v=HuoVM9nm42E#t=144s •  Dont Be Afraid to Fail, Be Afraid Not to Try! "Ive missed more than 9000 shots in my career. Ive lost almost 300 games. 26 times Ive been trusted to take the game winning shot ... and missed. Ive failed over and over and over again in my life. That is why I succeed."33 Dell Confidential
  34. 34. Questions?34 Dell Confidential
  35. 35. 35 Dell Confidential
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