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



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  • 1. How to Keep Your TeamBought into Power MessagingMark D’Alessandromark_d’ 1 Dell Confidential
  • 2. 2007 Yr UPS started Whiteboard Campaign 100 Yr anniversary for UPS in 2007 35 M spent on initial campaign Dell Confidential
  • 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. Growth Start to Be Challenge4 Dell Confidential
  • 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. 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. Recap of Training at Dell7 Dell Confidential
  • 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. 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! Dell Confidential
  • 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! feature=player_detailpage&v=wVQPY4LlbJ4#t=0s10 Dell Confidential
  • 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! Dell Confidential
  • 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. 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. 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. Starting over again – Dell Federal15 Dell Confidential
  • 16. Starting over again – Dell Federal16 Dell Confidential
  • 17. Recap of Training at Dell November 2010 – The Big Break Through – I thought!17 Dell Confidential
  • 18. We are in it to win it18
  • 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. 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. My Team Success – Mark D’Alessandro21 Dell Confidential
  • 22. My Team Success – Mark D’Alessandro22 Dell Confidential
  • 23. My Team Success – Mark D’Alessandro23 Dell Confidential
  • 24. My Team Success – Mark D’Alessandro24 Dell Confidential
  • 25. My Team Success – Mark D’Alessandro25 Dell Confidential
  • 26. My Team Success – Mark D’Alessandro26 Dell Confidential
  • 27. My Team Success – Mark D’Alessandro27 Dell Confidential
  • 28. My Team Success – Mark D’Alessandro28 Dell Confidential
  • 29. You are leading the Dell transformation29
  • 30. Real World Examples – AE Present Birthday HP Dell30 Dell Confidential
  • 31. Real World Examples31 Dell Confidential
  • 32. Real World Examples – Grandma & Books32 Dell Confidential
  • 33. Final Take Aways •  Be Memorable •  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. Questions?34 Dell Confidential
  • 35. 35 Dell Confidential