This document summarizes a training presentation on keeping teams engaged with power messaging. It discusses UPS's successful 2007 whiteboard campaign that cost $35 million. It then covers different business impact indicators and success stories from implementing power messaging at Dell Federal, including over $51 million in closed deals. The presentation emphasizes leading by example with bi-monthly practice sessions, and provides real-world examples of memorable messaging approaches.

1. How to Keep Your Team
Bought into Power Messaging
Mark D’Alessandro
mark_d’alessandro@dell.com
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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=o7UP22w72H8
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3. AGENDA
• Recap of Training at Dell
• SFDC and Power Messaging Change
• Impact in Different Business Units
• Real World examples
• My Team Success
• Q&A
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4. Growth Start to Be Challenge
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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 Spirit
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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 Dell
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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.
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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=1s
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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=0s
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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=R8y6DJAeolo
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12. Starting over again – Dell Federal
Moved to a new business segment in May 2010 and they had not been
to PM training.
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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.
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14. Starting over again – Dell Federal
Indicators of Business Impact: Success Story Summary
Financial 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.
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15. Starting over again – Dell Federal
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16. Starting over again – Dell Federal
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17. Recap of Training at Dell
November 2010 – The Big Break Through – I thought!
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18. We are in it to win it
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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 School
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20. My Team Success – Mark D’Alessandro
Exsisto Paratus Estar Preparadas! そなえよつねに
Allzeit bereit! Sii Preparato! Toujours Prêt!
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21. My Team Success – Mark D’Alessandro
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22. My Team Success – Mark D’Alessandro
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23. My Team Success – Mark D’Alessandro
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24. My Team Success – Mark D’Alessandro
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25. My Team Success – Mark D’Alessandro
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26. My Team Success – Mark D’Alessandro
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27. My Team Success – Mark D’Alessandro
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28. My Team Success – Mark D’Alessandro
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29. You are leading the Dell transformation
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30. Real World Examples – AE Present Birthday
HP
Dell
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31. Real World Examples
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32. Real World Examples – Grandma & Books
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33. Final Take Aways
• Be Memorable
http://www.youtube.com/watch?feature=player_detailpage&v=HuoVM9nm42E#t=144s
• Don't Be Afraid to Fail, Be Afraid Not to Try!
"I've missed more than 9000 shots in my career.
I've lost almost 300 games. 26 times I've been
trusted to take the game winning shot ... and
missed. I've failed over and over and over again
in my life. That is why I succeed."
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34. Questions?
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