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

How to Keep Your Team Bought into Power Messaging Mark D’Alessandro mark_d’[email protected]

1 Dell Confidential

2 Dell Confidential

2007

http://www.youtube.com/watch?v=o7UP22w72H8

100

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Yr UPS started Whiteboard Campaign

Yr anniversary for UPS in 2007

M spent on initial campaign

AGENDA

3 Dell Confidential

•  Recap of Training at Dell •  SFDC and Power Messaging Change •  Impact in Different Business Units •  Real World examples •  My Team Success •  Q&A

Growth Start to Be Challenge

4 Dell Confidential

Recap of Training at Dell

5 Dell Confidential

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

Recap of Sales Books Given

6 Dell Confidential

•  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.

Eades


7 Dell Confidential


8 Dell Confidential

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.


9 Dell Confidential


http://www.youtube.com/watch?feature=player_detailpage&v=QMFwFgG9NE8#t=1s

•  BRUTE FORCE – Get their attention first!


10 Dell Confidential


•  BRUTE FORCE – Take the class or you are FIRED!

http://www.youtube.com/watch?feature=player_detailpage&v=wVQPY4LlbJ4#t=0s




•  GREED – You will make more money if you take the class!

http://www.youtube.com/watch?v=R8y6DJAeolo

Starting over again – Dell Federal


Moved to a new business segment in May 2010 and they had not been to PM training.



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.



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.



November 2010 – The Big Break Through – I thought!

We are in it to win it

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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



Toujours Prêt! Allzeit bereit!

そなえよつねに

Sii Preparato!

Estar Preparadas! Exsisto Paratus

You are leading the Dell transformation

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Real World Examples – AE Present Birthday


HP Dell

Real World Examples


Real World Examples – Grandma & Books


Final Take Aways


http://www.youtube.com/watch?feature=player_detailpage&v=HuoVM9nm42E#t=144s

•  Be Memorable

"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."

•  Don't Be Afraid to Fail, Be Afraid Not to Try!

Questions?
