Making power positioning and power tools your company’s messaging culture

Making power positioning and power tools your company’s messaging culture

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  Making Power Positioning andPower Tools Your Company's Messaging Culture Eryn Del Castillo Vice President, Sales Operations ADP Advanced MD September 20, 2012
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  What is Cultural?! cul·tur·al/ˈkəәlCHəәrəәl/ Adjective: Of or relating to the ideas, customs, and social behavior of a society. Of or relating to the arts and to intellectual achievements. Synonyms: cultured Sales effectiveness
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  Power Positioning atADP 143 $4.6M 90 340% 42 Closed Deals Incremental Replicated in the Pilot Revenue Day Period ROI Across Region Organization
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  Sales Enablement Overview CAMPAIGNS AND PROGRAMS Supports Field Sales in the strategy, planning and execution of all campaign activity across ES, enabling them to gain access and close business with innovative tools, timely assets and EFFECTIVENESS insightful reporting. AND TOOLS Focused on Increasing sales productivity through a guided selling strategy of high value, high impact sales tools, sales messaging & competitive intelligence that leverages market trends, customer needs and field excellence. 4 © Copyright 2012 ADP, Inc. Proprietary and Confidential Information
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  Enablement Strategy Drive Results Accelerate Sales Funnel Activity Find, Attract, & Manage Qualified Inbound Leads Innovate & Expand Core Field Campaigns 5 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Process Requestfrom Edit/ Messaging Conduct Business Feedback and Tool Session Units Cycle Delivery
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  Power Positioning Acrossthe Enterprise Reporting and Messaging and Custom assets tracking on asset Message creation and core contest distributed to created by deliverables presented to BU usage and success Functional Areas departments rate Positions Formats Power Areas Training Email PDF/Print Marketing & Campaigns Power POV Positions & Lead Gen Social POV •  Road Map Digital Marketing •  Storyboard •  Video Powerpoint Messaging •  Ppt Presentation Business Unit Power Sales Effectiveness Advertising Mobile 7 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:Training Power Messaging Advanced New Hire Certification Power DM Coaching Training 8 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:Marketing & Campaigns 9 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:Lead Gen 10 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:Digital Marketing 11 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:BU Competitive Intelligence 12 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Power Positioning Integration:Sales Effectiveness WHAT IS SALES EFFECTIVENESS? Deliver the right tools at the right time throughout the sales process. Making navigating the sales process easy. Leverage best in class tools to accelerate the sales cycle and win more deals. 13 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Making it Cultural Exploring Loosening of Committed to Possible Committed to a Justifying the Making the the Status Quo Change Solution Decision Selection Solutions Tools Ideal Influencer Handling Messaging POV Analysis Pricing/ Customer Enablement Objection Roadmaps Storyboard Guide Service Profile Tools Guide Proposal Competitive Message Executive Lead Competitor Solutions Landscape Cue Cards Overview Pulling Profiles Agreement Pres. Guides Pres. Elevator Overview Pitch/ Recap Scripts Letter Campaign Support 14 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Field Readiness Kit 15
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  Field Readiness Kit 16 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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  Scalability Across TheEnterprise 17 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.