making power positioning and power tools your company’s messaging culture
DESCRIPTION
Eryn del Castillo, Vice President, Sales Operations, ADP AdvancedMDTRANSCRIPT
Eryn Del Castillo Vice President, Sales Operations
ADP Advanced MD September 20, 2012
Making Power Positioning and Power Tools Your Company's Messaging Culture
Sales effectiveness
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
Power Positioning at ADP
143 $4.6M 90 340% 42
Closed Deals in the Pilot
Region
Incremental Revenue Day Period ROI
Replicated Across
Organization
4 © Copyright 2012 ADP, Inc. Proprietary and Confidential Information
Sales Enablement Overview
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 insightful reporting.
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.
CAMPAIGNS AND PROGRAMS
EFFECTIVENESS AND TOOLS
Enablement Strategy
© Copyright 2011 ADP, Inc. Proprietary and Confidential Information. 5
Drive
Results
Accelerate Sales Funnel
Activity
Find, Attract, & Manage Qualified
Inbound Leads
Innovate & Expand Core Field Campaigns
Request from Business
Units Conduct Session
Edit/ Feedback
Cycle
Messaging and Tool Delivery
Power Positioning Process
Pow
er P
ositions P
OV
P
ower
Messaging
Power Positioning Across the Enterprise
Formats Areas
Power Positions &
POV
Training
Marketing & Campaigns
Lead Gen
Digital Marketing
Business Unit
Sales Effectiveness
Advertising Mobile
Powerpoint
Social
PDF/Print
• Road Map • Storyboard • Video • Ppt Presentation
7 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Message creation and core deliverables presented to BU
Messaging and contest distributed to
Functional Areas
Custom assets created by
departments
Reporting and tracking on asset
usage and success rate
Power Positioning Integration: Training
Power Messaging
New Hire
Certification
Advanced DM
Training Power
Coaching
8 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Power Positioning Integration: Marketing & Campaigns
9 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Power Positioning Integration: Lead Gen
10 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Power Positioning Integration: Digital Marketing
11 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Power Positioning Integration: BU
12 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Competitive Intelligence
Power Positioning Integration: Sales Effectiveness
13 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
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.
WHAT IS SALES EFFECTIVENESS?
14 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Making it Cultural
Tools
Ideal Customer
Profile
Competitive Landscape
Analysis Guide
Influencer Enablement
Tools
Handling Objection
Guide
Solutions Agreement
Pres.
Pricing/ Service
Proposal
POV Storyboard
Executive Overview
Pres.
Overview Recap Letter
Competitor Profiles
Messaging Roadmaps
Message Cue Cards
Elevator Pitch/
Scripts
Lead Pulling Guides
Campaign Support
Loosening of the Status Quo
Committed to Change
Exploring Possible Solutions
Committed to a Solution
Justifying the Decision
Making the Selection
15
Field Readiness Kit
16 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Field Readiness Kit
17 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.
Scalability Across The Enterprise