Philips Respironics Measures Impact of Sales Messaging Initiative
ROI measurement for sales messaging and sales skills training isn’t a nice to have, it’s a must have! Philips Respironics knows this. That’s why they enrolled in a pilot program to test a new assessment that tracks adoption, behavior change and business impact. The ROI report, showing the results they saw after rolling out Power Positioning and Power Messaging, is summarized in this case study.
CenturyLink’s Marketing and Sales Messaging Initiative
What ROI results can you expect to get when you work with Corporate Visions?
See the results CenturyLink achieved after working with Corporate Visions on their sales and marketing messging initiative. The report highlights business impact, sales adoption, quota achievement and behavior change.
Fortune 50 High-Tech Company Reaps Benefits of Messaging and Positioning Program
When a Fortune 50 high-tech company shifted its product mix away from hardware and moved to selling end-to-end solutions, it turned to Corporate Visions for help retooling its sales messaging and creating a new approach to sales conversations. The company measured the ROI of its Corporate Visions engagement and learned that it had improved in a number of areas including quota achievement and average deal size.
Corporate Visions opened our eyes to a new way to address customer needs. They have a complete, integrated process, from differentiated message development to differentiated selling tools and skills. It’s also documented and repeatable, which means it’s something we can turn into an internal competency and best practice, which is the ultimate goal of any business transformation.
— Charlene Grabowski, GM of Commercial Learning and Development
The Power Positioning and Power Messaging techniques are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. Power Messaging is the foundation of success for high-performing marketing and sales organizations. At Kronos, our results are a reflection of the power of the tool.
— Aron Ain, CEO, Kronos
Our new messaging is great, and it is being widely used by our sales team. We’ve never had a year-end sales meeting with content that was met with such widespread acceptance and enthusiasm. I admit that I entered the Power Messaging and Power Positioning process with some skepticism, but count me as a convert!
— Jerry D. Cline, SVP Retail Sales and Marketing, AmerisourceBergen Drug Company
I have seen the power of our messaging first hand. It ultimately set up the foundation to re-open discussions from last year with a major client that had been dormant for some time and ultimately resulted in an estimated $2 million close last week!
— Thomas S., VP, LexisNexis
We were a solid company — in the top three to five in most categories in terms of sales — but we needed a new energy to take us to being a top performer. The Power Messaging system gave Miranda’s marketing team a better understanding of the conversations sales reps needed to have with prospects to improve their performance. Sales calls were less about what Miranda’s products do and more about what they mean to the customer.
— Kevin Joyce, Chief Sales and Marketing Officer, Miranda Technologies
Corporate Visions helps us light a fire under stalled deals and prospects that have gone cold. In a world where the status quo is not an option, the best sales professionals have become orchestrators of change! The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will affect customer results. An enterprise focus on sales messaging, using Power Messaging concepts, is the hidden secret to driving incremental sales productivity and overwhelming customer success!
— Ken Powell, VP Worldwide Sales Enablement, ADP
I used to handout white papers, the audience would look through them rather then pay attention to my presentation. I now use the Power Messaging techniques to simplify the message, create value and get attention. This approach has helped me sell a $500,000 deal! I have shortened my presentation and increased the value!
— Steve F., Director, IMS
Power Messaging was like a maturation of Solution Selling. We now use the presentation skills with new hires. We’ve crisped up our message, made it more succinct and reduced it down to a business value. It’s worked great!
— Joe L., Product Marketing, QAD
Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on the customers’ outcomes and what they want to achieve.
— Karen Quintos, CMO & SVP, Dell Inc.
The Power Messaging techniques have been enthusiastically embraced and adopted by our sales teams, and they’ve elevated our game. By applying this real-world, customer-focused approach to message development and delivery, you should expect to create more deals, increase pipeline velocity, and close more business. Moreover, you will invigorate your sales force, and your salespeople will thank you. Power Messaging sticks with you and it works.
— David Bonnette, Group VP North America Sales, Oracle
One of our most difficult tasks in sales training had been getting our reps up to speed quickly on our messaging. In the past, we had them read brochures sit through operations training and shadow other reps and we hoped that the messaging would sink in. Now with Corporate Visions messaging and our online, just-in-time training tools, we are confident that our reps are getting the right messaging in a consistent way. Everything that we do, and how we communicate it to customers is now in one place ready to use when our reps need it. This has been extremely helpful in getting new reps up to speed quickly.
— Kevin Derella, Sr. Vice President, Coverall North America, Inc.