Eryn del Castillo, Vice President, Sales Operations, ADP AdvancedMD

1. Making Power
Positioning and Power
Tools Your Company's
Messaging Culture
Eryn Del Castillo
Vice President, Sales Operations
ADP Advanced MD
September 20, 2012

2. 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

3. Power Positioning at ADP
143 $4.6M 90 340% 42
Closed Deals Incremental Replicated
in the Pilot Revenue Day Period ROI Across
Region Organization

4. 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

5. 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.

6. Power Positioning Process
Request from Edit/ Messaging
Conduct
Business Feedback and Tool
Session
Units Cycle Delivery

7. Power Positioning Across the 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.

8. Power Positioning Integration: Training
Power Messaging
Advanced
New Hire Certification Power
DM
Coaching
Training
8 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

9. Power Positioning Integration: Marketing
& Campaigns
9 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

10. Power Positioning Integration: Lead Gen
10 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

11. Power Positioning Integration: Digital Marketing
11 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

12. Power Positioning Integration: BU
Competitive Intelligence
12 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

13. 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.

14. 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.

15. Field Readiness Kit
15

16. Field Readiness Kit
16 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.

17. Scalability Across The Enterprise
17 © Copyright 2011 ADP, Inc. Proprietary and Confidential Information.