1. Corporate Visions
Marketing and Sales
Alignment
Karen Snyder, Director, Solution
Marketing
Kevin Starner, Director, Sales
Enablement
Wednesday, Sept 21, 2011
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5. Sales & Marketing
Aligning for Impact
Place image here
Kevin Starner, Director Sales Enablement
Karen Snyder, Director Solutions Marketing
Wednesday, September 21, 2012
© 2010 Iron Mountain Incorporated. All rights reserved. Iron Mountain and the design of the mountain are registered trademarks
of Iron Mountain Incorporated. All other trademarks and registered trademarks are the property of their respective owners.

6. 85% of theMessaging created by Marketing
On Power collateral
goes unused
-Entrepreneur Magazine
40% is the average amount of time spent by
sales people creating their own material
– CMO Council
Only 10-20% of salespeople are creating the
‘best’ message for their prospects
-American Marketing Association
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8. Joined IM Joined IM
in 2002 in 2005
The more things Direct Sales Dual Masters
change…
EMR Enablement/
Sales Training & Digital Record
Development Center
President’s Award
Sales Leadership Winner
Director, Industry
Director, Sales Marketing
Enablement Solutions
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9. The more things
Stay the Same…
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10. OUR CHALLENGE



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11. ?
A New Way
EVENT
Old Way

The New Way
PROCESS
Old Way
Your Way
CULTURE
= Organizational Alignment
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12. OUR SOLUTION
  Define and Sequence
Your Messaging Events
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13. What if you could…
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15. AMBASSADOR OF AWESOMENESS
SUSAN TRUMPLER
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16. POWER MESSAGING TRAINING
420 Trained*
24 Cities
10 Weeks
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18. HERE’S WHAT THEY
ARE SAYING…
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19. ABOUT
POWER MESSAGING
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20. How Often is Your Manager
Coaching You on Power Messaging?
Every
Opportunity 53%
Only the
Biggest
Opportunities
28%
Rarely to Never 19%
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22. How Often Are You Applying Power
Messaging Techniques to Your Deals?
Every
Opportunity 59%
Only the
Biggest
Opportunities 38%
Rarely to Never 3%
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23. At What Stage in the Sales Process Do
You Start Applying Power Messaging?
Prospecting
48%
Needs
Analysis 23%
Solution
Presentation 28%
Closing 1%
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24. STALLED DEALS
• 352 Stalled Deals
• 19 Deals Signed
• $14MM Total Value
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25. AND WE’RE JUST
GETTING STARTED ;)
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26. OUR SOLUTION

 
 Define and Sequence
Your Messaging Events
 Establish Your
 Message Creation
Process
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27. Early Adoption
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28. Historically Speaking
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29. Do
you
know
about
Iron
Mountain?
29

30. Did
I
tell
you
we
are
the
Leader?
30

31. See
our
Map,
cool
huh?
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32. So
What?
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36. Message Creation
Marketing
Importan
t to your
Buyer
nd
o Defe
Sales
Product Management
Easy t
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37. Core Message Document
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38. Interactive Messaging Guide
How?
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40. OUR SOLUTION



 Define and
Sequence Your
Messaging Events



 Establish Your
Message Creation
Process

 Develop Your
Messaging Culture
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41. Cuisine
Language
Theatre
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43. Before Sales Enablement Weekly
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44. After Sales Enablement Weekly
44

45. Before After
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46. Sales Enablement Weekly
Sphere of Influence
Product &Solutions
Revenue Management Marketing
Proposal Services
Business Intelligence
Product Management
Salesforce.com
Internet Marketing
Sales Support Account Services
Employee Communications Professional Services
Corporate Communications
Experiential Marketing
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49. Some People Are More Creative
Than Others
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50. WHAT IF…
You had over 300 specific Messaging Objects at
your finger tips?
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51. Messaging Objects
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52. Develop Your Messaging Culture
Sales Process
Messaging
Culture
Marketing Process
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53. OUR SOLUTION

 
 Define and Sequence
Your Training Events

 
 Establish Your Message
Creation Process

 
 Develop Your
Messaging Culture
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56. So, what do you think?
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