CUNA Mutual Group - Aligning Marketing and Sales Through Messaging to Create a Common Approach and...

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Our Story of Alignment

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We Talked Like That?

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One is the Loneliest Number…

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Turning into Big Blue?

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Why Change? Numbers Don’t Lie…

18,000 >> 6,500

1,500

57%

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51%

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Talk about Change Management?

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PRODUCT & MARKETING SALES

Power Positioning

Power Messaging

Customer Conversations

Aligned Stories To Deliver

Messages that Matter

Skills Training To Deliver

Conversations that Win

Sales Enablement

Corporate Visions and CUNA Mutual Group

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Tech/Tools

•  SalesForce •  Power Messaging Center •  Brainshark

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Key Tools/Tech

Power Messaging Center

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No Trash Allowed Here!

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Right Skills

•  Solution Selling Training •  Power Messaging Training •  Sales Managers Coaching Academy •  Power Punch Communication

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Better Results

Power Messaging Learning & Skill Development

Managers Go First; then Staff

Learn & Practice, Practice, Practice

Behav ior Change

Ongoing Coaching

-- Goal is long-term behavior change!

$2.2m – Closed $9m – Retained $21m – New

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Bronze Silver Gold

Know & Do Diagnose &

Coach Situational Coaching

•  Video Coaching Assessment

•  Knowledge Assessment

•  Power Parties

•  POV Pitch Learning Courses

•  PM Center Submissions

Live Deal Coaching Calls:

•  Pre-Call Planning

•  Presentation Feedback

•  Cross Functional LDC

Coaching Academy Proficiency Levels

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Skills – Power Punch

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Change Management Matters!

• Connect the Dots Early

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Stories

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New Math

(6+1) > 72 x 400

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Take stock & Organize

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Chaos

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The Solution

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Order to Chaos

•  Insight Brief

•  Email content/templates

•  Infographic

•  Slide Library

•  Updated web pages

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Lessons Learned:

•  Same page

•  Fix the plane mid-flight

•  Start/Stop/Continue

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Did it Work? Listen to the Sales Guy!

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Three IS NOT A CROWD