building_a_successful_saas_business
DESCRIPTION
Sales and Marketing skills are changing. In the new virtual, digital, online world a Marketing Manager -> a Community Manager. Seles and Marketing will migrate to the ultimate desired outcome = customer adoption. Community, inclusive culture and social collaboration will be critical to Sales and Marketing success in 2020.TRANSCRIPT
SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/myklroventine/480909743
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The world has changed
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Everything is moving to the web
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Externally focused thinking
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Destination postcard
Identify barriers to entry
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Wishing for change
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Change your thinking
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Child-like thinking
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AND thinking
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AND thinking
5 Key Sales & Marketing Priorities:
Packaging & Pricing
2
Customer Experience
3
Sales Processes
4
5 Organizational Readiness
Messaging & Positioning
1
Messaging & Positioning
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Target tomorrow’s customers
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15
Buyer Personas
Target different buyer personas
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Humanize
Persona-Based Website
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Understand your Buyer’s Personas
5 Key Sales & Marketing Priorities:
Packaging & Pricing
2
Customer Experience
3
Sales Processes
4
5 Organizational Readiness
Messaging & Positioning
1
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Target specific customer groups
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Create simple
Value Propositions
Example of Low Price
Provider
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5 Key Sales & Marketing Priorities:
Packaging & Pricing
2
Customer Experience
3
Sales Processes
4
5 Organizational Readiness
Messaging & Positioning
1
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Put your customer at the
centre of everything you do
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Focusing all your efforts on how they think
Web-
Centric
Web-
Agnostic
Self-Guided Online Sales
Chats Online
to Close Deal
Qualifies Online but
Calls to Close
Qualifies Online but
takes Face2Face to Close
Never looks at web-site, wants
face-2-face meeting
Uses Web Site to find
Contact Information
Visits web-site briefly, then
calls to Qualify
A Spectrum of Buyer Behavior
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Easy to buy
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Remove barriers to sale
Choice preference
A
C B
Triplicate of choice
A
C
X %
Y %
B
Triplicate of choice
Consistency
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Adaptability
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5 Key Sales & Marketing Priorities:
Packaging & Pricing
2
Customer Experience
3
Sales Processes
4
5 Organizational Readiness
Messaging & Positioning
1
Motivate them to take action….
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Everything is
under control?
Channels to Market
SOHO & SMB Online Channel
Telesales Partners
Midmarket Online & Partners
Enterprise Direct & Partners
43
Direct Sales
In-Direct Sales
Online Sales
Channels to Market
44
Integrated Sales Machine
Channels to Market
Being Found/Findable
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Standing out from the crowd
Capture their attention
48
Connecting with people
on their terms
5 Key Sales & Marketing Priorities:
Packaging & Pricing
2
Customer Experience
3
Sales Processes
4
5 Organizational Readiness
Messaging & Positioning
1
SalesChannel Europe ©2010 All rights reserved
Get everyone moving
in the same direction
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Collective focus
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Help them to see their better future
Help! Where do I start?
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This is too hard!
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Together we can do more
+ +
Enjoy the benefits of life
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Next up: What? and How?
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David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)
Email: [email protected] Website: www.saleschannel-europe.com