saas sales acceleration program
DESCRIPTION
5 steps you can take to accelerate your SaaS online sales.TRANSCRIPT
SaaS Sales Acceleration
The 5 onlineSales Challenges
#1. Driving traffic to your website
#2. Standing out from the crowd
#3. Capturing their attention
6
#4. Removing barriers to sale
#5. Doing all this with no money
Steps to OnlineSales Acceleration
Excite and motivate customers to buy online
Capture their Hearts and Minds
11
1. Aligning with Buyer Personas
12
Large Upfront Costs [CapEx]
Manageable Recurring Costs [OpEx]
2. Value Proposition Development
Pay for it becauseCustomer realizes
value
Use it because you OWN it
Reduced RisksTrial, Evaluation, Usage, Learn from experience of
Other UsersReduced Time
to Provision[Free delivery]
Deployment
13
3. Messaging & Positioning
14
1) Buy
2) Use
4. Mastering the 2 Moments of Truth - Online:
5. Get everybody on the same bus
16
How do I do it?
17
A fresh perspective
Time to Market1Competitive Advantage2Products / Services3
Challenge Conventional Thinking:
Value
Value
Customer Experience
Shake people out oftheir complacency
Under Control?
Help people thinkabout the future
22
Ride the Wave
23
Navigate in unchartered waters
24
Discover new oceans of opportunity
25
Avoid the Red Ocean
26
Navigate to Blue Oceans
Navigate to BIG Blue Oceans
Target tomorrow’sonline customers
The birth of
Generation C
Connected
Co‐creation Creativity
Content
Conversation CommunityChannel
Communicate
Control
Consumer 2.0
Excite and Energise people with new possibilities
A brand new day
What is the cost of delay?
33
Where’s the fire?
Decide to take action….
Get your ticket to SaaS Sales Acceleration
About Me
Persuasion Skills
Neuroscience
Contrarian Thinking
Thinking Skills
Motivation
Inspiration
Leadership
Psychology
Resilient Thinking
Solution Selling
Change
Business Insights
Mastering The Complex Sale
Forward‐Focused Thinking
Understand the Future
Buyer Behaviour
Buyer Psychology
Buyer Personas
Sales Experience
Faster Results
Create the Future
SaaS Sales Effectiveness
Sales Performance Motivation
Demand Generation(Marketing)
Buyer Behaviour
Online Sales Effectiveness
Search
Find
Qualify
Try
Buy
Activate
Manage
Up-sell
Support
Refer
SalesChannel EuropeAccelerating Time to Revenue
SaaS GTM and SalesInnovation Workshops
SaaS Sales Acceleration Program Deliverables:
• Value Proposition Innovation• Messaging and Positioning• Selling to Buyer Personas • Managing the Online Buying Cycle• Sales Channel Integration• Standing out from the crowd
We offer:• SaaS Sales Readiness Audits• Custom Sales Acceleration Programs• SaaS Go‐To‐Market Innovation Workshops• Consulting Services
My References
©2009 SalesChannel Europe. All rights reserved
SalesChannelEurope
Client References
SaaS Sales Acceleration
David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: david@saleschannel‐europe.comBlog: http://saleschannel.blogspot.comWebsite: www.saleschannel‐europe.com