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Building_a_Successful_SaaS_Business

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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 = ...

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.

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    Building_a_Successful_SaaS_Business Building_a_Successful_SaaS_Business Presentation Transcript

    • SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/myklroventine/480909743
    • The world has changed SalesChannel Europe ©2010 All rights reserved
    • Everything is moving to the web 3 SalesChannel Europe ©2010 All rights reserved
    • Externally focused thinking SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/cverdier/4402868869
    • Destination postcard
    • Identify barriers to entry www.flickr.com/photos/myklroventine/480909595
    • Wishing for change www.flickr.com/photos/superzelle/3853482206
    • Change your thinking SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/oriol_gascon/2172565951
    • Child-like thinking SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/toekneesan/3847444842
    • AND thinking
    • AND thinking SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/artwithrays/3919906312
    • 5 Key Sales & Marketing Priorities: 1 Messaging & Positioning 2 Packaging & Pricing 3 Customer Experience 4 Sales Processes 5 Organizational Readiness
    • Messaging & Positioning
    • Target tomorrow’s customers SalesChannel Europe ©2010 All rights reserved
    • Buyer Personas 15 SalesChannel Europe ©2010 All rights reserved
    • Target different buyer personas
    • Humanize SalesChannel Europe ©2010 All rights reserved 18
    • Persona-Based Website
    • Understand your Buyer’s Personas SalesChannel Europe ©2010 All rights reserved
    • 5 Key Sales & Marketing Priorities: 1 Messaging & Positioning 2 Packaging & Pricing 3 Customer Experience 4 Sales Processes 5 Organizational Readiness
    • Target specific customer groups SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/superzelle/4608034587
    • Create simple Value Propositions SalesChannel Europe ©2010 All rights reserved
    • Example of Low Price Provider
    • SalesChannel Europe ©2010 All rights reserved
    • 5 Key Sales & Marketing Priorities: 1 Messaging & Positioning 2 Packaging & Pricing 3 Customer Experience 4 Sales Processes 5 Organizational Readiness
    • Put your customer at the centre of everything you do SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/nnova/2841741385
    • Focusing all your efforts on how they think SalesChannel Europe ©2010 All rights reserved
    • A Spectrum of Buyer Behavior Never looks at Visits web-site Qualifies Self- web-site, wants briefly, then Online but Guided face-2-face calls to Qualify Calls to Online meeting Close Sales Web- Web- Agnostic Centric Uses Web Site Qualifies Chats to find Online but Online Contact takes to Close Information Face2Face Deal to Close
    • Easy to buy SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/1suisse/3504595493
    • Remove barriers to sale SalesChannel Europe ©2010 All rights reserved 33
    • Choice preference
    • Triplicate of choice C B A
    • Triplicate of choice Y% X% C B A
    • Consistency www.flickr.com/photos/good_day/38181398
    • Adaptability SalesChannel Europe ©2010 All rights reserved www.flickr.com/photos/josephrobertson/2693259390
    • 5 Key Sales & Marketing Priorities: 1 Messaging & Positioning 2 Packaging & Pricing 3 Customer Experience 4 Sales Processes 5 Organizational Readiness
    • Motivate them to take action….
    • Everything is under control? SalesChannel Europe ©2010 All rights reserved
    • Channels to Market Direct & Partners Enterprise Online & Partners Midmarket Online Channel Telesales SOHO & SMB Partners
    • Channels to Market Direct In-Direct Online Sales Sales Sales 43
    • Channels to Market Integrated Sales Machine 44
    • Being Found/Findable
    • Standing out from the crowd SalesChannel Europe ©2010 All rights reserved
    • Capture their attention
    • Connecting with people on their terms 48
    • 5 Key Sales & Marketing Priorities: 1 Messaging & Positioning 2 Packaging & Pricing 3 Customer Experience 4 Sales Processes 5 Organizational Readiness
    • Get everyone moving in the same direction SalesChannel Europe ©2010 All rights reserved
    • Collective focus SalesChannel Europe ©2010 All rights reserved 51
    • Help them to see their better future SalesChannel Europe ©2010 All rights reserved
    • Help! Where do I start? www.flickr.com/photos/darkpatator/395215642
    • This is too hard!
    • + + Together we can do more SalesChannel Europe ©2010 All rights reserved
    • Enjoy the benefits of life
    • Next up: What? and How? SalesChannel Europe ©2010 All rights reserved
    • David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com SalesChannel Europe ©2010 All rights reserved