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SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
SaaS Sales Acceleration Program
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SaaS Sales Acceleration Program

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Transcript

  • 1. SaaS Sales Acceleration
  • 2. Top 5 online Sales Challenges 1
  • 3. #1. Driving traffic to your website
  • 4. #2. Standing out from the crowd
  • 5. #3. Capturing their attention
  • 6. #4. Removing barriers to sale 6
  • 7. #5. Doing all this with no money
  • 8. with reduced visibility
  • 9. Steps to Online Sales Acceleration 2
  • 10. Excite and motivate customers to buy online
  • 11. Capture their Hearts and Minds
  • 12. 1. Aligning with Buyer Personas 12
  • 13. 2. Value Proposition Development Large Upfront Costs Manageable Recurring [CapEx] Costs [OpEx] Trial, Evaluation, Usage, Reduced Risks Learn from experience of Other Users Reduced Time Deployment to Provision [Free delivery] Pay for it because Use it because you OWN it Customer realizes value 13
  • 14. 3. Messaging & Positioning 14
  • 15. 4. Mastering the 2 Moments of Truth - Online: 1) Buy 2) Use 15
  • 16. 5. Get everybody on the same bus
  • 17. How do I do it? 3 17
  • 18. A fresh perspective 18
  • 19. Challenge Conventional Thinking: Value 1 Time to Market Value Advantage 2 Competitive Customer Experience 3 Products / Services
  • 20. Shake people out of their complacency
  • 21. Under Control?
  • 22. Help people think about the future
  • 23. Ride the Wave 23
  • 24. Navigate in unchartered waters 24
  • 25. Discover new oceans of opportunity 25
  • 26. Avoid the Red Ocean 26
  • 27. Navigate to Blue Oceans 27
  • 28. Navigate to BIG Blue Oceans
  • 29. Using Value Curve Innovation
  • 30. Target tomorrow’s online customers
  • 31. Consumer 2.0 The birth of Generation C Communicate Content Co-creation Creativity Control Connected Channel Conversation Community
  • 32. Excite and Energise people with new possibilities
  • 33. A brand new day
  • 34. What is the cost of delay?
  • 35. Where’s the fire? 35
  • 36. Commit to take action….
  • 37. Get your ticket to SaaS Sales Acceleration NOW!
  • 38. About Me 4
  • 39. Buyer Behaviour Buyer Psychology Neuroscience Psychology Sales Experience Forward-Focused Thinking Persuasion Skills Business Insights Buyer Personas Resilient Thinking Leadership Faster Results Solution Selling Understand the Future Inspiration Thinking Skills Create the Future Mastering The Complex Sale Contrarian Thinking Motivation Change
  • 40. Demand Generation (Marketing) Sales Online Sales Performance Effectiveness Motivation SaaS Sales Effectiveness Buyer Behaviour
  • 41. SalesChannel Europe Accelerating Time to Revenue SaaS Sales Acceleration Program Search Deliverables: Refer Find • Value Proposition Innovation • Messaging and Positioning • Selling to Buyer Personas Support Qualify • Managing the Online Buying Cycle • Sales Channel Integration • Standing out from the crowd Up-sell SaaS GTM and Sales Try Innovation Workshops We offer: • SaaS Sales Readiness Audits Manage Buy • Custom Sales Acceleration Programs Activate • SaaS Go-To-Market Innovation Workshops • Consulting Services
  • 42. My References 5
  • 43. Client References SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  • 44. SaaS Sales David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Acceleration Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com

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