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SaaS Sales Acceleration Program
 

SaaS Sales Acceleration Program

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5 steps you can take to accelerate your SaaS online sales.

5 steps you can take to accelerate your SaaS online sales.


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  • Yes, nothing is as valuable as finding out directly from the source.
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  • I like the Seth Godin test - make a few sales calls and see if you can hook a prospect before you even start developing your product.
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  • Freemium drives user growth, usage familiarity and customer adoption. Together with trial it can be a valid transition strategy to pay for usage. Ultimately though if the product doesn't solve a real and valid customer problem or deliver a superior experience in solving an existing problem then issue is not freemium or paid, it is product / customer fit - I believe.
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  • Excellent presentation. Im currently having lots of discussions over the merits of freemium strategy with several clients. I'd rather they thought more about making their product brilliant before rushing to give a light weight version away for free.
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    SaaS Sales Acceleration Program SaaS Sales Acceleration Program Presentation Transcript

    • SaaS Sales Acceleration
    • The 5 online Sales Challenges
    • #1. Driving traffic to your website
    • #2. Standing out from the crowd
    • #3. Capturing their attention
    • #4. Removing barriers to sale 6
    • #5. Doing all this with no money
    • Steps to Online Sales Acceleration
    • Excite and motivate customers to buy online
    • Capture their Hearts and Minds
    • 1. Aligning with Buyer Personas 11
    • 2. Value Proposition Development Manageable Recurring Large Upfront Costs Costs [OpEx] [CapEx] 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 Customer realizes OWN it value 12
    • 3. Messaging & Positioning 13
    • 4. Mastering the 2 Moments of Truth - Online: 1) Buy 2) Use 14
    • 5. Get everybody on the same bus
    • How do I do it? 16
    • A fresh perspective 17
    • Challenge Conventional Thinking: Value 1 Time to Market Value 2 Competitive Advantage Customer Experience 3 Products / Services
    • Shake people out of their complacency
    • Under Control?
    • Help people think about the future
    • Ride the Wave 22
    • Navigate in unchartered waters 23
    • Discover new oceans of opportunity 24
    • Avoid the Red Ocean 25
    • Navigate to Blue Oceans 26
    • Navigate to BIG Blue Oceans
    • Target tomorrow’s online customers
    • Consumer 2.0 The birth of  Generation C Communicate Content Co‐creation Creativity Control Connected Channel Community Conversation
    • Excite and Energise people with new possibilities
    • A brand new day
    • What is the cost of delay?
    • Where’s the fire? 33
    • Decide to take action….
    • Get your ticket to SaaS Sales Acceleration
    • About Me
    • Buyer Behaviour Buyer Psychology Neuroscience Psychology Forward‐Focused Thinking Sales Experience Persuasion Skills Business Insights Buyer Personas Faster Results Leadership  Resilient Thinking Solution Selling Understand the Future Inspiration Thinking Skills  Create the Future Mastering The Complex Sale Contrarian Thinking  Motivation Change
    • Demand  Generation (Marketing) Sales  Online Sales  Performance  Effectiveness Motivation SaaS Sales  Effectiveness Buyer  Behaviour
    • SalesChannel Europe Accelerating Time to Revenue SaaS Sales Acceleration Program  Search Deliverables: Refer Find Value Proposition Innovation • Messaging and Positioning • Support Qualify Selling to Buyer Personas  • Managing the Online Buying Cycle • Sales Channel Integration • Standing out from the crowd • Try SaaS GTM and Sales Up-sell Innovation Workshops We offer: • SaaS Sales Readiness Audits Manage Buy • Custom Sales Acceleration Programs Activate • SaaS Go‐To‐Market Innovation Workshops • Consulting Services
    • My References
    • Client References SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
    • 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