SaaS Sales Acceleration Program


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

Published in: Business
  • 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

  1. 1. SaaS Sales Acceleration
  2. 2. The 5 online Sales Challenges
  3. 3. #1. Driving traffic to your website
  4. 4. #2. Standing out from the crowd
  5. 5. #3. Capturing their attention
  6. 6. #4. Removing barriers to sale 6
  7. 7. #5. Doing all this with no money
  8. 8. Steps to Online Sales Acceleration
  9. 9. Excite and motivate customers to buy online
  10. 10. Capture their Hearts and Minds
  11. 11. 1. Aligning with Buyer Personas 11
  12. 12. 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
  13. 13. 3. Messaging & Positioning 13
  14. 14. 4. Mastering the 2 Moments of Truth - Online: 1) Buy 2) Use 14
  15. 15. 5. Get everybody on the same bus
  16. 16. How do I do it? 16
  17. 17. A fresh perspective 17
  18. 18. Challenge Conventional Thinking: Value 1 Time to Market Value 2 Competitive Advantage Customer Experience 3 Products / Services
  19. 19. Shake people out of their complacency
  20. 20. Under Control?
  21. 21. Help people think about the future
  22. 22. Ride the Wave 22
  23. 23. Navigate in unchartered waters 23
  24. 24. Discover new oceans of opportunity 24
  25. 25. Avoid the Red Ocean 25
  26. 26. Navigate to Blue Oceans 26
  27. 27. Navigate to BIG Blue Oceans
  28. 28. Target tomorrow’s online customers
  29. 29. Consumer 2.0 The birth of  Generation C Communicate Content Co‐creation Creativity Control Connected Channel Community Conversation
  30. 30. Excite and Energise people with new possibilities
  31. 31. A brand new day
  32. 32. What is the cost of delay?
  33. 33. Where’s the fire? 33
  34. 34. Decide to take action….
  35. 35. Get your ticket to SaaS Sales Acceleration
  36. 36. About Me
  37. 37. 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
  38. 38. Demand  Generation (Marketing) Sales  Online Sales  Performance  Effectiveness Motivation SaaS Sales  Effectiveness Buyer  Behaviour
  39. 39. 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
  40. 40. My References
  41. 41. Client References SalesChannel Europe ©2009 SalesChannel Europe. All rights reserved
  42. 42. SaaS Sales  David R Ednie President & CEO SalesChannel Europe SARL Ph:  +33 676 600 925 Acceleration Email: david@saleschannel‐ Blog: Website: www.saleschannel‐