This document discusses strategies for accelerating SaaS sales online. It identifies the top 5 challenges for online sales as driving traffic, standing out from competitors, capturing attention, removing barriers to sale, and limited budgets. It then provides steps to overcome these, including aligning with buyer personas, developing value propositions, messaging, mastering the customer journey, and integrating sales channels. The document is authored by David Ednie, CEO of SalesChannel Europe, and focuses on audits and workshops to help companies accelerate their SaaS go-to-market strategies and sales performance.

1. SaaS Sales
Acceleration

2. The 5 online
Sales Challenges

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. Steps to Online
Sales Acceleration

9. Excite and motivate
customers to buy online

10. Capture their Hearts and Minds

11. 1. Aligning with Buyer Personas
11

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. 3. Messaging & Positioning
13

14. 4. Mastering the 2 Moments of Truth - Online:
1) Buy
2) Use
14

15. 5. Get everybody on the same bus

16. How do I do it?
16

17. A fresh perspective
17

18. Challenge Conventional Thinking:
Value
1 Time to Market
Value
2 Competitive Advantage
Customer Experience
3 Products / Services

19. Shake people out of
their complacency

20. Under Control?

21. Help people think
about the future

22. Ride the Wave
22

23. Navigate in unchartered waters
23

24. Discover new oceans of opportunity
24

25. Avoid the Red Ocean
25

26. Navigate to Blue Oceans
26

27. Navigate to BIG Blue Oceans

28. Target tomorrow’s
online customers

29. Consumer 2.0
The birth of
Generation C
Communicate
Content
Co‐creation Creativity
Control Connected Channel
Community
Conversation

30. Excite and Energise people
with new possibilities

31. A brand new day

32. What is the cost of delay?

33. Where’s the fire?
33

34. Decide to take action….

35. Get your ticket to SaaS Sales Acceleration

36. About Me

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. Demand
Generation
(Marketing)
Sales
Online Sales
Performance Effectiveness
Motivation
SaaS Sales
Effectiveness
Buyer
Behaviour

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. My References

41. Client References
SalesChannel
Europe
©2009 SalesChannel Europe. All rights reserved

42. 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