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