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

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
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
Conversation Community
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
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
 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
• 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
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