Downloaded 104 times
Uploaded byValue Migration DNA
Building_a_Successful_SaaS_Business
The document outlines key priorities for sales and marketing, emphasizing the importance of understanding buyer personas, customer experience, and effective messaging. It discusses adapting sales processes to be web-centric and removing barriers to purchase while ensuring a unified approach across organizational efforts. Overall, it stresses the need for businesses to focus on customer needs and behaviors to thrive in a competitive market.
Building_a_Successful_SaaS_Business
- 1. SalesChannel Europe ©2010All rights reserved www.flickr.com/photos/myklroventine/480909743
- 2. SalesChannel Europe ©2010All rights reserved The world has changed
- 3. SalesChannel Europe ©2010All rights reserved3 Everything is moving to the web
- 4. SalesChannel Europe ©2010All rights reserved Externally focused thinking www.flickr.com/photos/cverdier/4402868869
- 5.
- 6. Identify barriers toentry www.flickr.com/photos/myklroventine/480909595
- 7.
- 8. SalesChannel Europe ©2010All rights reserved Change your thinking www.flickr.com/photos/oriol_gascon/2172565951
- 9. SalesChannel Europe ©2010All rights reserved Child-like thinking www.flickr.com/photos/toekneesan/3847444842
- 10.
- 11. SalesChannel Europe ©2010All rights reserved www.flickr.com/photos/artwithrays/3919906312 AND thinking
- 12. 5 Key Sales& Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
- 13.
- 14. SalesChannel Europe ©2010All rights reserved Target tomorrow’s customers
- 15. SalesChannel Europe ©2010All rights reserved 15 Buyer Personas
- 16. Target different buyerpersonas
- 18. SalesChannel Europe ©2010All rights reserved 18 Humanize
- 19.
- 20. SalesChannel Europe ©2010All rights reserved Understand your Buyer’s Personas
- 21. 5 Key Sales& Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
- 22. SalesChannel Europe ©2010All rights reserved Target specific customer groups www.flickr.com/photos/superzelle/4608034587
- 23. SalesChannel Europe ©2010All rights reserved Create simple Value Propositions
- 24. Example of LowPrice Provider
- 25. SalesChannel Europe ©2010All rights reserved
- 28. 5 Key Sales& Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
- 29. SalesChannel Europe ©2010All rights reserved Put your customer at the centre of everything you do www.flickr.com/photos/nnova/2841741385
- 30. SalesChannel Europe ©2010All rights reserved Focusing all your efforts on how they think
- 31. Web- Centric Web- Agnostic Self- Guided Online Sales Chats Online to Close Deal Qualifies Online but Callsto Close Qualifies Online but takes Face2Face to Close Never looks at web-site, wants face-2-face meeting Uses Web Site to find Contact Information Visits web-site briefly, then calls to Qualify A Spectrum of Buyer Behavior
- 32. SalesChannel Europe ©2010All rights reserved Easy to buy www.flickr.com/photos/1suisse/3504595493
- 33. SalesChannel Europe ©2010All rights reserved 33 Remove barriers to sale
- 34.
- 35.
- 36. A C X % Y % B Triplicateof choice
- 37.
- 38. SalesChannel Europe ©2010All rights reserved Adaptability www.flickr.com/photos/josephrobertson/2693259390
- 39. 5 Key Sales& Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
- 40. Motivate them totake action….
- 41. SalesChannel Europe ©2010All rights reserved Everything is under control?
- 42. Channels to Market SOHO& SMB Online Channel Telesales Partners MidmarketOnline & Partners EnterpriseDirect & Partners
- 43.
- 44. 44 Integrated Sales Machine Channelsto Market
- 45.
- 46. SalesChannel Europe ©2010All rights reserved Standing out from the crowd
- 47.
- 48. 48 Connecting with people ontheir terms
- 49. 5 Key Sales& Marketing Priorities: Packaging & Pricing2 Customer Experience3 Sales Processes4 5 Organizational Readiness Messaging & Positioning1
- 50. SalesChannel Europe ©2010All rights reserved Get everyone moving in the same direction
- 51. SalesChannel Europe ©2010All rights reserved 51 Collective focus
- 52. SalesChannel Europe ©2010All rights reserved Help them to see their better future
- 53. Help! Where doI start? www.flickr.com/photos/darkpatator/395215642
- 54. This is toohard!
- 55. SalesChannel Europe ©2010All rights reserved Together we can do more + +
- 56. Enjoy the benefitsof life
- 57. SalesChannel Europe ©2010All rights reserved Next up: What? and How?
- 58. SalesChannel Europe ©2010All rights reserved David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com