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.
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
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