This document discusses trends in how customers are accessing content and applications, and provides guidance on how to adapt sales strategies accordingly. It notes that revenue from mobile applications is growing rapidly as users access more content through apps on mobile devices. It also discusses different generational groups and their preferences around technology. The document then provides recommendations for how to understand customers' needs and guide them through the purchase decision process, including asking diagnostic questions, understanding usage profiles, focusing on benefits rather than technical details, helping customers envision potential, and providing options without overwhelming them with too many choices.

1. www.flickr.com/photos/thewendyhouse/2791542225

2. How can I get them to buy?
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3. By adapting to

4. TREND #1

5. Applications moving
to Mobile Devices
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6. There’s a battle going on
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7. OS Shoot out
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9. The web is quickly moving from a web of content to
a web of applications. And the market for mobile
applications is growing at a frenetic rate.
Analyst firm Gartner is predicting that revenue from
applications will grow from $4.2 billion in 2009 to
$29.5 billion in 2013.
And this proliferation of widgets, gadgets and apps
looks to dramatically change the way we access
content as we bypass more and more search engines
on our way to reaching our choice of content.

10. Apps Store

11. Users are drowning in a sea
of uncertainty and confusion

12. TREND #2

13. Generation Y

14. Generation Y users

15. Social media

16. Social expression
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17. Collaboration
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18. Generation Z customers
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19. Baby Boomers
Survey: What is the one thing you
would not give up?
• 50+ year olds: my car
• 18-49 year olds: my cell phone
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22. 1 2
things to
remember

23. Implications for customers 1

24. What are they
looking for?
24
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25. What are they
really looking for?
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26. A typical customer
feels like this. . .

27. They are doing this
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28. They are stuck in the mud
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29. Guide them to
what they want
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30. Help them choose

31. Guide them in their decision
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32. Get them to consider buying

33. Implications for you 2

34. How do you decide
what to sell them?
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35. by asking Diagnostic Questions

36. Understand their usage profiles
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37. Candidate for
a Smartphone?
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38. Understand what is
important to them
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39. Find out what they
have today and….
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40. Don’t talk technical
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41. Help them to see
the full potential
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42. Test Drive
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43. Get them excited by great technology

44. Overcome barriers to sale
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45. Focus on
simplicity and
ease of use
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46. Freedom: quality of life
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47. The Buyer’s Journey 3

48. The Buyer’s Journey
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49. Guide them through
the purchase decision
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50. Create a choice
of 3 possibilities
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51. Get them to follow
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52. A choice of 3
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53. Choice preference: WHY buy?

54. Procedure preference: HOW to buy

55. Get them excited by the possibilities
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56. Get them to decide
to buy NOW!

57. Reality check

58. A better reality check

59. Life just got a whole lot easier!

60. 1 2
things to
remember

61. David Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
website: www.saleschannel-europe.com