Sebastian Lambert is the CEO and founder of FinancesOnline. He is also our main expert on the B2B & SaaS software market and has years of experience in strategizing successful lead generation solutions for various companies and institutions.
Keeping his ear close to the ground when it comes to latest trends and developments on the SaaS market he regularly shares his insights on which side the market will progress and what vendors and users can expect in the upcoming years. Many of his deeper data analyses are available as trend and market reports on our site.
Sebastian firmly believes in the importance of gathering quality data and using it as base for making sound, educated business decisions and using data-based analyses as a foundation for building market strategies. This approach is reflected in all his work, that is always focused on providing actual insights drawn from statistics and market trends.
Each set of data is an incredible opportunity to look for clues and patterns that will let one’s business grow, sometimes in an unexpected direction. Reaching out for such information is always a journey worth taking.
“Companies can now confidently deviate from legacy systems as their operations no longer rely on them. Instead, more than 80% of their performance app lives in the cloud where it’s hosted and maneuvered. It’s easy to see why—serious financial savings are seen as major SaaS benefits. Who benefits most from this? Small and medium businesses that, unsurprisingly, hold the best growth forecasts of 2018.”
“Case studies are included in the top 3 most effective B2B tactics as per the 2016 Benchmarks, Budgets, and Trends—North America study of Content Marketing Institute. It placed closely along with in-person events and webinars/webcasts when it comes to generating leads.
How to create case studies that elevate lead generation? By maximizing your positive user reviews accumulated from B2B user review platforms that are brimming with specific, in-depth problem-solution scenarios. Not only can your prospects relate to these problems, but you can also position your product as its solution backed by its positive testimonials.”
“Many sales managers today face the common challenge of not closing 60% of forecasted deals. Gaining control of your sales funnel and maneuvering away from this dilemma can be achieved through having a systematic approach to meeting month-to-month revenue goals while sustaining growth.
How? Go beyond knowing how many leads you need in each month and, instead, determine the number of leads you need for each stage of your sales funnel. This is accomplished by reverse engineering your revenue target: breaking down the number of leads needed per stage in the sales funnel paves the way for you and your sales and marketing teams to be aligned with your objectives.”
“Pinpointing the causes that trigger the decision of a prospect to accept, decline, or be indifferent to an offer is vital. It calls for the need to cover each sales stage and discern what factors resulted to the positive or negative outcome.
Additionally, having only a general information won’t suffice. If you don’t have a complete data about the prospect, you can extract information from your sales reps..
For instance, in the Connect stage, determine the factors that triggered the prospect to meet, accept a call, respond to your email, or download your whitepaper. If rejected, ask critical questions such as what potential issue did he encounter? Is the rejection of an initial meeting caused by the absence of motivation and interest or conflict of available time?”
“The development of SaaS over the years can be observed with the growth of vertical SaaS solutions. Starting from a horizontal solution that addresses general business processes such as accounting, business intelligence, CRM, and HR, there has a been a new breed of industry-specific solutions with the emergence of what are referred to as vertical SaaS solutions, also known as Industry Cloud, bannered by the healthcare and energy industries.”
If you’d like to learn more about Sebastian’s research and ideas check out Sebastian Lambert Twitter.
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