Revenue Insights.

Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.

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The Art and Science of Selling with Andy Paul, Author, Podcaster, and Speaker

In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.

Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023

In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals.

Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipelines against previously close-won deals.

A 5-Step Framework For Efficient Coaching with Consultant Justin Jay Johnson

In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.

Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience

In this episode, Lee and Lisa delve into her time at Versature (now acquired by net2phone Canada), highlighting her approach to sourcing trustworthy data insights that can improve decision-making across forecasting, prioritization, and qualification. They further explore the benefits of equipping frontline sales teams with data insights to help them hit their OKRs.

Disqualifying Early: Leadium’s Key to Success with Managing Partner Collin Mitchell

In this episode, Lee and Collin discuss the current challenges facing sales teams, delving into how to determine opportunities for coaching and improving sales reps. Collin further shares Leadium’s approach to qualifying and disqualifying deals, to which he attributes their 87% win rate.

The Path to Sales Success: How to Create a High Performance Sales Team

In this episode, Lee and Thomas discuss how to effectively develop a team of sales reps in order to create a high performing team that sets itself apart. Delving into the importance of instilling ownership and accountability, emphasizing the need for leaders to provide support, training, and structured processes and continuous development to help reps succeed, Thomas shares his insights as to what makes individuals make the Top 1%.

Explore our most popular articles on how to build more pipeline, close more deals and retain more customers.

How to improve AE quota attainment (according to data)

23% of reps are contributing 83% of revenue. Here’s how to solve it (with data)

How to close more target accounts with deal qualification

Sales methodologies guide sellers on how to engage prospects at various sales stages. At the very first stage, qualification methodologies (such as Challenger, BANT, MEDDPICC®, etc.) have long been established to create structure and process when opportunities enter the pipeline. Ultimately, the goal is to create consistency at different stages, ensuring sellers follow best practices…

How to Run Pipeline Reviews (according to high-performing sales teams)

Pipeline reviews, love them, or hate them, are a vital fixture in a salesperson’s week. Done well, they are an opportunity for guidance, reflection, and improvement. Done poorly, they waste time, create frustration, and can leave reps feeling alienated. Pipeline reviews tread a fine line between helping a rep to make quota or creating friction…

6 Ways to Close More Deals (backed by data)

Sales communities flood with opinions and conjecture on how to win more deals successfully. In truth, all this advice is dependent on many factors. Who are you selling to? What industry are you targeting? What does the sales process look like? How long is the average sales cycle? How many stakeholders are typically involved in…

The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.

How to Deliver Better Lifetime Value from Customer Insights with Rouzbeh Rotabi, Chief Revenue Officer

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marqeta and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape strategy. There’s a brilliant piece on leveraging revenue efficiently for sustainable growth, a paradigm shift from the growth at all-cost strategy—“Slow down to speed up.”

Sales.

If you want to consistently hit your quota and improve the accuracy of your forecast, check out the resources below to learn how.

5 Ways to Use the Ebsta Integration With HubSpot to Improve Sales Performance

How to improve adoption of HubSpot with Ebsta

B2B Sales Benchmarks: 2023 H1 Update

The latest update from the 2023 B2B Sales Benchmarks analysis of over $37bn in pipeline.

How to improve AE quota attainment (according to data)

23% of reps are contributing 83% of revenue. Here’s how to solve it (with data)

How to Run Pipeline Reviews (according to high-performing sales teams)

Pipeline reviews, love them, or hate them, are a vital fixture in a salesperson’s week. Done well, they are an opportunity for guidance, reflection, and improvement. Done poorly, they waste time, create frustration, and can leave reps feeling alienated. Pipeline reviews tread a fine line between helping a rep to make quota or creating friction…

7 Most Common Mistakes When Annually Planning Sales

Planning has two main approaches. Let’s call them proactive and reactive planning. Good sales plans include both. They account for hurdles in implementing new initiatives and track the right data needed to evaluate rep performance, addressable market, and initiative value.  Great sales plans go one step further. They approach planning as a constant process of…

Revenue Insights Podcast.

Learn from high-performing leaders how to create efficient and sustainable go-to-market teams.

The Art and Science of Selling with Andy Paul, Author, Podcaster, and Speaker

In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.

Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023

In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals.

Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipelines against previously close-won deals.

A 5-Step Framework For Efficient Coaching with Consultant Justin Jay Johnson

In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.

Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience

In this episode, Lee and Lisa delve into her time at Versature (now acquired by net2phone Canada), highlighting her approach to sourcing trustworthy data insights that can improve decision-making across forecasting, prioritization, and qualification. They further explore the benefits of equipping frontline sales teams with data insights to help them hit their OKRs.

Disqualifying Early: Leadium’s Key to Success with Managing Partner Collin Mitchell

In this episode, Lee and Collin discuss the current challenges facing sales teams, delving into how to determine opportunities for coaching and improving sales reps. Collin further shares Leadium’s approach to qualifying and disqualifying deals, to which he attributes their 87% win rate.

The Path to Sales Success: How to Create a High Performance Sales Team

In this episode, Lee and Thomas discuss how to effectively develop a team of sales reps in order to create a high performing team that sets itself apart. Delving into the importance of instilling ownership and accountability, emphasizing the need for leaders to provide support, training, and structured processes and continuous development to help reps succeed, Thomas shares his insights as to what makes individuals make the Top 1%.

Data & Studies.

Discover the latest factors driving revenue from our analysis of billions of dollars of pipeline.

B2B Sales Benchmarks: 2023 H1 Update

The latest update from the 2023 B2B Sales Benchmarks analysis of over $37bn in pipeline.

How to improve AE quota attainment (according to data)

23% of reps are contributing 83% of revenue. Here’s how to solve it (with data)

How to close more target accounts with deal qualification

Sales methodologies guide sellers on how to engage prospects at various sales stages. At the very first stage, qualification methodologies (such as Challenger, BANT, MEDDPICC®, etc.) have long been established to create structure and process when opportunities enter the pipeline. Ultimately, the goal is to create consistency at different stages, ensuring sellers follow best practices…

6 Ways to Close More Deals (backed by data)

Sales communities flood with opinions and conjecture on how to win more deals successfully. In truth, all this advice is dependent on many factors. Who are you selling to? What industry are you targeting? What does the sales process look like? How long is the average sales cycle? How many stakeholders are typically involved in…

The top 8 benefits of using CRM

Learn what a CRM is, why it is important and the top 8 benefits which will take your pipeline management to the next level.

4 Dirty Data Types: How To Clean Your CRM

Learn why updating your CRM is valuable, problematic data types, ways to clean up dirty data and the benefits of a clean data and hygienic CRM.

Revenue Operations.

Expand your knowledge of how to draw insights from your data and create predictable revenue models

Improve your win rates by 117% by spotting these slippage red flags

easily identify the telltale signs of risk that an opportunity is going to slip. Equipped with this knowledge, sales teams can then be proactive to salvage these opportunities, close them faster and improve win rates.

How to Analyze your Sales Pipeline – Measuring Your Pipeline Health

The key to understanding how your pipeline is performing is knowing what state it is in. The gauge of that is pipeline health. In the first of our series, we looked at creating the foundations of your pipeline and the metrics that are needed to know what is happening within it.  In this article, we…

What is Revenue Operations?

They say all roads lead to Rome. If you imagine Rome as revenue, then the role of revenue operations is to make sure that those roads are built in the most efficient way and that they are effectively signposted. Revenue operations, or “rev ops” in it’s shortened form, is the strategic alignment of sales, marketing,…

How Set Up Historical Trend Reporting in Salesforce

A Guide to Set Up Trend Reporting in Salesforce Reporting in Salesforce is one of the most powerful features you have when trying to demonstrate the value of a business. Building key reports in a matter of minutes with a simple drag and drop interface that anyone can use is extremely effective. Being such a…

The Guide to Setting Up Forecasting in Salesforce

Companies use sales forecasting to predict business performance. It’s a helpful tool for budgeting and setting expectations for the C-Suite. Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it’s critical that the forecast information is as…

Salesforce Reports Best Practices (with Examples)

Marketing guru Seth Godin once said, ‘the art of moving forward lies in understanding what you leave behind.

News & Updates.

Keep up to date with the latest News & Updates on the Ebsta systems

Bringing Revenue Intelligence to Salesforce

Have you ever tried to build furniture without the instructions? You can follow your gut and may end up with a completed project – but there will always be a few screws left over. Your sales team can feel like that too. Their CRM may show them the parts – but without the data and…

See how forecast submissions have changed with Ebsta Waterfall

Waterfall Chart shows how your team’s commit and upside forecasts have changed, and more importantly – understand which opportunities drove this change.

The Ultimate Forecast Submission Tool for Managers

New view for managers to review their teams pipeline, inspect their opportunities and change the forecast status.

Deal Qualification Guide Scoring

Give each of the 8 MEDDPICC® criteria a score from 1-10, helping reps to define what success looks like – so they can plan to close it.

Turn insight into action with Pipeline Insights

Pipeline Insights give you complete pipeline visibility so you can identify deals at risk before it’s too late.

Deal Qualification Guide

Follow Ebsta’s 8 step process from popular sales methodologies to identify the factors that lead to deal success.