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secrets to successful pipeline health management

Secrets to Successful Pipeline Health Management

What is Sales Pipeline Management?  Sales Pipeline Management is about effectively tracking opportunities from start to finish, all the way through to when they are closed won or lost.  Why is Pipeline Management Important?  Pipeline Management allows you to be proactive rather than reactive as it allows you to stay…

Product Release: Opportunity Next Step

Pipeline reviews provide the opportunity for managers and leaders to dissect their teams’ pipelines to reveal where deals are at risk and where they need to be focusing their time. This follows a simple four-step process; analyze the deal, work out what is working, identify what needs to be done – and then update the next step. With the release today of the Opportunity Next Step, we are completing the circle and enabling teams to conduct entire pipeline reviews from within Ebsta’s Revenue Intelligence Platform. When the next review meeting comes around, managers can dive into how their reps’ pipeline…

Product Release: Slack Integration

Modern tech stacks leave us jumping from system to system. Often, this means losing the vital time which these tools are designed to help us save. At the very least, it creates frustration in trying to communicate across these different systems.  We’re streamlining those communications with the release of our…

Product Release: Forecast Roll-Ups

Finding out how your reps and teams are performing is often a regular, tenuous task for leaders. It involves taking precious time to understand where deals are at, what is happening and what their plans are. Not only are these inefficient uses of time, but they consistently omit key pieces…

Product Release: Revenue Projection

Achieving a high level of forecasting accuracy relies on having a healthy feed of data fuelling forecast commits. It’s all too common for businesses to lack this core foundation, leading to a lack of insight and a drought of information which frequently leads to inaccurate forecasting. Unhealthy forecasts lead to…

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secrets to successful pipeline health management

Secrets to Successful Pipeline Health Management

What is Sales Pipeline Management?  Sales Pipeline Management is about effectively tracking opportunities from start to finish, all the way through to when they are closed won or lost.  Why is Pipeline Management Important?  Pipeline Management allows you to be proactive rather than reactive as it allows you to stay on top of your pipeline in real-time, rather than waiting to lose a deal and question why this has happened. Gaining visibility of each prospect and what stage they are at in the sales journey allows you to anticipate changes in your pipeline so you can be better prepared for…

Compound Effect – How Does It Impact Sales and Prospecting?

The sales process has evolved – and searching for whales has been exposed to be an inefficient strategy. Once upon a time, it was commonplace for sales leaders to be those who could sway even the most hardnosed of prospects. Nowadays, however, the vast majority of prospects can see through…

What is pipeline health – and how do you solve it when it’s at risk?

Understanding how your sales pipeline is performing is key to generating sales – without a healthy flow of leads coming into and moving along your pipeline, sales begin to stagnate and revenue begins to drop. Needless to say, sales leaders and managers need to be aware of this essential insight…

How to Build an Account-Based Selling Strategy using Revenue Intelligence

One of the key goals of B2B sales is to establish and nurture connections with target customer accounts. These connections provide the anchor points for all of your interactions going forward with that account. Now, note that we didn’t say relationships, we said connections. Relationships are what grows from the…

Representation of Relationship intelligence mapping

How to Build an Account-Based Selling Strategy using Revenue Intelligence

One of the key goals of B2B sales is to establish and nurture connections with target customer accounts. These connections provide the anchor points for all of your interactions going forward with that account. Now, note that we didn’t say relationships, we said connections. Relationships are what grows from the initial contact (connections) you make with your customers; they have metrics that can be measured and show how effectively your sales team is strengthening the links your company has with key stakeholders.  So how can you use that insight to understand your prospective customers better? This is where Relationship Intelligence…

6 Steps to an Effective Account-Based Selling Strategy

Shifting to an account-based focus isn’t a new concept but there has been a bigger swing towards the strategy over the last few years. This revitalization is being driven by a few different factors but primarily there has been a bigger emphasis on customer-centricity; for many companies, this approach is becoming almost like their new…

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3 Metrics That Will Align Sales And Marketing Today

When sales and marketing are aligned and work together with cooperative goals and strategies it improves results for businesses. Revenues are increased, sales cycles are shortened, conversion rates are improved, and, most importantly, sales forecast accuracy is enhanced. But these aren’t the only metrics that should be tracked to understand and optimize your sales and…

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You’re selling to a different buyer now

…and it’s not because of COVID-19. Very few businesses have escaped the collateral impact of Coronavirus and sales fronts are reflecting that. Business survival currently means adjusting value propositions, restructuring teams, investing in critical tech, overhauling processes, and rolling out lighter commercial models. These are war-time revenue lines and when sales confidence does return –…

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How to End an Email Professionally: Sign-Offs to Use and Avoid

How to End an Email Professionally How you end an email and your email sign-offs are important. It leaves your recipient with a lasting impression of you – and you want to make sure that impression is a positive one. A professional email closing leaves the reader with a good impression of you and of your business. An unprofessional email closing has the opposite effect. You don’t want to use the same sign-off in every situation, however. Depending on the type of email you’re sending and how well you know its recipient, you can tweak your sign-off for best results….

Guide on How to Choose the Right Email Greetings

How to Choose the Right Email Greetings  Starting an email seems like no big deal, but your choice of words can have a massive impact on how the rest of your message is received. In this guide, we’ll analyze the importance of email greetings, and provide you with examples of…

Building Stronger Customer Relationships in Uncertain Times

Your customers may be on self-quarantine, but that doesn’t mean you can’t stay connected and continue providing excellent service. During this time, there are many questions that arise around how you should move forward: • Do you continue working as normal? • Should you address the situation at hand? •…

5 Tips for Managing Employees During a Crisis

In response to the uncertainties presented by Covid-19, businesses around the world are now adapting to remote working. While 70% of people globally already work remotely at least once a week, these new policies leave many employees – and their Managers – working out of the office and separated from…