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Traditional forecasting is dead! Why predictive forecasting is the future

Learn why you need to ditch your outdated sales forecasting model and how predictive forecasting will improve your forecasting accuracy today.

Deal Qualification Guide

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

Bringing Ebsta’s Insights into your Salesforce Org

The next step in powering your CRM with revenue intelligence, with our improved Visualforce User Interface (UI) and Web Components.

Product Release: Forecast Submissions

The latest release to Ebsta’s Revenue Intelligence platform is Forecast Submissions – available to Pro & Ultimate customers

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…

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Traditional forecasting is dead! Why predictive forecasting is the future

Learn why you need to ditch your outdated sales forecasting model and how predictive forecasting will improve your forecasting accuracy today.

The four-step process to building more qualified pipeline

4 easy to implement steps to build more qualified pipeline so you can separate the winners from the losers, optimize your sales pipeline and improve your win rates today.

How to implement MEDDPICC into your sales process 

Introducing MEDDPICC can help you to stay on top of your opportunities, smash your pipeline targets, and improve sales velocity allowing you to then work on more opportunities. 

How to generate predictable revenue across the customer lifecycle

Take the guesswork out of growing your business and begin building a predictable revenue engine today. How? Through the magic of marginal gains.

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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Companies who update their CRM have 23% higher win rates

Is updating the CRM really is as valuable as people think? We dive into the data to see how often high-performing and low-performing companies are updating their CRMs.

The secret to how high-growth companies close deals 20 times faster

We analyzed 13,386 opportunities from 8 high-performing companies and 8 low-performing companies to understand the impact of relationships and engagement on the success of the deal.

How to generate predictable revenue across the customer lifecycle

Take the guesswork out of growing your business and begin building a predictable revenue engine today. How? Through the magic of marginal gains.

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…

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? •…