Revenue Insights.
Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.
The Ebsta Blog.
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Latest articles.
Active Listening, Intent Data, and Events as Pipeline Game Changers with Leslie Venetz of The Sales-Led GTM Agency
Ready to level up your pipeline? Learn how to leverage events as a powerful sales tool. Leslie Venetz shares strategic insights on the Revenue Insights Podcast.
A Single Funnel Approach to PLG Motions with Kristen Habacht, CRO at Typeform
Tune into the Revenue Insights Podcast! This week, Typeform CRO Kristen Habacht reveals their single funnel approach to product-led growth, the power of zero party data, and why PLG sales needs a fresh perspective.
Excellence in Execution with Jarred Young, VP of Sales at Maropost
Discover the strategies that drive sales excellence. Learn how to optimize your execution for top-tier results.
Navigating B2B Media Sales with Chris Turner-Green of TechnologyAdvice
Learn the strategies of B2B media sales and how they differ from traditional B2B sales. Insights from Chris Turner-Green of TechnologyAdvice.
Optimizing Sales Operations Success with Akira Mamizuka of LinkedIn
Uncover LinkedIn’s sales operations secrets! Learn about their structure, quota philosophies, and how they drive success. Expert insights from VP Akira Mamizuka.
Building Strong Sales Partnerships with Willem Hendrickx, CRO of Vectra AI
How do you create a successful sales partnership? Can you prioritize both quality and quantity in your pipeline? Discover the answers and more with Willem Hendrickx, CRO at Vectra AI, on this week’s Revenue Insights Podcast.
Popular.
Explore our most popular articles on how to build more pipeline, close more deals and retain more customers.
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Sales.
If you want to consistently hit your quota and improve the accuracy of your forecast, check out the resources below to learn how.
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…
Why Relationships Will Be Your Secret Sales Weapon in 2023
The B2B space is a crowded one and we’ve got the secret to standing out. Account-based selling is the answer! This approach treats every account as a market of one by taking a more personal approach.
ABS has the potential to drive more wins, shorten your sales cycle and close larger deals for your businesses.
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…
4 changes to improve your sales forecasting process
This blog covers the main symptoms that result in forecasting inaccuracy, some quick fixes to improve your sales forecasting, and some more significant changes.
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.