Latest Article

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 –…

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 understanding they need to close, it’s inevitable that deals will be left on the table. Revenue intelligence can be your sales team’s instructions.  It shows them how all the pieces of customer information fit together. How does it do this? By collecting and analyzing sales…

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.

Sign up to our newsletter for the latest and greatest from Ebsta

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.

Top 7 Strategies To Close Deals Faster

Learn how to consistently close more deals faster with these 7 top strategies.

The Ultimate Guide To Sales Pipeline Management Best Practices

We outline the structure of essential strategic meetings that encourage collaboration, introduce a new level of visibility, and improve forecasting accuracy.

The complete guide to the 7 stages of the sales cycle

Improve your sales process with 7 clearly defined sales stages that provide better pipeline visibility for both sales reps and managers.

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…

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…

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 –…


The Secret To Rapid Growth: Sales Process Optimization

6 steps to find the levers that unlock exponential growth. Understand how win/loss analysis can transform your business.

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.

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 marginal gains can improve your forecasting accuracy

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? •…