Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Why Traditional Pipeline Management Is Dead with Kyle Morden 

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Kyle Morden, Vice President of Sales at HiHello Inc., for a compelling discussion on pipeline management and the digital transformation of modern sales and the growing role of AI in revenue operations. With over two decades of sales leadership experience…

CRO Collective: Aligning Strategy, Systems, and Success with Guy Rubin

In this insightful episode of the CRO Collective Podcast, host Warren Zenna is joined by Guy Rubin, CEO of Ebsta, to discuss the current state and evolution of the Chief Revenue Officer (CRO) role in both the US and UK. With increasing recognition of the CRO’s strategic importance, they explore the systemic challenges, short tenures,…

Cracking Quota Attainment and Sales Performance with Guy Rubin, CEO of Ebsta

This week on Topline, hosts AJ Bruno, Asad Zaman, and Sam Jacobs are joined by Guy Rubin, CEO of Ebsta, to discuss the 2025 GTM Benchmark Report and what its data reveals about sales performance, quota attainment, and the evolving role of revenue leadership. Guy dives into how data from almost $50B in pipeline and…

Relationships Drive Revenue; Guy Rubin on Account Management Secrets

Relationships Drive Revenue; Guy Rubin on Account Management Secrets

In this episode of the Account Management Secrets podcast, Alex Raymond is joined by Guy Rubin, the founder and CEO of Ebsta.

Guy and the Ebsta team recently released the 2025 GTM Benchmark Report, a deep dive into data trends shaping go-to-market strategies. For the first time, the report covers post-sales performance, revealing how account managers are now driving the majority of new revenue.

Together, they explore why 52% of new revenue now comes from existing customers, and how relationship strength, multi-threading, and exec engagement are the real levers for account growth. Guy unpacks the data behind these insights and explains how top-performing companies are leveraging consistency, AI, and human connection to retain and expand accounts.

If you’re an account manager, sales leader, or CS professional, this is a must-listen episode packed with data-backed strategies to help you win in 2025.

Ebsta is a revenue intelligence platform that helps B2B sales teams drive predictable growth by leveraging relationship and activity data. With real-time insights into pipeline health and sales performance, Ebsta empowers leaders to make informed, data-backed decisions. Find out more: https://www.ebsta.com/get-a-demo 

Highlights of Account Management Secrets:

  • The rise of post-sales revenue: 52% of new revenue now comes from existing logos, shifting focus from acquisition to retention and expansion.
  • Executive engagement as a growth lever: You’re 7x more likely to upsell if your last two QBRs involved C-level stakeholders, and 4x more likely to churn if they didn’t.
  • Relationship intelligence: Ebsta’s Engagement Score helps quantify momentum across accounts and pinpoint upsell potential.
  • The evolution of QBRs: Guy reveals how turning raw data into strategic insights has transformed QBRs into value-add sessions that attract executive attention.
  • The return of 360 sellers: 46% of companies now expect reps to handle prospecting, closing, and post-sales growth.
  • Why top reps outperform: The top 14% of sellers drive 80% of new logo revenue, showcasing the importance of playbooks and coaching.
  • AI’s role in productivity: How automating admin tasks frees up reps to do what matters – build relationships and sell.

Standout Quote:

“Relationships drive revenue. Even in a world of AI, it’s about connecting with people and helping them succeed.”
Guy Rubin, CEO, Ebsta

Subscribe to Account Management Secrets:

Why Remote-First Sales Leadership Actually Works, Raja Agrawal, VP of Sales at BrowserStack
Why Value Alignment is the New Growth Engine, with Dan Sylvester, SVP of Revenue at SundaySky
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty