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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
B2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of Ebsta
In this episode, Guy discusses the Ebsta 2023 B2B Sales Benchmark Report, highlighting the good, bad, and shocking statistics it uncovered. Tune in as he shares three stages for building a predictable revenue engine, the different priorities for powering revenue functions depending on the stakeholder, and why early intervention for deal slippage is crucial. To dive deeper into the presentation, you can access the slides that go along with the presentation here or watch the full video here.
Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipelines against previously close-won deals.
Guy Rubin on LinkedIn
- 00:42 – About Guy Rubin
- 01:20 – What is the benchmark report?
- 02:43 – The good news from the report
- 03:03 – The shocking results
- 04:18 – Boston Consulting Group analysis
- 04:42 – Three steps for building a predictable revenue engine
- 04:55 – Step one: data
- 06:40 – Step two: insights
- 11:33 – Step three: processes
- 14:33 – Powering revenue operations for different stakeholders
- 16:08 – Early intervention for deal slippage
- 18:50 – Key takeaways
- 20:28 – Questions and answers
Three Steps for Building a Predictable Revenue Engine
Step One: Data
It is impossible to build a data-driven, predictable revenue engine without consistent data, and you cannot have consistent data if you’re relying on AEs and SDRs manually logging their activity. In order to guarantee consistent data, Guy recommends implementing an engine to automatically keep the data clean and up to date, as well as ensuring you have the technology in place to capture all of the activity and signals around the organization.
Step Two: Insights
Once you have an engine in place, you can look at the signals that drive revenue. The first is to ensure you are targeting ICP, as sales velocity increases by around 400% if you target the right ICP. The second signal is intent data; you can increase your win rates by around 600% by targeting companies with high intent. Next is to identify the right personas that you’re engaging with, which can increase the velocity by 170%, followed by measuring the relationship strength. Then you need to consider your deal methodology, and it doesn’t really matter which you use, whether it be MEDDIC, MEDDPICC, or something else. The final consideration is time: time kills all deals.
Step Three: Processes
You need to consider different insights and signals at different stages of the sales cycle. For example, at the prospecting stage, you must look at your ICP, determine their vertical market, when the right time to target them is, and ensure the intent is there. In the qualification process, utilizing a methodology is crucial.
Take a listen to the podcast to hear more about each step, and head to the video for the full picture.
Subscribe to the Revenue Insights Podcast:
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