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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, 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.
Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience
In this episode, Lee and Lisa delve into her time at Versature (now acquired by net2phone Canada), highlighting her approach to sourcing trustworthy data insights that can improve decision-making across forecasting, prioritization, and qualification. They further explore the benefits of equipping frontline sales teams with data insights to help them hit their OKRs.
Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023
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 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
Guy’s Presentation: Insight Report Teardown
- 01:50 – About Guy Rubin and Ebsta
- 02:38 – Ebsta insight reports
- 04:30 – Six key considerations when building a predictable revenue engine
- 08:35 – Building a leaderboard of AEs
- 09:31 – Three key areas for understanding deal win rates
- 17:27 – Final takeaways
Six Factors That Drive Predictable and Efficient Growth
1. Ideal Customer Profile (ICP)
When targeting ICP customers or prospects, win rates are four times higher. Thus, instead of working on any and every lead that comes through, teams need to focus on targeting the specific companies that have the propensity to buy your product.
Ebsta has seen a 592% increase in sales velocity with high first and third-party intent signals, such as content engagement, product usage, and topic clusters.
Part of Ebsta’s insights report involves going back four quarters to see the personas a team should be engaging with at each stage of the sales process. Targeting the right relationships at the right time can boost a company’s velocity by 171%.
In B2B sales, relationships drive revenue so it is important to build these relationships up to become strong. You can see a +633% win rate with stronger relationships.
5. Deal Qualification
Good quality deal qualification has a great impact on win rates. By making sure that you are using a qualification methodology and being diligent that your whole team is filling it out before they progress through the sales cycle can have a massive material impact on your win rates (311%).
Time kills all deals. More specifically, deals that run for greater than 50% of the average sales cycle decrease win rates by 90%. There are huge inefficiencies in the ways that sales teams are operating and this needs to change.
Subscribe to the Revenue Insights Podcast:
- A New Focus For CMOs: Achieve More with Less with Jeff Marcoux of Bombora
- How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone
- Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys
- Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder, and CEO at Insight Revenue