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52% of Revenue from Existing Customers; But Renewal is No Longer Guaranteed
How modern revenue operations and subscription economics are reshaping enterprise software sales. You can’t rely on existing customers queuing to renew. In today’s rapidly evolving B2B landscape, the old playbook for enterprise software sales is becoming increasingly obsolete. Five years ago, subscription renewals were almost automatic. Now, as EDB’s Chief Revenue Officer Hervé Timsit reveals,…
Why Top Sales Leaders Get Coaching Wrong – And How an Olympian Fixes It with Matt Hemingway
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Matt Hemingway, Vice President of Sales and Operations at Axcient, to explore how disciplined coaching, intentional leadership, and a culture-first mindset drive sustainable sales performance. Drawing on his background as an Olympic silver medalist, Matt shares how the mindset of…
Moving RevOps Beyond Spreadsheets to Drive Business Transformation
Revenue Operations (RevOps) is at a crucial crossroads. While many still view it as a caterpillar, others see its potential to evolve into a butterfly that is a strategic driver of business transformation. In this deep dive, we explore insights from Ian Wessel, Vice President of Revenue Operations and Strategy at Monta, who brings over…
Why the Return to Full-Cycle Sales Matters: A Lot
Our 2025 GTM Benchmarks Report found that 46% of SaaS and tech companies are returning to a full-cycle sales model, where one seller manages the entire customer journey, from prospecting and closing to post-sale nurturing. While this stat raised eyebrows, it also prompted some skeptics to ask: “So what?” Isn’t this just another sales strategy…
How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…
Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…
The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
How modern revenue enablement is transforming B2B sales success In today’s rapidly evolving B2B landscape, where over 50% of new revenue comes from existing accounts, the role of revenue enablement has never been more critical. But what exactly does modern revenue enablement look like, and how is it driving organizational success? In this deep dive,…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt from PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…