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Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.
3 Keys to Avoiding Forecast Catastrophe in 2025
Forecasting isn’t just a numbers game, it’s a window into how well your sales engine is truly operating. And if you get it wrong, the consequences can range from embarrassment to a full-blown credibility crisis. We distill powerful insights from a recent webinar hosted by Adam Roberts, Sales Director at Ebsta, and Gerard McNamara, a…
How Not to Get Fired as a CRO in 2025
In a dynamic, high-pressure role like Chief Revenue Officer (CRO), job security isn’t a given, it’s earned. In this recent webinar, Alex Ollie, Co-Founder and CRO of Reachdesk, joined Adam from Ebsta to share his hard-earned lessons from the trenches. With CRO tenure now averaging just 18 months (down from 24, according to Harvard Business…
Beat the Benchmarks #3: How Top Sellers Outperform Their Peers
In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets top sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…
Your Revenue Health Blueprint for 2025 (Webinar Replay)
In this episode of Revenue Insights, host Guy is joined by Jonny Adams, Managing Consultant at SBR Consulting, to discuss the importance of revenue health, the challenges faced by sales teams in hitting quotas, and how data-driven insights can transform sales performance. Tune in to discover strategies for improving sales processes, understanding buyer personas, and…
Beat the Benchmarks #2: How B2B Tech Sales Leaders can Drive Better Relationships and Engagement
This week on the Revenue Insights Podcast, Adam Roberts, Sales Director of Ebsta, speaks with Guy Rubin, founder and CEO of Ebsta. In this episode, Guy and Adam discuss enhancing B2B sales relationships and engagement, particularly in light of the challenging economic landscape that characterized 2023 and early 2024. They also explore the importance of…
Beat the Benchmarks #1: How to Improve Rep Quota Attainment
This week on the Revenue Insights Podcast, Adam Roberts, Sales Director of Ebsta, speaks with Guy Rubin, founder and CEO of Ebsta on how to improve Rep Quota Attainment. In this episode, Guy and Adam discuss the insights gained from analyzing billions of dollars worth of pipeline data. They highlight the challenges faced by sales…