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Is It Wise to Ignore ‘Strategic Value’ Deals Because of Low Probability?
Even the most sophisticated forecasting frameworks often struggle when assessing ‘long-shot’ opportunities; those deals with low win probabilities but potentially high strategic value if they are successful. Traditional forecasting typically relies on stage-based probability weighting, where each sales stage is assigned a predetermined probability (e.g., 20% for Discovery, 50% for Proposal Sent, and 80% for…
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7 Key Criteria Driving Successful Sales Discovery
Sales discovery isn’t just the opening act of the sales cycle – it’s the foundation upon which strong, enduring customer relationships are built. According to our research, top performers excel by up to 55% in ongoing discovery compared to their low‐performing counterparts. What does that mean in practical terms? It means they have mastered a…
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Why Deal Slippage Is a Silent Growth Killer
In today’s hyper-competitive sales landscape, deal slippage isn’t just a minor hiccup – it’s a significant threat to revenue and buyer trust. The 2025 GTM Benchmark Report by Ebsta sheds light on this pressing issue, revealing that when deals extend beyond two months, win rates plummet by a staggering 113%. This statistic underscores the critical…
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What Helps Top Performers Drive More Expansion?
In the fast-paced world of tech and SaaS, customer retention isn’t enough – expansion is the real growth driver. Companies that master ongoing engagement don’t just keep customers happy; they unlock new revenue streams through upsells, cross-sells, and renewals. The data is clear: customers with an engagement score of 30 or below are only 25%…
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The State of GTM in 2025: What’s Changing in Sales?
Go-to-market (GTM) strategies are evolving rapidly in 2025; the latest trends reveal a shift toward AI-powered efficiency, stronger sales and marketing alignment, and a widening performance gap between top and bottom sellers. As businesses refine their sales approaches, some key metrics show improvement, while others highlight ongoing challenges. This article breaks down the latest insights…
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Gap Between Top and Bottom Sellers is Growing
In the dynamic world of sales, performance disparities among sales representatives have become increasingly pronounced. Recent data from our 2025 GTM Benchmarks Report indicates the gap between top and bottom performers, previously x8.9 in our 2024 H1 Update, has expanded to x11. This widening chasm underscores the importance of understanding and optimizing sales metrics to…
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Tackling Sales Team Churn: Why Sellers Leave and How to Fix It
Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) often leave their roles within 18 months, costing companies significant resources in recruitment, training, and lost revenue opportunities. Understanding sales team churn, the impact of churn on revenue growth, and actionable strategies to address these issues is critical for Chief Revenue Officers (CROs)….
