Webinars
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 veteran CRO with experience scaling tech startups and private equity-backed firms. Their candid conversation broke forecasting down to its fundamentals and offered a roadmap to turn this high-stakes process into a predictable, data-driven, and even boring task. What Are the 3 Keys to Avoiding Forecast…
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 Review), this conversation provided timely and candid insights on how to not only survive but thrive in one of the toughest executive roles in SaaS. The Five Pillars to Avoid Getting Fired as a CRO If you’re looking for a framework to guide your thinking…
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 players level up. From refining qualification methods to mastering mult-ithreading and pipeline management, this episode provides practical strategies to boost sales effectiveness and drive consistent success. Guy Rubin, CEO of Ebsta, is an expert in revenue intelligence, while Adam Roberts, Sales Director at Ebsta, specializes…
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 leveraging technology to drive revenue growth! Jonny Adams is a seasoned managing consultant at SBR Consulting, a global organization specializing in marketing, sales, and revenue operations. With over 20 years of experience, Jonny has collaborated with more than 1,000 organizations across various sectors, including technology,…
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 consistency in the sales process, leveraging executive networks, and utilizing AI technology for deeper engagement insights. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the…
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 teams, the importance of working the right opportunities, engaging with key stakeholders, and effectively handling objections. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the…
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