Podcasts about ebsta

In this episode, Sam, AJ, and Asad are joined by Guy Rubin to dive deep into the critical insights from Ebsta's latest sales benchmarking report. Their report uncovers what separates high-performing sales organizations from the rest. They take a sobering look at current quota attainment trends and why most teams continue to fall short of targets. They also explore how leadership decisions create ripple effects across sales performance, examining the structural and cultural factors driving results. This episode delivers actionable takeaways for sales leaders looking to improve quota attainment, optimize their tech stack, and build more resilient teams in an increasingly complex selling environment.Thanks for tuning in!Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.Key Moments: (00:00) Introduction(03:00) Sales Quota Attainment and Market Dynamics(06:00) The Role of Leadership in Sales Success(08:49) Data-Driven Sales Strategies(11:58) The Challenge of Sales Performance(15:03) The Future of Sales Talent and AI's Impact(17:54) Concentration of Talent in Sales Organizations(22:49) The Concentration of Talent in Organizations(23:41) Data-Driven Insights for Sales Success(25:50) The Role of AI in Sales(26:41) The Myth of the A Player(28:49) The Importance of Consistency in Sales Processes(30:01) The Shift to Full Cycle Sales(32:21) Customer Relationship Management in Sales(34:41) The Impact of Leadership on Sales Performance(37:53) Navigating Volatility in Sales(40:54) Building a Data-Driven Sales Organization(48:05) Pop Culture References and Team Dynamics(49:14) Market Dynamics and Leadership Changes(50:44) Founder Friendliness and CEO Replacement(54:14) The Role of Founders vs. Non-Founder CEOs(01:00:20) Community and Personal Growth(01:01:30) Inspiring Media Ventures and Closing Thoughts

On this engaging episode of CRO Spotlight, host Warren Zenna sits down with Guy Rubin, Founder and CEO at Ebsta, to dissect the evolving CRO role. They explore the challenges companies face when hiring for growth—from misaligned expectations to premature role adoption. Their conversation sparks innovative ideas on how to recalibrate commercial strategies for lasting success.Guy delves deep into the pitfalls of early CRO hires and the impact of a 17-month turnover trend. He shares insights on how misaligned sales processes can stunt growth and emphasizes the benefits of a 360 sales strategy. Backed by research, his analysis offers practical ways to realign roles within organizations for improved revenue consistency.Throughout the discussion, Warren and Guy uncover the secret of achieving execution consistency that turns modest outcomes into breakthrough performance. They explore how synchronized teams, bolstered customer engagement, and the smart use of AI can drive revenue intelligence. Their dialogue provides a roadmap for leveraging data to transform commercial operations.Wrapping up the episode, the conversation shifts to practical solutions that de-risk CRO hiring and capture emerging growth opportunities. Guy explains how Ebsta's relationship intelligence platform offers clear insights on sales cycles, stakeholder engagement, and actionable benchmarks. Listeners leave with powerful strategies to accelerate revenue growth and secure long-term results.

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Ian Wessel, VP of Revenue Operations and Strategy at Monta, to discuss how RevOps drives business transformation. Ian shares insights on proving ROI, aligning cross-functional teams, and leveraging data for strategic decision-making. With over 17 years of experience across companies like Salesforce and Intercom, he offers practical strategies for scaling revenue operations and connecting GTM execution to measurable outcomes.

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore the evolving landscape of enterprise software sales. Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role of the MEDDIC methodology in modern sales processes. He also discusses how AI and analytics are reshaping sales qualification, customer engagement, and revenue optimization. With over 17 years of experience in enterprise software, Hervé provides actionable takeaways for sales leaders looking to scale their teams and drive growth in an increasingly competitive market.

Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, speaks with Dan Sylvester about the evolving dynamics of B2B sales and customer success. Dan shares insights on aligning value across teams, balancing automation with human engagement, and redefining ideal customer profiles for sustainable growth. With extensive experience in revenue leadership, he specializes in optimizing customer journeys, scaling high-value activities, and driving measurable outcomes. This episode offers key takeaways for revenue leaders looking to enhance sales efficiency, improve customer advocacy, and adopt smarter growth strategies.

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 elite sellers apart. They discuss why top performers close 30% of deals at discovery, the importance of early stakeholder engagement, and strategies to elevate B and C players. Guy Rubin, CEO of Ebsta, is an expert in revenue intelligence, while Adam Roberts, Sales Director at Ebsta, specializes in sales strategy and pipeline optimization. Together, they share actionable insights on qualification, multi-threading, and sales effectiveness. Tune in to learn how to replicate top-performing sales behaviors and drive results.

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector, part of Netbricks. In this episode, Guy and Dan explore the evolution from philosophy graduate to global sales leader, the importance of strategic career planning, and the challenges of leading teams through acquisitions. Dan Drees is the Global Vice President of Sales at Endpoint Protector, where he leads a team of 20 employees across multiple regions. With a unique background starting in philosophy before transitioning to tech sales, Dan brings a strategic approach to sales leadership and team development.

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effective qualification, and strategies for improving sales team performance through data-driven insights. Brad Cross is the Chief Revenue Officer at Upflow, where he leads sales, customer success, marketing, and operations. With over 20 years of experience in sales leadership, Brad has successfully transitioned from MarTech to FinTech, bringing his expertise in customer engagement and relationship management to the financial sector.

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. With over 20 years of experience scaling InfoSec and identity companies, Dean shares insights on building global teams, leveraging partner ecosystems, and creating effective sales enablement programs in today's virtual environment. Dean Hickman-Smith is the Chief Revenue Officer at HackerOne, where he leads a global team helping organizations find and fix critical vulnerabilities through ethical hacking. He has held leadership positions at companies including Netscreen, Proofpoint, and AeroHive. At HackerOne, he oversees a team of 70+ sellers globally, managing the world's largest network of ethical hackers with over 2 million people on their platform.

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief Operations Officer at Prodoscore, an AI-powered and employee-centric data intelligence solution dedicated to making teams more successful. Before working as COO, Mike held the position of Chief Revenue Officer. He has over twenty years of experience in sales leadership, team building, operations management, and customer experience. Mike has also worked for Vonage and Cbeyond.

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 world's business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.

I am thrilled to have Guy Rubin, the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers.  Ebsta delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously closed won deals.In this episode Guy Rubin, founder and CEO of Ebsta, a revenue intelligence platform for Salesforce and HubSpot customers shares insights into the role of AI in automating sales admin tasks, freeing up reps to focus on building relationships. He also discusses the importance of benchmarking sales data to improve performance, the challenges of scaling from SMB to enterprise, and advice on hiring for early-stage startups. Guy emphasizes the need to focus on human connections in sales, even in a world increasingly driven by AI tools and automation, and much more!Subscribe on SpotifySubscribe on YouTubeSubscribe on iTunesLearn* When is the right time to hire your first sales rep?* Should the founder be the one to create the sales playbook?* How important are logos? Does social validity really work in the enterprise?* How should sales teams use discounting in enterprise sales most effectively?* What is your favourite business book? –Crossing the chasm* What is your favourite online tool? –Slack* If you could go back to when you started working, what is the one thing you would have focused on? – Thinking and planning in advanceTimestamps2:45: The role of AI in reducing the administrative burden for sales teams.3:30: The importance of relationships in B2B sales and how AI enhances, but doesn't replace, human connection.4:45: Analyzing sales data to identify key differences between top performers and average performers.6:00: The role of AI in benchmarking and recreating unrecorded sales activities.8:15: The impact of time on win rates and the importance of closing lost opportunities early.10:45: Differences between selling to small, medium, and enterprise customers.12:00: The importance of choosing the right customer profile for a successful sales process.13:15: The value of company logos and social proof when selling to enterprises.16:00: Budgeting for enterprise sales and managing slow-burn deals.18:45: Guy's advice on outbound sales and building human connections during sales calls.20:00: The importance of relationships in B2B sales and becoming an expert advisor.23:45: Guy's advice on hiring the first sales representative versus a VP of Sales.26:15: The difference between people who can turn zero into one versus those who follow existing processes.27:30: Domain expertise in new hires and the importance of a startup mentality.30:00: Pros and cons of hiring from your own network versus using recruiters for early hires.32:00: How Ebsta analyzes sales data to understand revenue signals.Guy's Links LDN– https://www.linkedin.com/in/rubinguySales report - https://www.ebsta.com/2024-b2b-sales-benchmarks/My Links Podcast: https://lifeselfmastery.com/itunesYouTube:  youtube.com/lifeselfmasteryTwitter: https://twitter.com/rohitmal5-day email course: www.enterprisesalesexpertise.comNewsletter:  This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit partnergrow.substack.com

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles. They also discuss the need for a collaborative culture and the significance of long-term customer relationships over short-term gains. Joe McNeill is the Chief Revenue Officer at Influ2, a person-based advertising platform. Influ2 was named as a challenger in the B2B Advertising Solutions category of the Forrester Wave. Capgemini, Chargebee, Hexaware, and hundreds of other enterprise and mid-market accounts use Influ2 to generate and close the pipeline. Joe is also the Executive Member at Pavilion (2019 - Present).

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. Brady Holcomb is the Fractional CRO at Matium, the supply chain network and commodity trading platform creating the most efficient commodity market infrastructure ever built. He has over twenty years experience as an Executive Growth-Focused Leader, and served as CRO for Stenson Tamaddon and Winmo.

Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally. Summary In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the strategies that elite account executives are employing in 2024 to achieve higher success rates in sales. He emphasizes the importance of preparation, effective prospect qualification, and the need for a structured approach to sales processes. Caffrey outlines key strategies that top performers use to close deals, including engaging with CXOs early, following a sales process, and maximizing preparation for meetings and demos. He also introduces a preparation ritual to help sales professionals optimize their time and efforts, ultimately leading to better outcomes in their sales endeavors. Takeaways Elite account executives focus on matching their pipeline with their Ideal Customer Profile (ICP). Top performers follow a structured sales process more consistently than others. Engaging CXOs early in the sales process accelerates deal momentum. Regular communication with prospects increases close rates significantly. Preparation is crucial; it can be the difference between winning and losing a deal. Understanding the prospect's pain points is essential for effective selling. Top sales professionals excel at qualifying prospects to ensure they are worth pursuing. Customized demos and presentations require more preparation than standard ones. Creating a preparation ritual helps sales professionals stay organized and focused. The disparity in performance among account executives is growing, with a small percentage closing the majority of revenue. Sales Leaders, whenever you're ready, there are 2 ways I can help you: 1. Book Your Sales Kickoff Speaker Keynotes: Planning your Sales Kickoff? 17% of AEs closed 81% of revenue across $54bn of pipeline in H1 2024 according to Ebsta. What are top reps doing? "The Work Before the Work" e.g. Top AEs capture 90%+ qualification info before demos. Top AEs kill deals at discovery 3x more than average reps & keep their CRM updated! Paul M. Caffrey's entertaining keynotes shares a preparation framework & insights that shows AE's how to outperform the competition. Check Paul's availability here. 2. Book Paul M. Caffrey to be train your sales team. Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now. "Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team." Mike Fallat | CEO & Founder Account Executives... ...when the time is right, the 2 ways I can help you is with: 1. Sales Coaching Sales Coaching to Exceed Quota: If your serious about exceeding quota, then you need the right skills...right now. Despite AI, online courses & so much free content...coaching is still the fastest way to get there. Apply to join my private coaching here. "All I can say is thank you, and I owe you a lot of commission!"Jodie Vard | Account Executive | Navan 2. Get The Book Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."

Connect with Guy Rubin on LinkedIn, mention this podcast & he'll meet you! Get the ebsta 2024 B2B Sales Benchmarks Report here Connect with Paul M. Caffrey on LinkedIn. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." summary In this conversation, Paul Caffrey interviews Guy Rubin, the founder and CEO of EBSDA. They discuss various topics related to sales and career growth. Guy shares his number one prospecting tip, which is to know your Ideal Customer Profile (ICP) and build relationships with the right personas within that ICP. He also emphasizes the importance of qualifying opportunities correctly to increase the chances of closing deals. Guy provides a tip for those looking to get promoted, which is to become useful and add value to the C-level executives. They also briefly discuss books, favorite movies, and the best concert Guy has ever been to. The conversation concludes with a discussion on the importance of data and insights in sales. takeaways Know your Ideal Customer Profile (ICP) and build relationships with the right personas within that ICP. Qualify opportunities correctly to increase the chances of closing deals. To get promoted, become useful and add value to the C-level executives. Data and insights are crucial in sales. Recommended books: 'Crossing the Chasm' and others. Favorite movie: 'Starship Troopers'. Best concert: Michael Jackson. Are you an Ambitious Account Executive looking to fill your pipeline in 90 days or less? Then check this out.

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at Evolution IQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now leverages AI to transform the insurance sector. Rob Gupta is the Chief Revenue Officer at EvolutionIQ, who created the world's first fully AI-driven claims guidance platform for the most sophisticated insurance carriers in the world. He is also an LP and part of the Investment Committee at Triphammer Ventures, an Alumni Ventures' venture capital fund for alumni of Cornell that invests in companies with a Cornell connection. Before this, Ron was the Chief Revenue Officer at Ushur, and Vice President of Sales at Conga.

Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally. Summary In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the critical role of demos and discovery sessions in sales. He emphasizes the importance of clear communication and structured approaches to ensure successful outcomes. Caffrey shares insights on how top performers excel by gathering essential information early in the process and highlights the need for account executives to clarify the decisions they are asking prospects to make during demos. He also provides practical tips for structuring demos effectively to connect prospects' current situations with desired outcomes, ultimately driving better sales performance. Takeaways Top performers gather 90% of information before discovery. Clear communication is essential for successful demos. Demos should clarify the decision being asked of prospects. A mutual success plan can guide the demo process. Understanding the prospect's current situation is crucial. Value maps connect problems to desired outcomes. Proof points enhance the credibility of demos. Account executives should have a structured approach to demos. Preparation is key to effective sales presentations. Sales processes should be standardized for better performance. Sales Leaders, whenever you're ready, there are 2 ways I can help you: 1. Book Your Sales Kickoff Speaker Keynotes: Planning your Sales Kickoff? 17% of AEs closed 81% of revenue across $54bn of pipeline in H1 2024 according to Ebsta. What are top reps doing? "The Work Before the Work" e.g. Top AEs capture 90%+ qualification info before demos. Top AEs kill deals at discovery 3x more than average reps & keep their CRM updated! Paul M. Caffrey's entertaining keynotes shares a preparation framework & insights that shows AE's how to outperform the competition. Check Paul's availability here. 2. Book Paul M. Caffrey to be train your sales team. Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now. "Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team." Mike Fallat | CEO & Founder Account Executives... ...when the time is right, the 2 ways I can help you is with: 1. Sales Coaching Sales Coaching to Exceed Quota: If your serious about exceeding quota, then you need the right skills...right now. Despite AI, online courses & so much free content...coaching is still the fastest way to get there. Apply to join my private coaching here. "All I can say is thank you, and I owe you a lot of commission!"Jodie Vard | Account Executive | Navan 2. Get The Book Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."

This week on the Revenue Insights Podcast, Adam Roberts, Sales Director at Ebsta, and Guy Rubin, Ebsta's founder and CEO, explore key insights from analyzing billions of dollars of pipeline data, focusing on the challenges sales teams face, the importance of prioritizing the right opportunities, and how to handle 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 world's business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.

In this episode of "Thrive Loud with Lou Diamond," host Lou Diamond sits down with Guy Rubin, founder of Ebsta, a leading revenue intelligence platform for Salesforce and HubSpot customers. Guy shares his journey from his passion for sales and data to founding a company that helps B2B organizations clean up their CRM data and improve their sales forecasting. They discuss the early challenges Ebsta tackled, the development of relationship and engagement scores, and how these metrics help identify risks and increase quota attainment. Guy also talks about the competitive landscape and Ebsta's recent growth milestones. Tune in to learn insightful tips on leveraging AI for sales success and hear about Guy's leadership and personal growth journey. If you're in the B2B sales space, this is an episode you don't want to miss! ***CONNECT WITH LOU DIAMOND & THRIVE LOUD***

This week on the Revenue Insights Podcast, we are joined by Michael Dalley, CRO at Aerial Vantage. In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can't sell to someone who can't buy. Michael is a seasoned sales leader who currently acts as Chief Revenue Officer for Aerial Vantage, leading AI and computer vision technology initiatives to transform aerial data into actionable insights. His previous roles include Chief Revenue Officer at Denim Social and Gainfully.

“Be cautious about taking the leap (into entrepreneurship) because it's very difficult to undo,” says Guy Rubin, founder & CEO of Ebsta, a pioneering company in the CRM and sales tech space. In this episode of The Conscious Entrepreneur podcast, Guy shares refreshing advice for aspiring entrepreneurs: take your time. He emphasizes that many young founders are drawn to overnight success stories or feel the need to build rapidly. Instead, Guy advises finding your steepest learning curve, acting as an apprentice, and staying the least knowledgeable person in the room for as long as possible. Even when you think you're ready to start a business, he suggests waiting a bit longer. The learning and planning phase is crucial because once you start, especially with external investments, it's much harder to reverse course.   For those who have already founded their businesses, Guy talks about the importance of seeking mentors and building a strong network. He believes that your team should see you as a confident leader while also feeling they can teach you something. Guy shares his experience guiding Ebsta through multiple pivots and transformations since 2012.   Despite the challenges of entrepreneurship, Guy asserts that it's still better than being someone's employee or, worse, a wage slave. Tune in to today's discussion to learn how to set yourself up for success.   Quotes “Doing your apprenticeship years and keeping that learning curve as steep as you can, especially in your 20s, I think it sets you up really well to then go into be an entrepreneur and setting up your own business, perhaps in your 30s.” (4:33 | Guy Rubin)  “I don't think you are running your own business if you're on your own. I think you need at least a business partner, or a group of individuals who can really help you. Because suddenly you become a lot more than the sum of the parts.” (9:32 | Guy Rubin) “I would encourage people to think about trying to be single purpose vehicles. Focus achieves greatness, and as soon as that focus is gone, it's very, very easy to be distracted, and it's very easy to not achieve. So, having that discipline to back a horse and then get 110% behind it is so important.” (34:15 | Guy Rubin) “It doesn't matter how unsure you are, you need to show yourself as a strong, focused, driven leader. And leaders give definitive answers.” (35:43 | Guy Rubin)   Links Connect with Guy Rubin: LinkedIn: https://www.linkedin.com/in/rubinguy/ Website: https://www.ebsta.com/   Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://consciousentrepreneur.us/ HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl. In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients. Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation.

Summary In this episode, Guy Rubin, CEO of Ebsta, discusses the concept of revenue intelligence and the importance of clean and consistent data in driving revenue. He shares insights from the 2023 benchmark report, highlighting the challenges faced by sales teams and the impact of slippage in the sales pipeline. Rubin also emphasizes the need for effective lead qualification and engagement with the buying committee. Additionally, he discusses the benefits of building a successful partner program and the lessons learned from mistakes and achievements. Takeaways Revenue intelligence is about understanding the signals that influence revenue and relies on clean and consistent data. Slippage in the sales pipeline can significantly impact win rates, and top performers are more effective at qualifying leads and engaging the buying committee. Building a successful partner program requires integrating your product or service into the partner's core offering and providing ongoing support. Learning from mistakes and achievements is crucial for growth and success in business. Follow Guy's LinkedIn Profile here Follow Justin's LinkedIn Profile here

This week on the Revenue Insights Podcast, we are joined by Leslie Venetz, Founder of The Sales-Led GTM Agency. In this episode, Lee and Leslie explore the impact of intent on win rates, including how to effectively use data and intent signals throughout the sales process, the role of events in sales, and the importance of active listening. Leslie is Founder of The Sales-Led GTM Agency, providing B2B Sales training and GTM consulting for organizations with 10+ reps or 10M+ revenue. She is also Founder of Revenue Revelry, Advisor & Evangelist at Regie.ai, and GTM Partner at Common Room and SetSail.

Join Alper Yurder and Guy Rubin as they discuss his journey as a founder and the challenges of being a UK-based startup in a US-heavy industry.  Key takeaways -Take the time to learn and gain experience before becoming a founder. -Partnerships can be a successful approach to entering the US market. -Businesses need to become more data-driven to improve sales performance. -Building strong relationships with customers is crucial for revenue growth and success in onboarding and customer success.

Discover why Guy Rubin (CEO of Ebsta) claims its critical to find the right partner, what data he shared about the main driver of revenues in B2B sales, and how he realized the importance of asking the question "what does good look like?" (15 minutes) ================================================= CEO Blindspots® Podcast Guest: Guy Rubin. Guy Rubin is the Founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers.Companies like Copado, Intercom, Impact and Zoopla use Ebsta to improve win rates and sales cycles, eradicate “guesswork” from forecasting and pipeline reviews, and build high-quality relationships through the customer lifecycle. The Ebsta relationship engagement score has become the cornerstone of the Ebsta platform, and a ‘North Star' metric used by C levels to understand the health of their pipeline, and by sales and customer success teams to identify which relationships need more attention. For more information about Ebsta and to receive the free report regarding the factors influencing revenue heading into 2024 ; https://www.ebsta.com/ ================================================= CEO Blindspots® podcast host: Birgit Kamps. Birgit's professional experience includes starting and selling an “Inc. 500 Fastest Growing Private Company” and a “Best Company to Work for in Texas”, and serving as a Board Member with various companies. She is able to help investors and executives quickly discover blind spots holding their organization back, and accelerate leadership effectiveness. In addition, Birgit is the host of the CEO Blindspots® Podcast which was recognized for having the “biggest listener growth” in the USA by 733%, and most recently for having the "top 1.5% global ranking" in its category; ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.ceoblindspots.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ To ask questions about this or one of the 200+ other CEO Blindspots® Podcast episodes, send an email to⁠ ⁠⁠⁠⁠⁠⁠⁠⁠birgit@ceoblindspots.com⁠

This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.

Today, we have something incredibly special lined up for you. We're delving into the inspiring story of Tom, the mastermind behind Fame, a wildly successful podcast growth agency. In this episode, we'll uncover the key principles that propelled Tom's business to extraordinary heights.We'll explore how Tom identified and served an underserved niche, transforming his insights into a thriving business. Discover the power of leveraging existing relationships and expertise, turning past connections into valuable opportunities. And most importantly, we'll unravel the secrets behind refining processes and delegating tasks, strategies that enabled Fame to scale and succeed.Introduction:Welcome message and introduction to the episode themeSection 1: Tom's Journey to FameTom's background as the Head of Marketing at Ebsta, a B2B SaaS companyThe inception of Sales Ops Demystified podcast and its initial successesThe pivotal moment with a high-profile guest that led to a significant ROI for EbstaSection 2: Principles of Business SuccessPrinciple 1: Identify and Serve an Underserved NicheTom's strategy of recognizing an unmet need in the marketImportance of specialized focus and tailored offerings for a specific audienceActionable tips for listeners to identify and tap into underserved niches in their industriesPrinciple 2: Leverage Existing Relationships and ExpertiseTom's approach to leveraging professional networks and past connectionsTurning skills into freelance opportunities and building trustPractical advice for listeners on utilizing their existing relationships for business growthPrinciple 3: Continuously Refine Processes and DelegateImportance of systematizing operations for efficiency and consistencyDelegating tasks to empower the team and focus on strategic initiativesActionable steps for business owners to refine processes and effectively delegate responsibilitiesSection 3: Lessons for EntrepreneursTom's personal insights and reflections on his entrepreneurial journeyKey takeaways for aspiring entrepreneurs and business ownersInspirational quotes and encouragement for listeners to apply the principles in their venturesConclusion:Recap of the key principles discussed in the episodeCall to action for listeners to implement these strategies in their businessesClosing words of encouragement and gratitude for tuning in

Guy Rubin is the CEO & Founder of Ebsta, the Revenue Intelligence Platform for Salesforce & Hubspot customers. Ebsta helps high-performing business development teams engage with more target accounts, helps sales teams close deals faster, & helps customer success teams retain happier customers. We explored why: 70% of sales reps are missing their targets the deviation between the top reps & everyone else is wider than it's ever been Ebsta has made "more pivots than hot dinners"! prospective entrepreneurs must pay careful attention to their choice of co-founders markets & competitors will overtake you if you base your business on selling features instead of real products For more revenue intelligence insights check out https://www.ebsta.com/ & for advice on hiring leaders for B2B Saas ventures check out https://alpinasearch.com/    

This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.

This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta. In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue. 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 pipeline against previously close won deals. Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.

This week on the Revenue Insights Podcast we head over to RevBrains' online conference, ‘The RevOps Mastery', to hear from Guy Rubin, CEO of Ebsta. In this episode, Guy discusses the outcomes of the Ebsta 2023 B2B Sales Benchmark Report, highlighting both the good news and the bad news. He highlights the secrets behind high-performing sales teams before delving into the seven steps for building your own high-performing team, beginning with capturing the right data, and ending with standardizing a data driven forecast cadence. 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 pipeline against previously close won deals. Guy Rubin on LinkedIn

If you have ever been frustrated with the forecasting process and accuracy at your company - this episode is for you!Guy Rubin is the founder and CEO of ebsta, a leading provider of Revenue Intelligence - the next generation of forecast management.Guy founded ebsta to automate the logging of sales rep activity directly into their Customer Relationship Management (CRM) like Salesforce and Hubspot. Over 50,000 companies have used ebsta in this environment which is when the breakthrough happened to begin scoring target buyer relationships - essentially a "relationship score".The strength of relationships is a key factor in an opportunity's probability to convert into a new customer....and thus making the revenue forecast more accurate. More on that later in the episode.Back to the core problem, ebsta has been solving for years - having timely and accurate account, contact, and opportunity data in their CRM. Since most of this data is captured in their email, and/or calendar. By using technology to capture every email, event, and meeting with an account or opportunity, it can be automatically imported into the CRM. Then, a company can use AI to determine the frequency of communications with an opportunity and begin to create an "opportunity score" based on the recency, frequency, and level of activities with specific opportunities.What about including insights from "conversational intelligence" platforms? This is another signal that ebsta uses to evolve the "engagement score", but Guy highlighted that CI is only one signal that informs their platform.Intent data is another signal that ebsta uses to inform and evolve their engagement and thus opportunity score. In a recent research report that ebsta published, one of the challenges is to determine what is the actual impact of intent data on the opportunity "win rate". In this report, ebsta was able to identify the level of influence that intent data has on win rates.Forecast accuracy is a challenge for every company. Initially, Guy felt the "ebsta" internal forecasts were superior to those of a "bottoms-up" process that begins with the AE or front-line sales manager. Those customers still require the ability to include the sales "bottoms-up" forecast, the ebsta automated forecast is typically within a +/- 5% error of margin - which is superior to the 69% of companies that miss the forecast by +/- 10% or greater.If you are involved in your company's "forecasting process" this conversation with Guy provides great insights and ideas to enhance your forecast accuracy!!!

This week, we have Patrick Thorp, co-founder and CRO of Ebsta, on the podcast to discuss the move upmarket and the importance of deep, actionable sales and revenue intelligence. Patrick starts the episode with tips and tactics for go-to-market teams looking to effectively engage upmarket businesses, including moving from lead-based to account-based strategies, the importance of phone calls over emails (and other saturated channels), the right metrics for measuring productivity, and the value of multi-threaded, multi-contact relationships. We then move into revenue operations and its role in enabling an upmarket sales motion. We discuss how a successful revenue operations function yields revenue intelligence—which increases sales velocity. Patrick references “Closed Won DNA”, and speaks to the impact the visibility into what drives revenue for a business can have for how it can generate more revenue. It isn't just about reaching more prospects—it could be pulling the right levers for the prospects already in your pipeline. Patrick wraps with the implications for customer success teams as well, and how this level of intelligence can improve retention and create expansion opportunities.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.

In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack's PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.

In this episode of The Revenue Insights podcast, Robb Finkelstein, Head of Revenue Operations at Heyday, shares how he started off in sales operations and worked in the fintech sector before finally discovering his passion.

In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack's PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.

Our guest this week is Guy Rubin, Founder and CEO at Ebsta. Poya and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business. Come meet your peers at SaaStrAnnual.com and you can use promo code "Poya" for 30% off -> https://www.saastrannual2022.com/buy-tickets?promo=Poya You can find follow Guy on LinkedIn: https://uk.linkedin.com/in/rubinguy This episode is brought to you with the support of indeed, visit them at indeed.com/scale --- Support this podcast: https://anchor.fm/uncharted1/support

In this episode of The Revenue Insights podcast, Mark Truman, Chief Revenue Officer at EdgePetrol, describes his experience building a highly-effective RevOps team, sales and marketing challenges in the oil and gas industry, and the advantages of the OKR goal-setting framework.

Jaclyn Balben, VP of Operations at Bamboo Health, joins us in the next episode of The Revenue Insights podcast to discuss how to manage operation teams effectively, the role of communication and engagement in doing that, and the importance of building solid relationships with your teammates.

In this episode of The Revenue Insights podcast, Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow, shares valuable insights on how to succeed as a RevOps professional and how to integrate business operations during an acquisition.

Kris Alspach, Director of Revenue Operations at UiPath, joins us in the latest of The Revenue Insights podcast to discuss how RevOps can manage business growth, why sales is a collaborative process between all teams, and how revenue operations and sales could work better together.

Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision, joins us in the next episode of The Revenue Insights podcast to discuss revenue operation challenges and opportunities and the impact of Product-Led Growth (PLG) on sales.

Mary Shea, VP of Global Innovation Evangelist at Outreach, joins us in the next episode of The Revenue Insights podcast to discuss how sales leaders can drive digital transformation and innovation, the B2B sales changes, and the importance of diversity, equity, and inclusion in the workplace.

Pouyan Salehi, CEO and Co-founder of Scratchpad joins us in the next episode of The Revenue Insights podcast to discuss some of the most challenging sales problems, the importance of increasing collaboration between teams, and the motivation behind building simple and flexible sales products and processes.

The process is the foundation of everything, and revenue operation leaders need to know all about operational processes. To understand the motivation behind this, Asia Corbett, Senior Revenue Operations Manager of Go-to-Market at Bread Financial, joins us in the next episode of The Revenue Insights podcast to discuss the role of the RevOps specialists, why do RevOps leaders need to be process-driven, and how can RevOps leaders develop go-to-market processes?

Michael Heilmann, VP of WW Sales Operations at Demandbase, joins us in the next episode of The Revenue Insights podcast to discuss the challenges sales operations leaders face when building and growing a business and how to manage them successfully.

Michael Boardman, Director of Revenue Operations at Castellan Solutions, joins us in the next episode of The Revenue Insights podcast to discuss the role of RevOps in setting up an efficient infrastructure for scaling and achieving the business goals.

Jason Reichl, CRO at TrustLayer, joins us in the next episode of The Revenue Insights podcast to discuss the role of CROs in elevating RevOps within their go-to-market team and why eliminating the silo model will make your business more efficient and successful.

In this very special and last episode of RevOps Demystified Podcast, Toni Heavy and Lee, the new co-hosts, are joined by former host Tom Hunt. They discuss insights, highlights, and takeaways from Tom's favourite episodes, Tom's top three guests and picks from the 200+ episodes, and a special announcement.

"You must go looking for bad news. That's how you eliminate surprises." Steve Barnhurst is Enterprise Sales Director at Ebsta. "My job has always been to create the conditions where other people can be successful." Steve brings his wide range of experience as a sales leader through start ups to major PE backed corporates to bear as we explore why tracking engagement is such a critical indicator or deal and pipeline health. "More time, more fun, enjoy work more, get more done, do better work. We're trying to maximise collaboration. We must get rid of the Lone Wolf syndrome in sales. Enterprise sales are won by teams not individuals. Lack of predictability and consistency leads to a loss of trust. You know something is awry when your salespeople are having to sell their deals as hard internally as they are to their prospects." How many management blindspots come from salespeople seeing through rose tinted spectacles? (or plain lying to cover their backs - my words ) Uncertainty in the pipeline leads to an erosion of trust in the Sales Director, who passes the bad news up the chain of command to the CEO and the Board who get a nasty awakening from the investors if it was a surprise. The consequences of that conversation can be painful. Steve offers suggestions for building certainty and predictabliity, creating the conditions where discretionary effort is everyone's best effort. Contact Steve via linkedin.com/in/stevebarnhurst. He's hiring as of 19 April 2022.  Website: ebsta.com  (Company Website) -- Contact me on marcus@laughs-last.com    

In this episode of RevOps Demystified, Tom Hunt and Alex Freeman are joined by Itay Maoz, Sr. Director of Revenue Operations at Electric. They discuss how automation has transformed manual processing in sales and RevOps, the benefits of strategic sales process mining, and the ways to scale RevOps.

In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Hannah Duncan, Director of Operations at Postscript. They talk about strategic sales funnels to optimise productivity, how to create evergreen content to streamline the onboarding process, and Hannah shares her tips to help BDRs perform at par.

In this very special episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Toni Heavey, the Head of RevOps at Ebsta, and Alex Freeman, Co-Host of Sales Ops Demystified Podcast. We are finally taking the leap and rebranding the Sales Ops Demystified Podcast to RevOps Demystified! In this noteworthy episode Toni and Alex discuss their highlights from the 198 existing episodes, transitioning from sales to RevOps, the future of RevOps and so much more.

This is the second extract from our annual round table. Last week, our group of experts spoke about the impact of culture in sales organisations. This week, they reflect on the pandemic: on the challenges of adopting remote working tech, replacing the small actions that make up on-boarding and maintaining employee engagement. Join today's experts - Alice Smith of ACS Consulting, Hugh Furness of Kalgera, Ryan Burke of Qatalog and Steve Aird of Ebsta - as they pick apart what those in sales can learn from the experience of the last 18 months.

In the 9th episode of our ‘SaaS expert interview' series, Matt Milligan sits down with Ebsta's own VP of Sales, Steve Aird. From his time working in SaaS and at Ebsta, the immensely powerful sales data analysis tool, Steve has accumulated a number unique insights into the sales process. Throughout this conversation, Matt and Steve break down the DNA of the deal, essential management strategies and discuss the possible tech breakthroughs on the horizon.

Scott Hillier, Creator and leader of the Sales Ops department at Spotify, jumped onto the Sales Ops Demystified Podcast to share how sales ops development can bring growth into sales, the significance of resources sales ops, and tips on resource forecasting to double the revenue.

Lauren Cartigny, Dale Dupree, and Chris Hatfield look at the highs & lows of a career in sales, leading through a crisis, how to seek help, sales intervention, and the perils of success.

A special guest was needed for this episode on sales leadership. Hosts Gerry and Ryan couldn't think of a better leader to bring on the show than Steve Aird, VP of Sales at Ebsta. Take a listen as they dive in on the topic of sales leadership in today's modern sales world.

Tom Hunt has experience at building several startups and SaaS businesses from scratch. After graduating from the Imperial College in London, he decided to build Virtual Valley, a marketplace connecting online entrepreneurs and virtual assistants from scratch whilst travelling the world. He then sold 90% of the businesses in 2017. He then joined Repairly as the COO, which was on demand mobile phone repair delivery service.  He is now the Co-Founder of BCast, a podcast hosting platform for high growth businesses. Tom is also the Managing Director at SaaS Marketer, where they publish biweekly SaaS growth case study and runs his own podcast: Confessions Of A B2B Marketer. At SaaS Marketer, he also helps SaaS businesses grow with their own profitable podcast. Finally, Tom is an Angel investor at different companies, such as Gleam, Dusk Foundation, Taz.com, Ebsta, Parabola Labs and Stashbee.  During this interview we cover:   Exiting his first business after get burnt out  Deciding on moving forward on a startup vs. shutting down at Repairly  The value of launching your own podcast for your startup   Why he decided to start angel investing in startups  Underrated growth hacks that startup founders should consider and work really well Links and mentions: BCast.Fm  SaaS Marketer  Get in touch with Tom: https://www.linkedin.com/in/tomhuntio/  More about Akeel: 

Jeffrey Serlin of Intercom, our special guest for #SalesOps Demystified talked through his awesome experience in #SalesOperations. Talking through tackling data quality as well as the transition into Sales Operations. Jeff has been a Sales and Revenue Operations leader for more than a decade now; with experience in building, scaling and managing teams for start-ups as well as public companies.

We had the pleasure of interviewing Brandon Bussey, Director of Revenue and Account Operations in Lucidchart. Learn more about Sales Operations and their processes.

Behind The Scenes: Henry & Tom Reveal Ebsta's Complete Sales Process Henry Peacock has 6 years experience spanning sales and operations in the B2B space. He currently manages Ebsta Sales team and is responsible for Ebsta's sales operation. Tom Hunt is an experienced operator and marketing, with 6 years experience of growing B2B online businesses. Tom currently runs Ebsta's marketing team and is responsible for generating leads for the sales team.