Description

Our Guest: Guy Rubin is the Founder and CEO of Ebsta, a Revenue Intelligence Platform that provides insights into what drives over 500 B2B companies' success. 

Episode Topics:

• What is Ebsta’s 2024 B2B Sales Benchmark report?
• Reliance on top sales representatives - 17% of reps generate 81% of revenue.
• Difference in deal progression between average and top performers - average performers tend to lose deals during negotiation, whereas top performers experience more losses during the qualification and discovery stages.
• Guy’s insights on increasing pipelines and adopting best sales methodologies.
• How does AI fit within Ebsta’s product suite?
• How does discussing ROI accelerate the sales cycle?
• Based on poor quota attainment and certain layoffs, has sales forecasting gotten harder?
• Guy's insight on improving forecasting accuracy.

Resources:

https://www.ebsta.com/2024-b2b-sales-benchmarks/

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Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.

Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.

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About Cloud Ratings:

Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.

Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.

Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.

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