Guy Rubin is the Founder + CEO of Ebsta, a revenue intelligence platform that guides sales teams to more effective sales processes, pipeline reviews and forecast calls with Revenue Insights.
Episode Topics:
- Overview of Ebsta’s 2025 GTM Benchmarks Report. Produced in partnership with Pavilion, the report covers $48 billion of pipeline across 655,000 opportunities, analysis of 240,000 minutes of seller discovery calls, and a survey of 2,000+ CROs + Sales Leaders.
- Guy’s perspective on the 11x velocity gap between top and bottom sales performers – up from 4x in 2022.
- Why top performers are 455% better at discovery – and what B & C players lack.
- The importance of engaging 6+ stakeholders early in the sales cycle to boost win rates from 12% to 40%+.
- The power of visual playbooks, AI-driven nudges, and qualification signals to drive consistency.
- Ebsta’s approach to forecast accuracy.
- The return of 360 sellers – handling full-cycle sales for stronger buyer relationships.
- High-performing sales channels: Partner/Referral (1.3x velocity), Organic (1.2x), Outbound (1.05x), Events (0.78x), Paid (0.68x).
- Investing in partner programs, communities, and warm referrals to raise win rates.
- Why disqualifying non-ICP deals early boosts productivity – 24% more likely among top reps.
- The human factor in sales management – helping the sales team through structure, not micromanagement.
- Ebsta Client Example: the role of data-driven RevOps in aligning leadership and driving 29% revenue growth.
- Why relationships still matter – even in an AI-powered B2B sales world.
Resources:
https://benchmarks.ebsta.com/2025-gtm-benchmarks
https://www.saasletter.com/p/value-selling
https://www.saasletter.com/p/sales-check-engine-light
