Shows
The LeanScale PodcastSmarter Sales, Stronger Pipelines: How Ebsta Is Transforming RevOpsIn this episode, we sit down with Guy Rubin, founder and CEO of Ebsta, to talk about how AI and data are reshaping the world of B2B sales and revenue operations.Guy breaks down how relationship data, CRM automation, and predictive analytics can help sales teams build stronger pipelines, improve forecasting, and close deals faster. We also discuss the biggest mistakes sales orgs make when managing data — and how to fix them.💡 What you’ll learn:How AI and CRM data are redefining RevOpsThe biggest bottlenecks in pipeline managementPractical steps to make data actionable for your sales teamHow to buil...
2025-11-1039 min
Make It Happen Mondays - B2B Sales Talk with John BarrowsThe 17% Rule: Why Most Reps Miss Quota with Guy RubinIn this episode of Make It Happen Mondays, John Barrows sits down with Guy Rubin, CEO of Ebsta, the revenue intelligence platform that guarantees increased quota attainment—and was recently acquired.Guy shares the origin story of building Ebsta as a bootstrapped venture, the lessons learned through scaling without VC pressure, and how staying aligned with his values made the acquisition feel like a natural next step. But the real power of this episode lies in the data.We dive into insights from Ebsta’s 2025 Sales Qualification Report, which shows jaw-dropping stats—like how just 17% of reps are res...
2025-11-031h 00The LeanScale PodcastThis AI-Driven Sales Tool Is Helping B & C Reps Sell Like A-Players | Ebsta Platform Deep Dive📊 Ebsta integrates multiple data sources into Salesforce for a single source of truth in sales analytics.💌 Email and calendar data capture 70% of communications often missing from CRM.🤖 AI-powered call intelligence auto-populates qualification scores from conversation transcripts.📈 Relationship scores provide a powerful indicator of deal health and likelihood to close.🔍 Pipeline insight tools allow reps and managers to identify stalled deals and prioritize actions.📉 Forecasting tools support bottoms-up submissions with manager overrides for accuracy.🧠 Emphasis on clean, structured data as the foundation for effective AI-driven sales strategies.Key Insights📉 Sales Performance Disparity and Deal Slippage: Despite extensive sales tech investments, 80% of reps miss quotas and...
2025-10-2939 min
HeresyGuy Rubin (Founder & CEO, Ebsta) — Bootstrapping, Exiting, and the Great SaaS ConsolidationIn this episode, I sit down with Guy Rubin, Founder & CEO of Ebsta — the global leader in Revenue Intelligence, recently acquired by Fullcast.Guy shares unfiltered insights from a decade of building, scaling, and exiting a SaaS company that transformed how revenue teams operate.We cover:🚀 Raising Venture Capital vs Bootstrapping — the good, the bad, and the ugly💰 Exits — why selling to the highest bidder isn’t always the best outcome📉 GTM SaaS Consolidation — who’s winning, who’s losing, and why🤖 AI in Sales — how top Go-To-Market teams are using AI to pull ahead🎯 Elite AEs — what separates the best from the rest, and why t...
2025-10-261h 20
SellMeThisPen podcast#49 Data-Driven Sales Leadership: Turning B-Players into Top Performers | Guy Rubin on SellMeThisPen PodAbout the episode:In this episode, Michael and Guy dive into the latest Ebsta benchmark report on sales performance. They explore why just 14% of sellers are responsible for 80% of revenue, how top performers qualify deals earlier based on ICP, and why data-driven consistency across sales processes is the key to transforming B and C players into quota-crushers.About the guest:Guy Rubin is a passionate sales and data leader who founded Ebsta, a revenue intelligence platform with nearly 400 customers that's focused on solving data quality issues in Salesforce and providing...
2025-07-3145 min
The Thoughts on Selling™ Podcast59. From Gut Feel to Revenue Intelligence: Sales in the Age of DataThis episode was an absolute blast. I’m joined by Guy Rubin, CEO of Ebsta, who brings not just revenue intelligence expertise—but also a love of physics, football (the British kind), and skiing—to the conversation.We talk about the problem that’s plagued sales teams for decades: data that’s incomplete, inaccurate, or invisible. Guy shares how Ebsta evolved from solving Salesforce data issues into building a revenue intelligence platform that helps companies truly understand what’s driving wins—and where deals stall.Some of the big takeaways from our chat:✅ Your CRM isn’t t...
2025-06-3031 min
ToplineE108: Unpacking Ebsta's Benchmarking Report with Guy RubinIn 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...
2025-05-111h 08
Account Management Secrets2025 GTM Benchmark Report (& what it means for AMs now) | EP36Most of your revenue probably came from existing customers last year, and if your QBRs don’t include the C-suite, you’re at serious risk of churn.
Alex Raymond sits down with Guy Rubin, the founder and CEO of Ebsta, to unpack the 2025 GTM Benchmark Report and what it means for account managers right now. The data is clear: 52% of new revenue last year came from existing accounts, not new logos. That shift isn’t just interesting as it should completely change how teams think about growth, customer relationships, and where to invest their time and res...
2025-05-0943 min
The CRO Spotlight PodcastFinding Gold in Dirty Data & Creating Consistency with Guy RubinOn 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, hi...
2025-04-2342 min
The Revenue Insights PodcastThe Untold Truth of RevOps—How Only 20% of Teams Drive 80% of Impact with Ian WesselIn 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.
2025-04-1038 min
The Revenue Insights PodcastHow Top Performers Handle Objections 80% Earlier—And Win More Deals with Hervé TimsitIn 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.
2025-04-0341 min
Cloud Radio | A SaaS PodcastGuy Rubin - Ebsta - 2025 GTM BenchmarksGuy 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...
2025-04-0146 min
SaaS Backwards - Reverse Engineering SaaS SuccessEp. 159 - Why Full-Cycle Reps Are Beating Your SDRsSend us a textGuest: Guy Rubin, Founder & CEO at Ebsta -- Most 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, s...
2025-03-2832 min
The Revenue Insights PodcastWhy Your ICP is Wrong—And How to Fix It with Dan SylvesterIn 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.
2025-03-2738 min
The Revenue Insights PodcastHow Top Sellers Outperform Their Peers [Webinar Replay]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.
2025-02-1331 min
Sales UnfilteredWhat Makes an A Player? | Guy RubinDo you want to know the attributes of top performers according to the analysis of $54bn in revenue? On today's episode, we hear from Guy Rubin, Founder & CEO of Ebsta, and the person behind the 2024 B2B Sales benchmarking report. After analysing 4.2 million opportunities, 1m hours of conversations, from 530 companies, representing over $54 billion in revenue, they have the answers to what makes an A player. We unpack the state of sales before looking into the 5 key attributes for success- pipeline generation, qualification, objection handling, relationship management, and deal management. This episode is invaluable for...
2025-02-0442 min
The Revenue Insights PodcastFrom Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint ProtectorThis 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...
2025-01-0238 min
The Revenue Insights PodcastData-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at UpflowThis 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.
2024-12-1935 min
The Revenue Insights PodcastLessons in Scaling Cybersecurity Sales with Dean Hickman-SmithThis 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...
2024-12-0535 min
The Revenue Insights PodcastTransforming Productivity Metrics with Mike Perrone, Chief Operations Officer at ProdoscoreThis 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...
2024-11-1424 min
The Executive Brand PodcastThis SaaS CEO’s GTM Insights After Analyzing $57B of Sales PipelineI talked to Guy Rubin, Founder and CEO of Ebsta. Ebsta is the AI-first revenue platform. They guarantee to improve rep quota attainment in the first 6 months and improve the accuracy of your forecast to within 10% of your number.After analyzing $57b of salespipline Guy shares his GTM insights and talks about:- The Widening Gap in Sales Performance- The Big Mistakes Sales Leaders Make- How to Engage C-Level Executives- Navigating the Future...
2024-11-1348 min
The Revenue Insights PodcastBeat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and EngagementIn 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 sa...
2024-11-0727 min
Sales Ops DemystifiedBeat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and EngagementIn 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 sa...
2024-11-0727 min
Lifeselfmastery's podcast I Startups I Venture CapitalGuy Rubin from Ebsta on AI, Benchmarking, and Building Relationships in B2B SalesI 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...
2024-10-2537 min
Practical Founders Podcast#114: Practical Founder Plays to Win Among Giant Partners and Competitors – Guy RubinGuy Rubin is the co-founder and CEO of ebsta, a revenue intelligence platform that works with Salesforce and Hubspot to automatically analyze existing data to improve sales performance. Started in London in 2012, ebsta found success in the early days of the Salesforce marketplace and addon economy as a data tool integrated with customer emails. ebsta has since become a complete revenue intelligence platform, serving sales teams with 10-100 sales reps. With 400 customers, 30 employees, and no VC funding, ebsta competes with a focused approach to play in the massive Salesforce ecosystem and against huge competitors. Guy tal...
2024-10-1157 min
The Revenue Insights PodcastBuilding High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2This 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...
2024-10-1039 min
The Revenue Insights PodcastSales & Marketing Synergy: Secrets to Revenue Growth with Brady HolcombThis 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.
2024-10-0327 min
The Prepared SellerMy Top 5 Sales Tips for Salespeople are..w/Guy Rubin, Founder & CEO ebsta | "Qualify, Qualify, Qualify." Ep 045Connect 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 bu...
2024-09-2708 min
The Revenue Insights PodcastData-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQThis 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...
2024-09-2638 min
Sales Ops DemystifiedBeat the Benchmark: 2024 B2B Sales Benchmarks and How to Improve Rep Quota Attainment [Live Webinar Replay]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 year...
2024-09-1929 min
The Revenue Insights PodcastBeat the Benchmark: 2024 B2B Sales Benchmarks and How to Improve Rep Quota Attainment [Live Webinar Replay]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 year...
2024-09-1929 min
Thrive LouD with Lou DiamondGuy RubinIn 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...
2024-08-1328 min
B2B Growth LabB2B Sales Expert: Using AI to DOUBLE Sales Reps Hitting Quota | Guy RubinIn today's episode, we talk to Guy Rubin, Founder & CEO of Ebsta.Ebsta are an AI-first revenue platform, with a focus on insight-driven sales processes, identifying pipeline risks and revealing why you win and lose deals in the B2B space.Robbie and Guy talks all things AI when it comes to B2B sales. If you're worried about falling behind with AI, and looking to boost your sales team's performance, you won't want to miss this one...
2024-07-2234 min
The Conscious Entrepreneur | Leadership, Self-Awareness & MindsetEP40: Navigating Transformations From Pivots to Success“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...
2024-06-1047 min
Future Fuzz - The Digital Marketing PodcastEp.74 - Guy Rubin - Sales slippage. How sales teams get it wrong. Insights from a SaaS pro - EbstaSummary
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...
2024-05-1525 min
The GTM Pack ShowEpisode 74: This SaaS CEO teaches us how to win in B2B salesIn this episode of The GTM Pack podcast, we interview Guy Rubin, CEO at EBSTA based in London, England.
In this conversation, we dig into:
💡 The new world of B2B sales powered by AI
💡 Key findings from EBSTA's 2024 B2B Benchmarks Report
💡 What it takes to be a top performer in B2B sales
& more!
#b2b #ceo #revenueintelligence #sales
2024-04-2433 min
Cloud Radio | A SaaS PodcastGuy Rubin - 2024 B2B Sales BenchmarksOur 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 withi...
2024-03-2633 min
Insight to RevenueInsight to Revenue Podcast - Episode 7: Guy Rubin/Using Data to Define a Future High Performer Model
Episode 7 of the Insight to Revenue Podcast hosted by Insight Revenue CEO & Founder, Zachary Gropper. In this episode, Founder and CEO of Ebsta, Guy Rubin, elaborates on how revenue intelligence data helps to drive high performance across the sales organization. Together they discuss the key findings of Ebsta's recently published "2024 B2B Sales Benchmark Report" and what the latest data tells us about the future of high performance.
Report: https://www.ebsta.com/2024-b2b-sales-benchmarks/
2024-03-1230 min
CEO Blindspots® PodcastGuy Rubin, CEO of Ebsta: "Find a Partner!" (15 min)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 bu...
2023-12-2914 min![Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]](https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_episode/39256840/39256840-1702892414497-0855d50f1aa44.jpg)
Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]You already have all the data you need to understand why you have generated Revenue in the past: Guy Rubin, Founder & CEO at Ebsta🇬🇧: In this episode, Guy Rubin, Founder & CEO of Ebsta, discusses the crucial role of a Chief Revenue Officer in overseeing marketing, sales, and customer success. He explains how a CRO can drive efficient, data-driven growth and align teams more effectively than a CEO managing these functions directly. Rubin emphasizes the importance of quality data insights in company growth phases, highlighting how analyzing past successful deals can inform risk management in current operations. This episode offers valuable insights into optimizing organizational structure and enhancing revenue operations through strategic leadership and data analysis. Be prepared for a turbocharged eighteenth episode of Beyond...
2023-12-1924 min
Sales Ops DemystifiedWhy Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-11-1619 min
The Revenue Insights PodcastWhy Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-11-1619 min
The Koerner Office - Business Ideas and Small Business Deep Dives with Entrepreneurs058: A Podcast Growth Agency Bringing in $200k/MonthToday, 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...
2023-11-0108 min
Sales Ops DemystifiedB2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of EbstaThis week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-10-1222 min
The Revenue Insights PodcastB2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of EbstaThis week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-10-1222 min
Sales Ops DemystifiedEfficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and Guy Rubin, CEO of EbstaThis 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...
2023-07-1438 min
The Revenue Insights PodcastEfficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and Guy Rubin, CEO of EbstaThis 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...
2023-07-1438 min
The Revenue Insights Podcast7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of EbstaThis 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...
2023-06-2925 min
Sales Ops Demystified7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of EbstaThis 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...
2023-06-2925 min
Metrics that Measure UpThe evolution of forecast management - with Guy Rubin, Founder and CEO ebstaIf 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...
2023-03-2129 min
Metrics that Measure UpThe Evolution of Forecast Management - with Guy Rubin, Founder and CEO ebstaIf 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...
2023-03-2129 min
Cash & BurnGenerating Predictive Revenue Engines w/ Guy RubinIn today’s episode, Brandon sits down with Guy Rubin, Founder & CEO of ebsta, a revenue intelligence platform that drives predictable revenue growth.Guy touches on running a bootstrap company, strengthening relationships with existing clients, analyzing sales cycles, and giving data to businesses so they can generate a predictive revenue engine. Tune in for a fun and educational conversation between these two passionate founders about the never-ending challenges of building a company!Check out Scott Stouffer: LinkedIn and ebsta Hosted on Acast. See acast.com/privacy for more...
2023-02-1430 min
Revenue Rebels: On the Record Sales PodcastChecklist to ensure pipeline health - with Patrick Thorp, EbstaIn this episode we speak with Patrcik Thorp, VP Revenue at Ebsta, about pipeline management. He shares a checklist to ensure pipeline health. More specifically, we cover:Sales fundamentals and the importance of focusing on them in the current business climateThe key components of a successful sales process, including prospecting, qualification, and closing.The importance of personalization in sales and the need to tailor messages to specific prospects.The value of different sales channels, including email and cold calling, and the need to use the channel that best suits the prospect's preferences.
2023-01-2546 min
The SaaS Revolution ShowLessons on Predictable Sales Growth with Guy RubinIn this episode of the SaaS Revolution Show, our host Alex Theuma is joined by Guy Rubin, Founder and CEO at ebsta, to give fellow SaaS founders and enthusiasts the inside scoop on predictable sales growth.
Guy shares:
💥 Company growth over the last 24 months
💥 Why ebsta took undiluted capital (and what they’ve done with it)
💥 His three-step process to ensure better predictability for revenue growth
💥 ebsta’s growth-focus areas over the next 12 months
and more!
Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book tickets: https://saastock-europe.com/tickets/
🇺🇸 SaaStock US...
2022-06-0938 min
TheInquisitor Podcast with Marcus CauchiWhy Must You Go Looking For Bad News?"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...
2022-04-1955 min
ON AIR: With Owen & JoshEpisode 47: Guy Rubin - Founder & CEO, EbstaOur 47th guest is Guy Rubin, Founder and CEO at Ebsta. Owen and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business.Including:- Insight into Ebsta's 2022 B2B Sales Benchmark Report and how they pull the data together - The steps you should be taking to obtain data certainty - Onboarding new clients, understanding their DNA and what success looks like on an individual basis- Understanding buyer behaviour - How psychology and fear of failure play a p...
2022-03-0930 min
Sales Ops DemystifiedSales Ops Demystified is EVOLVING… with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops DemystifiedIn 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.
2022-01-2734 min
The Revenue Insights PodcastSales Ops Demystified is EVOLVING… with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops DemystifiedIn 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.
2022-01-2734 min
The Six SessionsThe Six Sessions | Toni Heavey (Ebsta)The Six Sessions have given me the opportunity to chat with some amazing people in the growth space - primarily across marketing, sales and CX, but not always.And today’s guest is definitely about growth - she’s doing the thing for the people doing the thing.With a lot of sales experience - from SDR to Head of role - today’s guest understands the role of a sales person, what they need to support them and how sales fits within the overall growth model.And that’s how she finds herself...
2021-11-1934 min
Sales Transformation LabSteve Aird - Ebsta's VP of SalesIn 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.
2021-03-1820 min
SaaS District#10: How Podcasting Can Still be a Powerful Marketing Channel for Your Startup with Tom HuntTom 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 run...
2020-05-2630 min
The Revenue Insights PodcastPhilip Kelvin, Head of Customer Operations @ TrussleLearn from an experienced Head of Customer Operations to become successful in a sales ops role with our special guest, Philip Kelvin of Trussle...
2019-08-2231 min
The Revenue Insights PodcastIan Stuart, Director of Sales Operations @ RiskalyzeLearn from an experienced Director of Sales Operations to become successful in a sales ops role with our special guest, Ian Stuart of Riskalyze...
2019-08-2121 min
The Revenue Insights PodcastKevin Raybon, Chairman @ Global Sales Operations Association (SOPSA.ORG)Learn from an experienced Chairman to become successful in a sales ops role with our special guest, Kevin Raybon of SOPSA.ORG...
2019-08-2133 min
The Revenue Insights PodcastEd Staten, Former Director Sales Operations @ 3MLearn from an experienced and former Director Sales Operations to become successful in a sales ops role with our special guest, Ed Staten...
2019-08-2034 min
The Revenue Insights PodcastHeather Bruder, MBA, Revenue & Sales Ops ChampionLearn from an experienced MBA, Revenue & Sales Ops Champion to become successful in a sales ops role with our special guest, Heather Bruder...
2019-08-1923 min
The Revenue Insights PodcastChris Flores, Founder @ C-Flo Consulting, LLCLearn from an experienced founder to become successful in a sales ops role with our special guest, Chris Flores of C-Flo Consulting, LLC...
2019-08-0828 min
The Revenue Insights PodcastSergio De Luca, Global Sales Operations Senior Manager @ WUBSLearn from an experienced Global Sales Operations Senior Manager to become successful in a sales ops role with our special guest, Sergio De Luca of WUBS...
2019-08-0824 min
The Revenue Insights PodcastAnthony McPartlin, Research Director @ ForresterLearn from an experienced Research Director to become successful in a sales ops role with our special guest, Anthony McPartlin of Forrester...
2019-08-0833 min
The Revenue Insights PodcastDerek Dean, Global Sales Operations Manager @ TTECLearn from an experienced Global Sales Operations Manager to become successful in a sales ops role with our special guest, Derek Dean of TTEC...
2019-08-0824 min
The Revenue Insights PodcastJag Cheema, VP EMEA Sales Operations @ Hitatchi VantaraLearn from the experienced VP EMEA Sales Operations to become successful in a sales ops role with our special guest, Jag Cheema...
2019-08-0128 min
The Revenue Insights PodcastTom Andrews, Sales Operations Manager @ Signal AlLearn from the experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Tom Andrews...
2019-07-3035 min
The Revenue Insights PodcastJeanette Appiah, Sales Operations Analyst @ MerkleLearn from the best Sales Operations Analyst, become successful in a sales ops role with our special guests, Jeanette Appiah...
2019-07-1528 min
The Revenue Insights PodcastJorge Moto, Manager of Global Sales Operations & Salesforce Admin @ OoyalaLearn from the expert Manager of Global Sales Operations & Salesforce Admin, become successful in a sales ops role with our special guests, Jorge Moto.
2019-07-1227 min
The Revenue Insights PodcastJonathan Bunford, Director of Sales Operations @ AdaLearn from the great 6x Salesforce Certified & Director of Sales Operations, become successful in a sales ops role with our special guests, Jonathan Bunford...
2019-07-0930 min
The Revenue Insights PodcastNicholas Zorrilla, Senior Sales Operations Analyst @ FlashpointLearn from a certified Salesforce Administrator & Senior Sales Operations Analyst, become successful in a sales ops role with our special guests, Nicholas Zorrilla...
2019-07-0323 min
The Revenue Insights PodcastCatherine Mandungu, Director of Sales Operations @ Ometria and Nia Barnabie, Head of Global Sales Operations @ JumioLearn from the Director of Sales Operations and the Head of Global Sales Operations to become successful in a sales ops role with our special guests, Catherine Mandungu and Nia Barnabie...
2019-07-0236 min
The Revenue Insights PodcastMelinda Forest, Sales Operations Manager @DecibelLearn from a Sales Operations Manager, become successful in a sales ops role with our special guests, Melinda Forest...
2019-07-0227 min
The Revenue Insights PodcastAlan Kingsley-Perkins, Sales Operations Improvement Consultant @ Kingsley-Perkins LTDLearn from a master Sales Operations Improvement Consultant, and become successful in a sales ops role with our special guests, Alan Kingsley-Perkins...
2019-06-2834 min
The Revenue Insights PodcastCornelia Klose, Global Sales Operations Manager @ MailjetLearn from a great Global Sales Operations Manager, as well as becoming successful in a sales ops role with our special guests, Cornelia Klose...
2019-06-2737 min
The Revenue Insights PodcastNatasha Neller and Kimberley Warman, Sales Operations Managers @ Austin FraserLearn from a great Sales Operations Managers, as well as becoming successful in a sales ops role with our special guests, Natasha Neller and Kimberley Warman...
2019-06-2036 min
The Revenue Insights PodcastAnthony Conrad, Director of Sales Operations @ TapclicksLearn from the great Director of Sales Operations, become successful in a sales ops role with our special guests, Anthony Conrad...
2019-06-1842 min
The Revenue Insights PodcastKatyusca Barth, Sales Operations Manager @ IntralinksLearn from a great Sales Operations Manager, as well as becoming successful in a sales ops role with our special guest, Katy Barth...
2019-06-1429 min
The Revenue Insights PodcastCris Santos, Head of Revenue Strategy and Operations @ PluralsightLearn from a great Head of Revenue Strategy and Operations, as well as becoming successful in a sales ops role with our special guest, Cris Santos...
2019-06-1342 min
The Revenue Insights PodcastClaire Maisonnave-Couterou, EMEA Sales Operation Manager @ KyribaLearn from a great EMEA Sales Operation Manager, as well as becoming successful in a sales ops role with our special guest, Claire Maisonnave-Couterou...
2019-06-0722 min
The Revenue Insights PodcastJonny Day, Head of Sales Operations @ CrowdCubeLearn from a great Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest, Jonny Day...
2019-06-0649 min
The Revenue Insights PodcastSandeep Sachdeva, Global Head of Sales Operations @ Unity TechnologiesLearn from a great Global Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest Sandeep Sachdeva...
2019-05-3129 min
The Revenue Insights PodcastDante Hawkins, Director of Sales Operations @ SpringbotLearn from a great Director of Sales Operations, as well as becoming successful in a sales ops role with our special guest Dante Hawkins...
2019-05-2834 min
The Revenue Insights PodcastMohit Bhargava, Sales Planning & Operations Manager @ Big Tech CompanyLearn from a great sales planning & operations manager, as well as becoming successful in a sales ops role with our special guest Mohit Bhargava...
2019-05-1835 min
The Revenue Insights PodcastJoe Gates, Sales Operations Manager @ SpendeskLearn about sales operations, Spendesk sales tech stack as well as becoming successful in a sales ops role with our special guest Joe Gates....
2019-05-1725 min
The Revenue Insights PodcastJeffrey Serlin, VP Sales Operations @ IntercomJeffrey 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.
2019-05-1040 min
The Revenue Insights PodcastBrandon Bussey, Director of Revenue and Account Operations @ LucidChartWe had the pleasure of interviewing Brandon Bussey, Director of Revenue and Account Operations in Lucidchart. Learn more about Sales Operations and their processes.
2019-04-2741 min
The Revenue Insights PodcastJay Khiroya, Head Of Operations @ DoctifyIn this episode you will be listening to Jay Khiroya as Tom Hunt & Henry Peacock interview him about his extensive Sales Operations experience.
He will reveal some important points on how to strengthen your Sales Team and provides strategic ways of helping them increase revenue.
Jay talks through how to measure sales team success and methods of keeping your CRM clean.
2019-04-1539 min
The Revenue Insights PodcastMatt Cerra, Head Of Sales @ Cube19Tom interviews Matt Cerra, Head Of Sales @Cube19.
2019-04-0539 min
The Revenue Insights PodcastKelsi Hansen, Sales Operations Manager @ WorkfrontTom interviews Kelsi Hansen, Sales Operations Manager @Workfront.
2019-03-2532 min
The Revenue Insights PodcastKirsty Charlton, Head of Sales Operations @ Signal AITom Hunt & Henry Peacock interview Kirsty Charlton about Signal AI and their process within the sales team and her experiences. Kirsty talks through metrics, Sales Ops Tech Stack and her journey in Signal AI.
2019-03-1841 min
The Revenue Insights PodcastAlex Williams, Head of Corporate Strategy & Development @ Roxhill MediaTom Hunt & Henry Peacock interview Alex Williams about Roxhill Media and their training and process within the sales team.
Alex talks through overseeing sales & marketing, who Sales Ops report to and is sales experience necessary For Sales Ops?
2019-03-0744 min
The Revenue Insights PodcastRory Brown, Co Founder & CCO @ Kluster IntelligenceTom Hunt & Henry Peacock interview Rory Brown about Kluster Intelligence and how to build credibility with the team. Rory talks through how to measure success and keep sales professionals engaged.
#3
2019-02-2841 min
The Revenue Insights PodcastJustin Kersey, Director of Operations & Enablement, EMEA & APAC @ DatasiteWe had the pleasure of interviewing Justin Kersey, Director of Operations and Enablement, EMEA & APAC at Datasite to help us gain more insights into some of the tools they use and a well-debated topic of whether Sales experience is needed in a Sales Operations role.
Justin has over 15 years of sales & project management experience and is currently VP Of Sales of Merrill Corp, a B2B SAAS provider to the M&A Industry.
2019-02-2141 min