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Ebsta
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The Thoughts on Selling™ Podcast
59. From Gut Feel to Revenue Intelligence: Sales in the Age of Data
This 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...
2025-06-30
31 min
Topline
E108: Unpacking Ebsta’s Benchmarking Report with Guy Rubin
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...
2025-05-11
1h 08
Account Management Secrets
Episode 36: Relationships Drive Revenue
Most 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...
2025-05-09
43 min
The CRO Spotlight Podcast
Finding Gold in Dirty Data & Creating Consistency with Guy Rubin
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, hi...
2025-04-23
40 min
The Revenue Insights Podcast
The Untold Truth of RevOps—How Only 20% of Teams Drive 80% of Impact with Ian Wessel
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.
2025-04-10
38 min
The Revenue Insights Podcast
How Top Performers Handle Objections 80% Earlier—And Win More Deals with Hervé Timsit
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.
2025-04-03
41 min
Cloud Radio | A SaaS Podcast
2025 GTM Benchmarks
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...
2025-04-01
46 min
SaaS Backwards - Reverse Engineering SaaS Success
Ep. 159 - Why Full-Cycle Reps Are Beating Your SDRs
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 Be...
2025-03-28
32 min
The Revenue Insights Podcast
Why Your ICP is Wrong—And How to Fix It with Dan Sylvester
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.
2025-03-27
38 min
The Revenue Insights Podcast
How 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.
2025-02-13
31 min
Sales Unfiltered
What Makes an A Player? | Guy Rubin
Do 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...
2025-02-04
42 min
The Revenue Insights Podcast
From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector
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...
2025-01-02
38 min
The Revenue Insights Podcast
Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow
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.
2024-12-19
35 min
The Revenue Insights Podcast
Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
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...
2024-12-05
35 min
The Revenue Insights Podcast
Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
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...
2024-11-14
24 min
The Founder-Led Marketing Show
This SaaS CEO’s GTM Insights After Analyzing $57B of Sales Pipeline
I 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 of AI in Go-to-Market Strategies ...
2024-11-13
48 min
Sales Ops Demystified
Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement
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 sa...
2024-11-07
27 min
The Revenue Insights Podcast
Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement
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 sa...
2024-11-07
27 min
Lifeselfmastery's podcast I Startups I Venture Capital
Guy Rubin from Ebsta on AI, Benchmarking, and Building Relationships in B2B Sales
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 t...
2024-10-25
37 min
Practical Founders Podcast
#114: Practical Founder Plays to Win Among Giant Partners and Competitors – Guy Rubin
Guy 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...
2024-10-11
57 min
The Revenue Insights Podcast
Building High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
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...
2024-10-10
39 min
The Revenue Insights Podcast
Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
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.
2024-10-03
27 min
The Prepared Seller
My Top 5 Sales Tips for Salespeople are..w/Guy Rubin, Founder & CEO ebsta | "Qualify, Qualify, Qualify." Ep 045
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 bu...
2024-09-27
08 min
The Revenue Insights Podcast
Data-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQ
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...
2024-09-26
38 min
Sales Ops Demystified
Beat 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...
2024-09-19
29 min
The Revenue Insights Podcast
Beat 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...
2024-09-19
29 min
Thrive LouD with Lou Diamond
Guy Rubin
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...
2024-08-13
28 min
B2B Growth Lab
B2B Sales Expert: Using AI to DOUBLE Sales Reps Hitting Quota | Guy Rubin
In 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...
2024-07-22
34 min
The Conscious Entrepreneur
EP40: 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...
2024-06-10
47 min
Future Fuzz - The Digital Marketing Podcast
Ep.74 - Guy Rubin - Sales slippage. How sales teams get it wrong. Insights from a SaaS pro - Ebsta
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...
2024-05-15
25 min
The GTM Pack Show
Episode 74: This SaaS CEO teaches us how to win in B2B sales
In 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
2024-04-24
33 min
Cloud Radio | A SaaS Podcast
Guy Rubin - 2024 B2B Sales Benchmarks
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 withi...
2024-03-26
33 min
The B2B Revenue Executive Experience
Episode 308: How to Win More with Less in B2B Sales with Guy Rubin
B2B sales teams are constantly seeking new strategies and tools to drive revenue growth.One of the most powerful resources at their disposal is data and technology.But that's just one piece of the puzzle.So, today's question is:How can you make revenue more predictable by aligning your go-to-market teams to win more with less?To help us with this today, we have Guy Rubin, Founder and CEO of Ebsta. Guy is also a dad of two, an enthusiastic skier, and an avid football fan (even though he...
2024-03-19
38 min
Insight to Revenue
Insight 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/
2024-03-12
30 min
CEO Blindspots® Podcast
Guy 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...
2023-12-29
14 min
Beyond Revenue – Narratives of Revenue Leaders [mit 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...
2023-12-19
24 min
Sales Ops Demystified
Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-11-16
19 min
The Revenue Insights Podcast
Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-11-16
19 min
The Koerner Office - Business Ideas and Small Business Deep Dives with Entrepreneurs
058: A Podcast Growth Agency Bringing in $200k/Month
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...
2023-11-01
08 min
Sales Ops Demystified
B2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of Ebsta
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-10-12
22 min
The Revenue Insights Podcast
B2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of Ebsta
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
2023-10-12
22 min
Sales Ops Demystified
Efficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and 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...
2023-07-14
38 min
The Revenue Insights Podcast
Efficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and 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...
2023-07-14
38 min
Sales Ops Demystified
7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of Ebsta
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...
2023-06-29
25 min
The Revenue Insights Podcast
7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of Ebsta
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...
2023-06-29
25 min
Metrics that Measure Up
The evolution of forecast management - with Guy Rubin, Founder and CEO ebsta
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...
2023-03-21
29 min
Cash & Burn
Generating Predictive Revenue Engines w/ Guy Rubin
In 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...
2023-02-14
30 min
Revenue Rebels: On the Record Sales Podcast
Checklist to ensure pipeline health - with Patrick Thorp, Ebsta
In 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.
2023-01-25
46 min
The SaaS Revolution Show
Lessons on Predictable Sales Growth with Guy Rubin
In 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 you tickets: https://saastock-europe.com/tickets...
2022-06-09
38 min
TheInquisitor Podcast with Marcus Cauchi
Why 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...
2022-04-19
55 min
ON AIR: With Owen & Josh
Episode 47: Guy Rubin - Founder & CEO, Ebsta
Our 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...
2022-03-09
30 min
The Revenue Insights Podcast
Sales Ops Demystified is EVOLVING… with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops Demystified
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.
2022-01-27
34 min
Sales Ops Demystified
Sales Ops Demystified is EVOLVING… with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops Demystified
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.
2022-01-27
34 min
The Six Sessions
The 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...
2021-11-19
34 min
The SaaS Sales Performance Podcast
Steve Aird - Ebsta's VP of Sales
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.
2021-03-18
20 min
SaaS District
#10: How Podcasting Can Still be a Powerful Marketing Channel for Your Startup with Tom Hunt
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 run...
2020-05-26
30 min
The Revenue Insights Podcast
Andrew Smidmore, Senior Sales Operations Business Partner @ Confluent
Learn from an experienced Senior Sales Operations Business Partner to become successful in a sales ops role with our special guest, Andrew Smidmore of Confluent...
2019-08-28
31 min
The Revenue Insights Podcast
Simon Owens, Sales Operations Manager @ Redgate Software
Learn from an experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Simon Owens of Redgate Software...
2019-08-28
24 min
The Revenue Insights Podcast
Rowan Bailey, Head of Revenue Operations @ Peakon
Learn from an experienced Head of Revenue Operations to become successful in a sales ops role with our special guest, Rowan Bailey of Peakon...
2019-08-27
33 min
The Revenue Insights Podcast
Tyler Holmes, Director of Sales and Revenue Operations @ Beamery
Learn from an experienced Director of Sales and Revenue Operations to become successful in a sales ops role with our special guest, Tyler Holmes of Beamery...
2019-08-23
27 min
The Revenue Insights Podcast
Nicholas Gollop, Head of Sales Operations & Salesforce Lead @ DueDil
Learn from an experienced Head of Sales Operations & Salesforce Lead to become successful in a sales ops role with our special guest, Nicholas Gollop of DueDil...
2019-08-23
30 min
The Revenue Insights Podcast
Philip Kelvin, Head of Customer Operations @ Trussle
Learn from an experienced Head of Customer Operations to become successful in a sales ops role with our special guest, Philip Kelvin of Trussle...
2019-08-22
31 min
The Revenue Insights Podcast
Ian Stuart, Director of Sales Operations @ Riskalyze
Learn from an experienced Director of Sales Operations to become successful in a sales ops role with our special guest, Ian Stuart of Riskalyze...
2019-08-21
21 min
The Revenue Insights Podcast
Kevin 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...
2019-08-21
33 min
The Revenue Insights Podcast
Ed Staten, Former Director Sales Operations @ 3M
Learn from an experienced and former Director Sales Operations to become successful in a sales ops role with our special guest, Ed Staten...
2019-08-20
34 min
The Revenue Insights Podcast
Heather Bruder, MBA, Revenue & Sales Ops Champion
Learn from an experienced MBA, Revenue & Sales Ops Champion to become successful in a sales ops role with our special guest, Heather Bruder...
2019-08-19
23 min
The Revenue Insights Podcast
Chris Flores, Founder @ C-Flo Consulting, LLC
Learn from an experienced founder to become successful in a sales ops role with our special guest, Chris Flores of C-Flo Consulting, LLC...
2019-08-08
28 min
The Revenue Insights Podcast
Sergio De Luca, Global Sales Operations Senior Manager @ WUBS
Learn 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...
2019-08-08
24 min
The Revenue Insights Podcast
Anthony McPartlin, Research Director @ Forrester
Learn from an experienced Research Director to become successful in a sales ops role with our special guest, Anthony McPartlin of Forrester...
2019-08-08
33 min
The Revenue Insights Podcast
Derek Dean, Global Sales Operations Manager @ TTEC
Learn from an experienced Global Sales Operations Manager to become successful in a sales ops role with our special guest, Derek Dean of TTEC...
2019-08-08
24 min
The Revenue Insights Podcast
Jag Cheema, VP EMEA Sales Operations @ Hitatchi Vantara
Learn from the experienced VP EMEA Sales Operations to become successful in a sales ops role with our special guest, Jag Cheema...
2019-08-01
28 min
The Revenue Insights Podcast
Tom Andrews, Sales Operations Manager @ Signal Al
Learn from the experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Tom Andrews...
2019-07-30
35 min
The Revenue Insights Podcast
Jeanette Appiah, Sales Operations Analyst @ Merkle
Learn from the best Sales Operations Analyst, become successful in a sales ops role with our special guests, Jeanette Appiah...
2019-07-15
28 min
The Revenue Insights Podcast
Jorge Moto, Manager of Global Sales Operations & Salesforce Admin @ Ooyala
Learn from the expert Manager of Global Sales Operations & Salesforce Admin, become successful in a sales ops role with our special guests, Jorge Moto.
2019-07-12
27 min
The Revenue Insights Podcast
Jonathan Bunford, Director of Sales Operations @ Ada
Learn from the great 6x Salesforce Certified & Director of Sales Operations, become successful in a sales ops role with our special guests, Jonathan Bunford...
2019-07-09
30 min
The Revenue Insights Podcast
Nicholas Zorrilla, Senior Sales Operations Analyst @ Flashpoint
Learn from a certified Salesforce Administrator & Senior Sales Operations Analyst, become successful in a sales ops role with our special guests, Nicholas Zorrilla...
2019-07-03
23 min
The Revenue Insights Podcast
Catherine Mandungu, Director of Sales Operations @ Ometria and Nia Barnabie, Head of Global Sales Operations @ Jumio
Learn 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...
2019-07-02
36 min
The Revenue Insights Podcast
Melinda Forest, Sales Operations Manager @Decibel
Learn from a Sales Operations Manager, become successful in a sales ops role with our special guests, Melinda Forest...
2019-07-02
27 min
The Revenue Insights Podcast
Alan Kingsley-Perkins, Sales Operations Improvement Consultant @ Kingsley-Perkins LTD
Learn from a master Sales Operations Improvement Consultant, and become successful in a sales ops role with our special guests, Alan Kingsley-Perkins...
2019-06-28
34 min
The Revenue Insights Podcast
Cornelia Klose, Global Sales Operations Manager @ Mailjet
Learn from a great Global Sales Operations Manager, as well as becoming successful in a sales ops role with our special guests, Cornelia Klose...
2019-06-27
37 min
The Revenue Insights Podcast
Natasha Neller and Kimberley Warman, Sales Operations Managers @ Austin Fraser
Learn 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...
2019-06-20
36 min
The Revenue Insights Podcast
Anthony Conrad, Director of Sales Operations @ Tapclicks
Learn from the great Director of Sales Operations, become successful in a sales ops role with our special guests, Anthony Conrad...
2019-06-18
42 min
The Revenue Insights Podcast
Katyusca Barth, Sales Operations Manager @ Intralinks
Learn from a great Sales Operations Manager, as well as becoming successful in a sales ops role with our special guest, Katy Barth...
2019-06-14
29 min
The Revenue Insights Podcast
Cris Santos, Head of Revenue Strategy and Operations @ Pluralsight
Learn 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...
2019-06-13
42 min
The Revenue Insights Podcast
Claire Maisonnave-Couterou, EMEA Sales Operation Manager @ Kyriba
Learn from a great EMEA Sales Operation Manager, as well as becoming successful in a sales ops role with our special guest, Claire Maisonnave-Couterou...
2019-06-07
22 min
The Revenue Insights Podcast
Jonny Day, Head of Sales Operations @ CrowdCube
Learn from a great Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest, Jonny Day...
2019-06-06
49 min
The Revenue Insights Podcast
Sandeep Sachdeva, Global Head of Sales Operations @ Unity Technologies
Learn from a great Global Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest Sandeep Sachdeva...
2019-05-31
29 min
The Revenue Insights Podcast
Dante Hawkins, Director of Sales Operations @ Springbot
Learn from a great Director of Sales Operations, as well as becoming successful in a sales ops role with our special guest Dante Hawkins...
2019-05-28
34 min
The Revenue Insights Podcast
Mohit Bhargava, Sales Planning & Operations Manager @ Big Tech Company
Learn from a great sales planning & operations manager, as well as becoming successful in a sales ops role with our special guest Mohit Bhargava...
2019-05-18
35 min
The Revenue Insights Podcast
Joe Gates, Sales Operations Manager @ Spendesk
Learn about sales operations, Spendesk sales tech stack as well as becoming successful in a sales ops role with our special guest Joe Gates....
2019-05-17
25 min
The Revenue Insights Podcast
Jeffrey Serlin, VP Sales Operations @ Intercom
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.
2019-05-10
40 min
The Revenue Insights Podcast
Brandon Bussey, Director of Revenue and Account Operations @ LucidChart
We had the pleasure of interviewing Brandon Bussey, Director of Revenue and Account Operations in Lucidchart. Learn more about Sales Operations and their processes.
2019-04-27
41 min
The Revenue Insights Podcast
Jay Khiroya, Head Of Operations @ Doctify
In 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.
2019-04-15
39 min
The Revenue Insights Podcast
Matt Cerra, Head Of Sales @ Cube19
Tom interviews Matt Cerra, Head Of Sales @Cube19.
2019-04-05
39 min
The Revenue Insights Podcast
Kelsi Hansen, Sales Operations Manager @ Workfront
Tom interviews Kelsi Hansen, Sales Operations Manager @Workfront.
2019-03-25
32 min
The Revenue Insights Podcast
Kirsty Charlton, Head of Sales Operations @ Signal AI
Tom 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.
2019-03-18
41 min
The Revenue Insights Podcast
Alex Williams, Head of Corporate Strategy & Development @ Roxhill Media
Tom 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?
2019-03-07
44 min
The Revenue Insights Podcast
Rory Brown, Co Founder & CCO @ Kluster Intelligence
Tom 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
2019-02-28
41 min
The Revenue Insights Podcast
Justin Kersey, Director of Operations & Enablement, EMEA & APAC @ Datasite
We 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.
2019-02-21
41 min
The Revenue Insights Podcast
Tom Hunt and Henry Peacock @ Ebsta
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.
2019-02-14
35 min