Cloud Radio · 2024-03-26 · 33 min
Our Guest: Guy Rubin is the Founder and CEO of Ebsta , a Revenue Intelligence Platform that provides insights into what drives over 500 B2B companies' success. Episode Topics: What is Ebsta’s 2024 B2B Sales Benchmark report? Reliance on top sales representatives - 17% of reps generate 81% of revenue. Difference in deal progression between average and top performers - average performers tend to lose deals during negotiation, whereas top performers experience more losses during the qualification and discovery stages. Guy’s insights on increasing pipelines and adopting best sales methodologies. How does AI fit within Ebsta’s product suite? How does discussing ROI accelerate the sales cycle? Based on poor quota attainment and certain layoffs, has sales forecasting gotten harder? Guy's insight on improving forecasting accuracy. Resources: About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes " SaaSletter ", an investing-oriented SaaS newsletter on Substack.
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