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.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
183: Why Trusted Data is the New AI Moat (w/ Rick Kranz @ AI Marketing Automation Lab)Move The Needle · on B2B91 / 100
Building an Incorruptible Company that Lasts with Eric Ries, Author of Incorruptible & The Lean Startup - Ep 78The Transaction · on SaaS88 / 100
AI Agents Fail for 2 Reasons. Crowdsourcing Solved Both. | Julia Dalton, SVP Product (Capacity)LaunchPod · on SaaS86 / 100
EP1012: The current trends in B2B payments for 2026IBS Intelligence Global FinTech Interviews · on B2B79 / 100
Ep. 199 - What AI Taught One Founder About the Future of SaaSSaaS Backwards · on SaaS79 / 100
MicroConf Tactics: He Built Two Unicorns. Here’s The Only AI Startup He’d Build in 2026MicroConf On Air · on SaaS79 / 100
Guy Rubin - 2026 GTM Benchmarks95 / 100
Tim Sanders - G2 - The AI Answer92 / 100
Karim Fanous - Engineering Management in the Age of AI72 / 100Godard Abel - G2 - Software Buying In The Age of AIGuy Rubin - Ebsta - 2025 GTM Benchmarks