Guy Rubin - Ebsta - 2025 GTM Benchmarks

Episode notes

Guy Rubin is the Founder + CEO of Ebsta , a revenue intelligence platform that guides sales teams to more effective sales processes, pipeline reviews and forecast calls with Revenue Insights. Episode Topics: Overview of Ebsta’s 2025 GTM Benchmarks Report . Produced in partnership with Pavilion, the report covers $48 billion of pipeline across 655,000 opportunities, analysis of 240,000 minutes of seller discovery calls, and a survey of 2,000+ CROs + Sales Leaders. Guy’s perspective on the 11x velocity gap between top and bottom sales performers – up from 4x in 2022. Why top performers are 455% better at discovery – and what B & C players lack. The importance of engaging 6+ stakeholders early in the sales cycle to boost win rates from 12% to 40%+. The power of visual playbooks, AI-driven nudges, and qualification signals to drive consistency. Ebsta’s approach to forecast accuracy. The return of 360 sellers – handling full-cycle sales for stronger buyer relationships. High-performing sales channels: Partner/Referral (1.3x velocity), Organic (1.2x), Outbound (1.05x), Events (0.78x), Paid (0.68x). Investing in partner programs, communities, and warm referrals to raise win rates.