From Gut Feel to Revenue Intelligence: Sales in the Age of Data

Episode notes

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 the whole truth. Email, calendars, and “hidden” stakeholder interactions hold critical data about deals. Mining that signals where opportunities are real—and where they’re just wishful thinking. Sales is the last department to get truly data-driven. Imagine marketing running on gut feel—it’s unthinkable. Sales orgs need to catch up. B and C players can level up. Guy makes a strong case that coaching and data insights—not just “cutting the bottom third”—can help more reps replicate A-player behavior. Pipeline inspection needs consistency AND context.