Revenue Insights.
Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.
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The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
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The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
How Modern Revenue Enablement is Transforming B2B Sales Success In today’s rapidly evolving B2B landscape, where over 50% of new revenue comes from existing accounts, the role of revenue enablement has never been more critical. But what exactly does modern revenue enablement look like, and how is it driving organizational success? In this deep dive,…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…
Fearless Leadership: Calculated Risk-Taking in Modern Sales
In an era where B2B sales is increasingly driven by data and automation, Raja Agrawal, VP of Sales at BrowserStack, makes a compelling case for something decidedly human: fearlessness. His journey from a small Indian village to leading global enterprise sales teams offers profound insights into what it takes to succeed in today’s rapidly evolving…
Why Remote-First Sales Leadership Actually Works, Raja Agrawal, VP of Sales at BrowserStack
In this episode of Revenue Insights, Adam Roberts is joined by Raja Agrawal, VP of Sales at BrowserStack, to discuss his journey from a rural Indian village to global sales leadership, the evolution of B2B buying behaviors, and strategies for managing a 100% remote global sales team. They also explore the impact of AI on…
The Science of Top Sales Performance: What Sets Elite Sellers Apart
In an era where B2B sales face unprecedented challenges, understanding what separates top performers from their peers has never been more crucial. Recent data from Ebsta’s analysis of 4.7 million opportunities worth $57 billion reveals a growing performance gap between elite sellers and the rest of the sales force. The timing couldn’t be more critical….
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 top sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…
Popular.
Explore our most popular articles on how to build more pipeline, close more deals and retain more customers.
The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
How Modern Revenue Enablement is Transforming B2B Sales Success In today’s rapidly evolving B2B landscape, where over 50% of new revenue comes from existing accounts, the role of revenue enablement has never been more critical. But what exactly does modern revenue enablement look like, and how is it driving organizational success? In this deep dive,…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…
Fearless Leadership: Calculated Risk-Taking in Modern Sales
In an era where B2B sales is increasingly driven by data and automation, Raja Agrawal, VP of Sales at BrowserStack, makes a compelling case for something decidedly human: fearlessness. His journey from a small Indian village to leading global enterprise sales teams offers profound insights into what it takes to succeed in today’s rapidly evolving…
Why Remote-First Sales Leadership Actually Works, Raja Agrawal, VP of Sales at BrowserStack
In this episode of Revenue Insights, Adam Roberts is joined by Raja Agrawal, VP of Sales at BrowserStack, to discuss his journey from a rural Indian village to global sales leadership, the evolution of B2B buying behaviors, and strategies for managing a 100% remote global sales team. They also explore the impact of AI on…
The Science of Top Sales Performance: What Sets Elite Sellers Apart
In an era where B2B sales face unprecedented challenges, understanding what separates top performers from their peers has never been more crucial. Recent data from Ebsta’s analysis of 4.7 million opportunities worth $57 billion reveals a growing performance gap between elite sellers and the rest of the sales force. The timing couldn’t be more critical….
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 top sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…
Sales.
If you want to consistently hit your quota and improve the accuracy of your forecast, check out the resources below to learn how.
5 Ways to Use the Ebsta Integration With HubSpot to Improve Sales Performance
How to improve adoption of HubSpot with Ebsta
B2B Sales Benchmarks: 2023 H1 Update
The latest update from the 2023 B2B Sales Benchmarks analysis of over $37bn in pipeline.
How to improve AE quota attainment (according to data)
23% of reps are contributing 83% of revenue. Here’s how to solve it (with data)
How to Run Pipeline Reviews (according to high-performing sales teams)
Pipeline reviews, love them, or hate them, are a vital fixture in a salesperson’s week. Done well, they are an opportunity for guidance, reflection, and improvement. Done poorly, they waste time, create frustration, and can leave reps feeling alienated. Pipeline reviews tread a fine line between helping a rep to make quota or creating friction…
Why Relationships Will Be Your Secret Sales Weapon in 2023
The B2B space is a crowded one and we’ve got the secret to standing out. Account-based selling is the answer! This approach treats every account as a market of one by taking a more personal approach.
ABS has the potential to drive more wins, shorten your sales cycle and close larger deals for your businesses.
7 Most Common Mistakes When Annually Planning Sales
Planning has two main approaches. Let’s call them proactive and reactive planning. Good sales plans include both. They account for hurdles in implementing new initiatives and track the right data needed to evaluate rep performance, addressable market, and initiative value. Great sales plans go one step further. They approach planning as a constant process of…
Data & Studies.
Discover the latest factors driving revenue from our analysis of billions of dollars of pipeline.
B2B Sales Benchmarks: 2023 H1 Update
The latest update from the 2023 B2B Sales Benchmarks analysis of over $37bn in pipeline.
How to improve AE quota attainment (according to data)
23% of reps are contributing 83% of revenue. Here’s how to solve it (with data)
How to close more target accounts with deal qualification
Sales methodologies guide sellers on how to engage prospects at various sales stages. At the very first stage, qualification methodologies (such as Challenger, BANT, MEDDPICC®, etc.) have long been established to create structure and process when opportunities enter the pipeline. Ultimately, the goal is to create consistency at different stages, ensuring sellers follow best practices…
6 Ways to Close More Deals (backed by data)
Sales communities flood with opinions and conjecture on how to win more deals successfully. In truth, all this advice is dependent on many factors. Who are you selling to? What industry are you targeting? What does the sales process look like? How long is the average sales cycle? How many stakeholders are typically involved in…
The top 8 benefits of using CRM
Learn what a CRM is, why it is important and the top 8 benefits which will take your pipeline management to the next level.
4 Dirty Data Types: How To Clean Your CRM
Learn why updating your CRM is valuable, problematic data types, ways to clean up dirty data and the benefits of a clean data and hygienic CRM.
Revenue Operations.
Expand your knowledge of how to draw insights from your data and create predictable revenue models
Improve your win rates by 117% by spotting these slippage red flags
easily identify the telltale signs of risk that an opportunity is going to slip. Equipped with this knowledge, sales teams can then be proactive to salvage these opportunities, close them faster and improve win rates.
How to Analyze your Sales Pipeline – Measuring Your Pipeline Health
The key to understanding how your pipeline is performing is knowing what state it is in. The gauge of that is pipeline health. In the first of our series, we looked at creating the foundations of your pipeline and the metrics that are needed to know what is happening within it. In this article, we…
What is Revenue Operations?
They say all roads lead to Rome. If you imagine Rome as revenue, then the role of revenue operations is to make sure that those roads are built in the most efficient way and that they are effectively signposted. Revenue operations, or “rev ops” in it’s shortened form, is the strategic alignment of sales, marketing,…
How Set Up Historical Trend Reporting in Salesforce
A Guide to Set Up Trend Reporting in Salesforce Reporting in Salesforce is one of the most powerful features you have when trying to demonstrate the value of a business. Building key reports in a matter of minutes with a simple drag and drop interface that anyone can use is extremely effective. Being such a…
The Guide to Setting Up Forecasting in Salesforce
Companies use sales forecasting to predict business performance. It’s a helpful tool for budgeting and setting expectations for the C-Suite. Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it’s critical that the forecast information is as…
Salesforce Reports Best Practices (with Examples)
Marketing guru Seth Godin once said, ‘the art of moving forward lies in understanding what you leave behind.
News & Updates.
Keep up to date with the latest News & Updates on the Ebsta systems
Bringing Revenue Intelligence to Salesforce
Have you ever tried to build furniture without the instructions? You can follow your gut and may end up with a completed project – but there will always be a few screws left over. Your sales team can feel like that too. Their CRM may show them the parts – but without the data and…
See how forecast submissions have changed with Ebsta Waterfall
Waterfall Chart shows how your team’s commit and upside forecasts have changed, and more importantly – understand which opportunities drove this change.
The Ultimate Forecast Submission Tool for Managers
New view for managers to review their teams pipeline, inspect their opportunities and change the forecast status.
Deal Qualification Guide Scoring
Give each of the 8 MEDDPICC® criteria a score from 1-10, helping reps to define what success looks like – so they can plan to close it.
Turn insight into action with Pipeline Insights
Pipeline Insights give you complete pipeline visibility so you can identify deals at risk before it’s too late.
Deal Qualification Guide
Follow Ebsta’s 8 step process from popular sales methodologies to identify the factors that lead to deal success.