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Beat the Benchmark: 2024 B2B Sales Benchmarks and How to Improve Rep Quota Attainment  [Live Webinar Replay]

This week on the Revenue Insights Podcast, Adam Roberts, Sales Director of Ebsta, speaks with Guy Rubin, founder and CEO of Ebsta. 

In this episode, Guy and Adam discuss the insights gained from analyzing billions of dollars worth of pipeline data. They highlight the challenges faced by sales teams, the importance of working the right opportunities, engaging with key stakeholders, and effectively handling objections. 

Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. 

Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director – Key Accounts at Wood, and Director of Business Development at Introhive.

Time Stamps:

  • 00:00 – Introduction
  • 02:32 – Ebsta Overview
  • 03:34 – Industry Benchmarks and Challenges
  • 06:20 – Current Performance and Recruitment
  • 09:58 – Strategies for Replicating Success
  • 13:14 – Actionable Recommendations
  • 15:21 – Limited Learning Capacity in Sales
  • 16:14 – Early C-Level Engagement
  • 23:17 – Impact of Slippage on Win Rates
  • 25:54 – AI for Relationship Scoring

Highlights:

Data Insights from Large-Scale Pipeline Analysis

Guy underscores the importance of benchmarking in the sales process. Ebsta has analyzed billions of dollars’ worth of pipeline over the last two years, providing invaluable insights into trends within the industry. According to Guy, these benchmarks reveal several challenges, such as a significant drop in win rates, deal values, and an increase in sales cycle length in 2023. He emphasizes that understanding where your team stands relative to industry benchmarks is crucial for improvement. By identifying how top performers consistently exceed these benchmarks, sales teams can better focus their efforts on the strategies that work.

Ebsta’s AI-driven Approach

Adam and Guy stress the role of AI in optimizing the sales process. Ebsta’s AI-first platform serves as a guided selling tool for sales reps, helping them prioritize tasks and focus on deals with the highest potential. Additionally, AI-driven forecasting and risk identification allows RevOps and sales managers to spot pipeline issues early and address them before they escalate. Ebsta guarantees three key results: improved rep quota attainment, better forecast accuracy, and swift implementation within 30 days. This structured, AI-driven approach enables sales leaders to make data-backed decisions, ensuring better alignment across the team and greater success in achieving targets.

Empowering Reps through Strategic Use of Insights and Leadership Engagement

Guy stresses the importance of reps using insights from these platforms to manage their deals more effectively. He noted that top performers don’t just rely on their own relationships but consistently seek guidance from senior leaders. By acting as quarterbacks, sales reps can use Ebsta’s tools to track engagement levels, identify risks, and use senior relationships to secure introductions that can influence the outcome of the deal. This approach not only empowers reps but also improves pipeline management, enabling leaders to accurately forecast and focus on deals most likely to close. By networking internally and leveraging insights, Guy demonstrated how reps could make smarter decisions and improve their win rates by engaging the right personas early and strategically throughout the sales process.

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