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Guy Rubin - 2024 B2B Sales Benchmarks
Manage episode 408906038 series 3463972
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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:
https://www.ebsta.com/2024-b2b-sales-benchmarks/
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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.
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About Cloud Ratings:
Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.
Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.
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