Episode 47: Guy Rubin - Founder & CEO, Ebsta

ON AIR: With Owen

English - March 09, 2022 15:00 - 30 minutes - 21.2 MB
Entrepreneurship Business sales marketing leadership sales leaders revenue revenue leaders b2b saas saas sales lead generation Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: Episode 45: Jason Baskaran – Sales Director, GetAccept

Next Episode: Episode 48: Ari Galper – World's #1 Authority on Trust-Based Selling

Our 47th guest is Guy Rubin, Founder and CEO at Ebsta.

Owen and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business.

Including:
- Insight into Ebsta's 2022 B2B Sales Benchmark Report and how they pull the data together
- The steps you should be taking to obtain data certainty
- Onboarding new clients, understanding their DNA and what success looks like on an individual basis
- Understanding buyer behaviour
- How psychology and fear of failure play a part in the number of days it takes SDRs to close a deal as 'closed lost', in comparison to a deal that is 'closed won'
- Why a leadership team should be enabling their sales reps to close lost deals faster (in order to laser-focus on the opportunities that need attention)
- Drilling data down into one single metric and how it helps SDRs to adopt change
- Overcoming the challenges of getting your sales team to adopt new data points and utilise CRM properly