Ep.74 - Guy Rubin - Sales slippage. How sales teams get it wrong. Insights from a SaaS pro - Ebsta

Summary

In this episode, Guy Rubin, CEO of Ebsta, discusses the concept of revenue intelligence and the importance of clean and consistent data in driving revenue. He shares insights from the 2023 benchmark report, highlighting the challenges faced by sales teams and the impact of slippage in the sales pipeline. Rubin also emphasizes the need for effective lead qualification and engagement with the buying committee. Additionally, he discusses the benefits of building a successful partner program and the lessons learned from mistakes and achievements.

Takeaways

• Revenue intelligence is about understanding the signals that influence revenue and relies on clean and consistent data.
• Slippage in the sales pipeline can significantly impact win rates, and top performers are more effective at qualifying leads and engaging the buying committee.
• Building a successful partner program requires integrating your product or service into the partner's core offering and providing ongoing support.
• Learning from mistakes and achievements is crucial for growth and success in business.

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