Guy Rubin - Ebsta - 2025 GTM Benchmarks

Cloud Radio | A SaaS Podcast

Guy Rubin is the Founder + CEO of Ebsta, a revenue intelligence platform that guides sales teams to more effective sales processes, pipeline reviews and forecast calls with Revenue Insights.

Episode Topics:

• Overview of Ebsta’s 2025 GTM Benchmarks Report. Produced in partnership with Pavilion, the report covers $48 billion of pipeline across 655,000 opportunities, analysis of 240,000 minutes of seller discovery calls, and a survey of 2,000+ CROs + Sales Leaders.
• Guy’s perspective on the 11x velocity gap between top and bottom sales performers – up from 4x in 2022.
• Why top performers are 455% better at discovery – and what B & C players lack.
• The importance of engaging 6+ stakeholders early in the sales cycle to boost win rates from 12% to 40%+.
• The power of visual playbooks, AI-driven nudges, and qualification signals to drive consistency.
• Ebsta’s approach to forecast accuracy.
• The return of 360 sellers – handling full-cycle sales for stronger buyer relationships.
• High-performing sales channels: Partner/Referral (1.3x velocity), Organic (1.2x), Outbound (1.05x), Events (0.78x), Paid (0.68x).
• Investing in partner programs, communities, and warm referrals to raise win rates.
• Why disqualifying non-ICP deals early boosts productivity – 24% more likely among top reps.
• The human factor in sales management – helping the sales team through structure, not micromanagement.
• Ebsta Client Example: the role of data-driven RevOps in aligning leadership and driving 29% revenue growth.
• Why relationships still matter – even in an AI-powered B2B sales world.

Resources:
https://benchmarks.ebsta.com/2025-gtm-benchmarks

https://www.saasletter.com/p/value-selling

https://www.saasletter.com/p/sales-check-engine-light