Ebsta

Ebsta's Relationship Intelligence Platform helps B2B Sales teams build better relationships to drive Seamless integrations to make your day job easier.

Ebsta gets you working at hyper-speed with the Gmail and LinkedIn integrations. With the drop down Ebsta panel, you’ll never need to go from window to window again. Whether you’re sending emails or surfing the internet, the drop down panel will show you all the relevant Salesforce information. The best part is, you can update this information with the click of a mouse.

08/09/2023

We have one final gift for - the latest from our analysis of $37bn of sales pipeline.

Here’s a flavour of what we have to share:
-> The state of sales as we approach the end of 2023
-> What factors are having the greatest influence on revenue right now
-> What are high-performers doing to make quota consistently
-> What impact do sales processes have on results
-> What can you do to improve sales performance in the next 3 months tangibly

Guy Rubin will be on the Discovery Stage at 1:30pm EDT.

07/09/2023

If you missed our Insight Report Teardown at Sprocketeer inside of INBOUND we’ve got you covered with one of the best bits:

It’s taken for granted that we should multi-thread deals.

We all know we should be engaging each of the buying committee.

But how frequently do sellers actually follow through with it? Not often, according to our analysis.

Below, we are now revealing:
-> Who you should be multi-threading
-> What influence they are having on your results
-> When you should be engaging them in the sales process

Plenty more to come from this session soon…

05/09/2023

INBOUND 2023 ⏳ - we’ll see you shortly, Boston.

We have a surprise for folks heading to the Boston Convention & Exhibition Centre.

Ever wished you knew:
👉 Which if your ICPs led to the best returns?
👉 Whether you are getting ROI on your intent data?
👉 How many relationships you should multi-thread?
👉 What personas give you the best results?
👉 If your sales methodology is actually being adopted?

That’s the tip of the iceberg of the kind of insights we’re giving out to folks this week (won’t even cost you a dime).

We’ll be in the Sprocketeer Lounge all week with:

💸 The latest insights from analysis of $37bn of sales pipeline

📈 A teardown of one of our customer’s insight reports (why they win and lose deals)

🎙️ Live podcast Q&A with Matt Bolian and Brendan Tolleson

Plus plenty more…

Excited to be supporting the with Sprocketeer Chili Piper QuotaPath HubSearch Sandler ClickUp VertifyData RevPartners Salesloft Avoma Supered

05/09/2023

HubSpot Essential App for Sales ✔️

When we joined the HubSpot ecosystem, there were clear areas where HubSpot customers needed a hand:
👉 Forecasting in spreadsheets
👉 Limited view of pipeline
👉 Unsure where revenue is coming from or what deals to prioritize
👉 Qualifying deals outside of HubSpot

Since then, it’s been an incredible journey with users and partners (both app and solutions) in the ecosystem.

We’ve learned not only how to integrate with our HubSpot customers' day-to-day processes.

We’ve learned how our insights integrate into the workflows, automations, and methodologies that are powering revenue teams.

Psst.. If you’re in Boston this week for INBOUND, we’ll be in the Sprocketeer Lounge - come say hello!

04/09/2023

11:45am and 1:30pm - thrilled to be sharing two very different insights at

Here’s the synopsis:

11:45 - 12:15pm (B2B Sales Benchmarks - INBOUND Edition):

-> The latest insights from our analysis of $37bn in sales pipeline

-> P.S. our focus has been on the impact of Sales Processes this time around

-> What factors are having the greatest influence on revenue

-> What are high-performers doing to outperform their peers

-> How to prevent one of the biggest pains facing sales teams

1:30 - 2pm (Insight Report Teardown):

-> How we diagnose pipeline health and reveal why businesses win and lose deals

-> How customers audit their pipeline and spot coaching opportunities

-> How to identify pipeline friction

And plenty more…

And there’s a surprise for those who stay with us to the end - see you at the Sprocketeer lounge.

11/07/2023

Only 27% of reps made quota at the end of H1 ‘23.

So what are one-quarter of sellers doing to outperform their peers?

In our most recent analysis of $37bn of pipeline, we wanted to understand what the top billers are doing that is helping them close more deals.

So we looked at common behaviors and approaches:

They constantly nurture a rich network of contacts, both when they are in-market and outside of it
When an account enters a sales process, they expand on those networks to reach the buying committee
They leverage their sales methodology to prioritize the best accounts and design strategic plays to close them
They take a proactive approach to target accounts rather than waiting for the prospect to come to them
They understand the profile of what accounts they can close fastest - and they prioritize their time effectively as a result.

The answer to ensuring more reps make quota is not pushing them to work harder; it’s to show them how to work smarter. Here’s how: https://hubs.li/Q01VZTbz0

**Results from H1 2023 B2B Sales Benchmarks

03/07/2023

¾ of all reps missed their most recent quota**.

Market conditions may be improving, but sellers are not.

So how do we improve?

We play to our strengths.

We all know how effective high-quality relationships are in closing deals - yet only 22% of all deals have high-quality relationships.

Some sellers excel at complicated, large deals, whilst others thrive with SMEs - yet in only 17% of deals is the ICP matched with the most suitable seller.

Intent data shows us what accounts are in market right now - yet only 9% of deals are actually showing high intent.

Ready to throw out the grow-at-all-costs playbook? Instead of just increasing activity, want to know how to improve AE quota attainment? We wrote about how here: https://hubs.li/Q01V-2yn0

**Results from H1 2023 B2B Sales Benchmarks

28/06/2023

By the end of H1 2023 win rates, on average, have improved by 7% by the end of H1, and sales cycles have shortened by 18%**.

Back to normal, then?

Not quite.

Market conditions might be improving - but our sales processes are not as shown by the image below.

The growth we are seeing in recent months is still not sustainable - as proven by the fact that the number of reps making quota has DROPPED by 7%.

So, we turned back to our analysis of $37bn of pipeline to understand why - and how to start solving the problem of poor quota attainment.

https://hubs.li/Q01VZVjN0

**Results from H1 2023 B2B Sales Benchmarks

13/06/2023

💡 Deals with strong engagement have 40% shorter sales cycles than just good engagement - yet 66% of reps never manage to build genuine relationships with their prospects.

With tighter budgets, learning how to build relationships with the right people at different levels of the organization is essential in 2023.

Here’s how high-performers drive strong engagement with key decision-makers:

1️⃣ Spot which personas have the biggest impact on your win rates
2️⃣ Identify who are the key decision-makers and who is your champion at the beginning of the sales process.
3️⃣ Proactively multi-thread deals with stakeholders at different levels
4️⃣ Actively listen to your contacts - and personalize your approach to their pains
5️⃣ Co-ordinate with marketing to ensure they are seeing your business on multiple fronts

This is how high-performers prioritize quality over quantity when it comes to building strong relationships.

Read more: https://hubs.li/Q01QV4Qf0

06/06/2023

🔑 Targeting the right buyers at the right time can increase win rates by 171% - however, most businesses overlook which personas have a tangible influence over their revenue.

Your champions may love using your product - but do they control the budget to buy?

Your key decision-makers may never use your product - but are they responsible for the outcomes they deliver?

Here’s how high performers build the right relationships, with the right people, at the right time:

1️⃣ Identify which personas have the biggest impact on deal velocity.
2️⃣ Map personas to sales stages.
3️⃣ Train teams on the pains of each persona - and how to engage them.
4️⃣ Qualify deals to identify which contacts meet each persona.
5️⃣ Collaborate with marketing to run cross-functional campaigns to nurture personas.
6️⃣ Continuously refine persona strategies.

This is how high-performers target the right people at the right time to close deals more consistently.

Read more: https://hubs.li/Q01QTLXB0

01/06/2023

💼 Effective sales qualification closes 42% more target accounts - yet only 15% of all opportunities are fully qualified.

Here’s how companies like FirstAML ensure the adoption of their sales qualification methodology.

1️⃣ Develop a standardized qualification framework.
2️⃣ Define clear qualification criteria for each stage of the sales process.
3️⃣ Implement a qualification process that includes both quantitative and qualitative factors.
4️⃣ Provide training and resources to help sales reps effectively qualify leads.
5️⃣ Regularly review and adjust qualification criteria based on data and feedback.
6️⃣ Foster a culture of qualification and ensure alignment between sales and marketing.
Here’s how to identify high-quality opportunities and avoid wasting time on low-potential deals.

Read more: https://hubs.li/Q01QV19t0

30/05/2023

🚀 Great relationships increase deal velocity by 633% - yet only 15% of reps identify who the buying committee is.

Everyone knows how important relationships are - yet very few spend time clarifying who they must build relationships with.

Here’s how to get a headstart of the majority of your competition”

1️⃣ Understand your highest velocity ideal customer profile (ICP).
2️⃣ Implement a multi-threading strategy.
3️⃣ Leverage technology to track and manage relationships easily.
4️⃣ Engage at the right people at critical stages of the sales cycle.
5️⃣ Foster collaboration across teams to engage key decision-makers throughout the sales process.
6️⃣ Measure and optimize relationship-building efforts.

This is how high-performers build more genuine relationships - starting with deal qualification.

Read more: https://hubs.li/Q01QTFg70

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