Episode 47: Guy Rubin - Founder & CEO, Ebsta

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