About
I’m Guy Rubin, Founder & CEO of Ebsta (now part of Fullcast), the Revenue Intelligence…
Articles by Guy
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A New Chapter: Ebsta Joins Fullcast to Redefine Revenue Intelligence and GTM Execution
A New Chapter: Ebsta Joins Fullcast to Redefine Revenue Intelligence and GTM Execution
I couldn’t be more thrilled to share some truly exciting news: Ebsta has been acquired by Fullcast. This marks a major…
18 Comments -
What are the short, medium, and long-term changes to sales forecasting?
What are the short, medium, and long-term changes to sales forecasting?
Four months ago sales forecasting was clouded to the point that businesses were left flying without any clear…
1 Comment -
Will your sales strategy win in 2020 and beyond?
Will your sales strategy win in 2020 and beyond?
“The pace of change has never been this fast, yet it will never be this slow again.” I wonder if Justin Trudeau knew…
8 Comments -
What Salesforce’s Acquisition of Tableau Tells Us
What Salesforce’s Acquisition of Tableau Tells Us
Earlier this year we were discussing the implications of Salesforce’s largest-ever acquisition with a $6.2bn buyout of…
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Is Salesforce Heading for a Data Crash?
Is Salesforce Heading for a Data Crash?
This is much bigger than Salesforce. It’s a question of whether cultural mismanagement of data is setting businesses up…
7 Comments -
What Comes After Salesforce?
What Comes After Salesforce?
Two decades ago an idea took flight from Telegraph Hill. It wanted to deliver enterprise software that was as simple to…
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The Companies Selling Better Than You!
The Companies Selling Better Than You!
The way we sell is changing. Perhaps it’s how the customer now buys and connects with the market that means we have to.
5 Comments -
Personalised Sales in a Very Private World
Personalised Sales in a Very Private World
Having your secret affairs publicised, your political choices manipulated and a host of other data slip-ups have left a…
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The Next Great Divide in Sales Won’t be Human
The Next Great Divide in Sales Won’t be Human
Two-thirds of the world’s leading CEOs believe that the use of artificial intelligence will have a bigger impact on…
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Your b2b Sales Prospects Don’t Exist Anymore
Your b2b Sales Prospects Don’t Exist Anymore
I may be dramatising the truth, but the conversations I hear every day around converting prospects into customers has…
2 Comments
Activity
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It's rare that you get a benchmark report these days that's worth the read. But that's what Guy Rubin and his team at Ebsta (now part of Fullcast)…
It's rare that you get a benchmark report these days that's worth the read. But that's what Guy Rubin and his team at Ebsta (now part of Fullcast)…
Liked by Guy Rubin
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Excellent event today, big thanks to Warren Zenna and the #CROCollective! Loved hearing directly from other CROs about effective strategies and…
Excellent event today, big thanks to Warren Zenna and the #CROCollective! Loved hearing directly from other CROs about effective strategies and…
Liked by Guy Rubin
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What an incredible few days in Vienna. Thank you Hg
What an incredible few days in Vienna. Thank you Hg
Liked by Guy Rubin
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What an incredible few days in Vienna. Thank you Hg
What an incredible few days in Vienna. Thank you Hg
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Just because a lead fits in your CRM… doesn’t mean it fits your product. 😬 This is what happens when SDRs pass unqualified leads to AEs: 🔻 Wasted discovery calls 🔻 Low close rates 🔻 Frustrated teams Don’t force-fit leads into your pipeline. Before passing a lead to AE, ask yourself: - Does this lead match the ICP? - Have they shown buying intent? - Are they aware of their problem and your solution? ✅ Use clear qualification criteria (BANT, MEDDIC, etc.) ✅ Confirm pain, budget, and timeline ✅ Don’t confuse curiosity with buying intent A qualified lead isn't just someone who replied. It’s someone who’s ready to talk business. A good SDR doesn’t just fill the pipeline They protect it Stop stuffing boxes. Start qualifying better. 👉🏻 Follow Tom Boston for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.
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Have you ever wondered if you’re treating your Account Manager as simply a point of contact, rather than the strategic ally they have the power to be? 🤔 A little while ago, we sat down with our very own Daniel Fido - a seasoned Enterprise Account Manager at Gray Dawes - to tell us 6 ways organisations can elevate their relationship with #AccountManagers and unlock their full potential. This includes the ability to: 💭 Think strategically & spot emerging travel trends 🎯 Set joint goals to drive data-driven decision making together 🤝 Join forces with other departments to unlock more expertise ✈️ Gather insights from the frontline of business travel 📝 Align business objectives with long-term travel plans 📊 Leverage travel data and comprehensive reports across the board You can read the full article here: https://lnkd.in/eftqTXyH #FFTT #FoodforThought #BusinessTravel #TravelData #AccountManagement #TMC
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