What Makes an A Player? | Guy Rubin

Do you want to know the attributes of top performers according to the analysis of $54bn in revenue? 

On today's episode, we hear from Guy Rubin, Founder & CEO of Ebsta, and the person behind the 2024 B2B Sales benchmarking report. After analysing 4.2 million opportunities, 1m hours of conversations, from 530 companies, representing over $54 billion in revenue, they have the answers to what makes an A player. 

We unpack the state of sales before looking into the 5 key attributes for success- pipeline generation, qualification, objection handling, relationship management, and deal management. 

This episode is invaluable for any IC, or leader in tech sales, wanting to be the elite.

You can download Ebsta’s 2024 B2B Sales benchmarking report here. 

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Chapters

• 0:53 Why did Ebsta create a B2B Sales benchmarking report?
• 3:27 Should companies only hire A Players?
• 6:56 Using AI to make you a better sales rep, not take your job
• 13:00 5 key attributes to a top performer
• 14:27 Why reps are afraid of the CFO
• 15:25 Self sourced pipeline
• 18:30 One GTM motion & Account Based Strategies
• 19:35 Aligning Sales and Marketing
• 21:18 Qualification
• 23:18 Questions to qualify
• 25:25 Objection Handling
• 30:45 Budget blockers
• 33:15 Relationship management & how many stakeholders to engage with
• 36:48 Momentum is key
• 39:40 The team that helps you get to the championship won’t be the team that gets you to the premier league