What Are Your Top Sellers Doing That Everyone Else Isn't?
Guy Rubin
Guy Rubin
Revenue Intelligence Managing Director
Fullcast
Amy Cook
CMO & Co-Founder
Fullcast
In this special episode of Go-To-Market with Dr. Amy Cook, we're going back to GTM Live for a presentation from Guy Rubin, Ebsta founder and Managing Director of Revenue Intelligence at Fullcast, revealing some of the most surprising findings from the 2025 Benchmark Report.
The research analyzed 650,000+ opportunities representing nearly $48 billion in pipeline and incorporated perspectives from more than 2,000 revenue leaders.
And the numbers reveal a massive divide between average sales teams and their highest performers.
Watch the Full GTM Live Presentation
Guy Rubin reveals why top performers are selling more by operating differently.
In this special episode, you'll discover:
- Why just 14% of sellers generate 80% of new-logo revenue
- What's behind the 11X sales-velocity gap between top and average performers
- Why bad qualification creates expensive late-stage sales problems
- How highly qualified opportunities can move through the sales cycle dramatically faster
- Why 52% of new revenue is now coming from existing customers
- How executive relationships can dramatically change expansion and churn
- Why your own GTM data may already contain the blueprint for improving seller performance
The Statistic Every CRO Should See
Most organizations don't necessarily need more pipeline. They need to understand why their best sellers consistently turn pipeline into revenue while everyone else struggles.
Top performers qualify differently. They disqualify bad opportunities earlier. They maintain stronger customer relationships. They keep deals moving. And they spend their time on opportunities that are far more likely to produce revenue.
Guy's message to revenue leaders is refreshingly simple:
The answer may already exist inside your own data.
Watch the special GTM Live edition of Go-To-Market with Dr. Amy Cook and discover what the Benchmark Report reveals about building a more consistent, efficient revenue organization.