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New Insights from Ebsta Report

A recent study conducted by Ebsta, a leader in revenue intelligence, sheds light on the achievements of top-performing sales teams. The findings, encapsulated in the 2025 Ebsta Sales Qualification Report, highlight a trend that diverges from traditional views on sales success. Rather than emphasizing the sheer number of meetings or a broader sales pipeline, the report suggests that the key to winning more often lies in disciplined qualification practices.

Key Findings of the Report

The analysis covered over 655,000 B2B opportunities that collectively amounted to an impressive $48 billion. One of the standout revelations is that deals with a high qualification score are 6.3 times more likely to close than those with poor qualifications, and they generally close 21.6% faster. This data underscores the significance of a robust qualification process in achieving sales success.

Qualification: A Dynamic Process

As stated by Guy Rubin, CEO of Ebsta, qualification should not be viewed as a one-time check but as a continuous, dynamic process that influences every phase of the sales cycle. He emphasizes, "The best teams not only qualify early; they ensure ongoing qualification throughout the deal lifecycle."

However, despite the clear advantages tied to effective qualification, the report noted concerning trends: only 36% of deals that pass the Discovery phase include both a qualification score and supporting notes. This gap can lead to forecasting blind spots and longer sales cycles, ultimately resulting in wasted efforts by sales teams.

Impact of Qualification Scores

The report further highlights that high qualification scores correlate with a 50% win rate, as opposed to just 8% for poorly qualified deals. Strongly qualified opportunities are also 1.9 times less likely to slip past their projected close date. This alignment indicates that sales teams which rigorously qualify deals not only maximize their win chances but also manage nearly twice as much pipeline by disqualifying leads more effectively.

The Importance of a Unified Vision

Warren Zenna, Founder of The CRO Collective, adds depth to this discussion: "The goal of qualification isn't merely to eliminate less promising deals; rather, it's to unify the organization around a coherent understanding of what constitutes a viable deal. This clarity fosters alignment, confidence, and ultimately predictable growth."

A practical insight from Ollie Sharpe, CRO at trumpet, illustrates this point effectively. He notes that when a champion internally shares a sales room at least twice, it can shorten the sales cycle by an average of 15%. Clearly, continuous qualification is beneficial at all levels.

A Call to Action for Sales Leaders

The findings are particularly relevant for Chief Revenue Officers (CROs), Revenue Operations teams, and sales trainers aiming to enhance quota attainment and pipeline efficiency, especially in resource-limited environments. Ebsta recommends that organizations reinforce methodologies such as MEDDPICC not just during initial discovery but consistently throughout the sales process, utilizing qualification rigor as a key indicator for forecasting health and coaching effectiveness.

Accessing the Full Report

For sales leaders, RevOps teams, and go-to-market leaders eager to adopt these insights, early access to the complete 2025 Sales Qualification Report is available through the Ebsta newsletter. The transition towards smarter qualification practices is not just advantageous but essential for continued growth in today’s competitive market.

About Ebsta

Founded to empower B2B sales teams, Ebsta leverages a revenue intelligence platform that analyzes activities, engagements, and CRM data. The platform aims to highlight deal risks, improve forecasting precision, and enhance pipeline velocity. To learn more about how Ebsta can support sales teams, visit www.ebsta.com.

Conclusion

In summary, the 2025 Ebsta Sales Qualification Report provides a wake-up call for sales departments, urging them to evolve qualification practices for superior results. With the right strategies in place, teams can significantly boost their productivity and close deals more effectively.