Ebsta Releases 2025 GTM Benchmarks Report Highlighting AI's Role in Sales

Ebsta has released its 2025 Go-to-Market (GTM) Benchmarks Report, analyzing $48 billion in pipeline data and surveying 2,000 Chief Revenue Officers (CROs). In a press release, the report highlights a significant shift towards AI-driven efficiency, the widening gap between top and bottom performers, and a resurgence of full-cycle sales models.

The report reveals that win rates have improved from -18% in 2024 to -10% in 2025, and deal values have increased by 54% year-over-year. However, 78% of sellers missed their quotas in 2025, up from 69% in 2024, indicating ongoing challenges in sales performance. Top performers now close deals 11 times faster than their lower-performing counterparts, an increase from 8.9 times in 2024.

Artificial intelligence (AI) has become essential for sales teams, assisting in prioritizing high-value accounts, automating repetitive tasks, and providing real-time deal insights. Sales teams utilizing AI-driven insights significantly outperform traditional teams. Guy Rubin, CEO at Ebsta, emphasized the importance of leveraging AI for smarter sales execution to close the seller performance gap and reduce deal slippage.

A notable trend is the return to full-cycle sales models, with 46% of SaaS and tech companies adopting this approach. In a full-cycle model, a single seller manages the entire customer journey, from prospecting and closing to post-sale nurturing. This shift reflects changing buyer behavior and fosters true GTM alignment, enhancing sales efficiency by minimizing handoffs that can create friction, delays, and miscommunication.