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Our Understanding of the Situation:
Calabrio is aggressively transforming its business and rebuilding its go-to-market strategy and operation.
From primarily direct sales to partner-led and assisted sales.
From pipe dreams to pipelines
From enabling sales to sales enablement
The current focus is on building a high-quality pipeline where Calabrio has the right to win more than its fair share of business.
Cracking the Code
For the longest time, sales leaders have relied on a trusted sales playbook.
Hire a bunch of great people.
Train them on methodology and product information
Adhere to a proven sales process
Give them some tools of the trade
Incentivize
Send them out in the world
This was the best approach to create coverage across your company's total addressable market. Then, it all came down to execution. The tighter and more rigorous we run the operation, the more predictable and reliable the results.
This worked until it didn’t.
Today, buyers don’t even encourage salespeople to engage with them. Only a small percentage of salespeople bring in most of the business. It’s feast or famine. It’s why most organizations turn over >30% of their sales force each year, and 70% of reps say selling is much more challenging today.
The New Buying Paradigm
There’s an entirely new style of buying where clients and prospects are harder to attract and access. The modern buyer doesn't get value from their interaction with salespeople anymore. More than 70% of them prefer self-service interactions over sales-assisted ones.
Buyers aren’t budging; it’s time for sales to change the game.
The good news is that sales teams no longer need to guess where to focus, waste time chasing the wrong business or simply pray for a sales miracle. Almost everything you want to know about a prospect is being broadcasted somewhere - you just need to know where and what to look for.
That’s what we do.
We help companies thrive in the new buying paradigm by putting them in the right place at the right time and guiding them at every moment that matters.
Elevated Support with esellas
Behind every great sales organization, is great sales support. Salespeople need great support now more than ever.
We’ve taken years of experience growing businesses and a deep understanding of how to activate salespeople and combined that into a smart sales support system that easily integrates into a sales organization.
Elevated Support with ella
We solve four fundamental problems that erode a salesperson’s confidence and prevent reps from acting. Buyer Propensity, Actionable insights, Coaching and Concierge.
We call them moments that matter:
Problem 1 - Access to accurate data
Problem 2 - Prioritizing accounts based on the most likely to-buy
Problem 3 - Engaging with and understanding buyers’ needs
Problem 4 - Advancing and closing deals
Moments that Matter
Since our inception more than four years ago, we’ve helped some of the largest and fastest growing companies like Hewlett Packard Enterprise, UnitedHealth Group, EY, Endava, CareerBuilder and Broadcom - improve sales performance.
A sample of our results include:
115% Increase in Pipeline growth
78% increase in average deal size
24,000 Hours saved (over 100 reps)
10-15% Increase in Win Rate Performance
100% improvement in rep happiness (OK, we took some liberties with this stat. But supported reps are happier reps, and happy reps sell more, as much as 20% more)
What Our Clients Say
Our clients think of us as an integral part of their operation. We are more than a tool or a platform; with our unique human-in-the-loop services model, we become a fully accountable partner to our clients at the most senior level.
Pricing Model - Revenue Under Management (RUM)
Our tiered pricing model is designed to be fair and transparent while providing high-quality sales insights and expertise aligned with your organization’s sales and revenue objectives. Similar models are commonplace in the investment and financial services sectors as assets under management (AUM), and esellas is the first to apply this innovation as an outcome-based model in the sales & marketing domain.
We call it Revenue Under Management (RUM), offering our market-leading platform and services through a tiered fee structure aligning our interests with yours. We offer 5 tiers of service, each with a different fee structure.
Tier 1: For clients with $0 to $100 million in RUM up to Tier 5: for global enterprises with over $5 billion in RUM.
Tiers 1 through 5 each have a monthly fee based upon a fixed % of the revenue under management; esellas will work with you to configure our services and fees based on your company’s unique needs.
