In the Flow 

Sean Byce is a Manager in Deloitte’s Cyber Strategy Practice.

He’s in the New York Metro office working on a large project at Goldman Sachs. 

Sean’s been with Deloitte for six years. Lately, he’s become frustrated. He consistently receives strong performance reviews, yet several of his colleagues have been promoted ahead of him. Sean has been told by a mentor that it would help his career if he learned to sell new business.

Sean’s always had a slight fear of selling.  Regardless, he took steps to learn. He regularly accessed Deloitte’s sales success center. Sean watched all of Tom Lutz’s videos. Although the ‘SSC’ helped Sean, he was still unsure of himself.  

The first moment that matters for Sean is finding the confidence to take action.

The good news is Sean was selected as part of a pilot program to use ella, an AI-powered sales sidekick from esellas. ella was chosen by Deloitte to help promote a culture where anyone who wanted could contribute to revenue growth. 

After a few months of using ella, Sean was having success. He was starting to meet with new clients at Goldman, his existing account. 

Sean was not expecting sales to be enjoyable.

He thought salespeople sat in the bullpen all day making cold calls and sending out emails. ella’s guided approach made it creative and rewarding. 

The experience was much more thoughtful and buyer friendly than he had imagined.   

The next moment that matters in sales is where to spend your valuable time. 

Deciding where to focus can be challenging for someone new to selling.

However, instead of guessing which accounts were ripe, ella assessed and prioritized the accounts assigned to Sean using a high-performing buyer-propensity algorithm.

ella is Sean’s eyes and ears to the market. She monitors his accounts and anticipates the client’s needs. Sean readily views his accounts in his Digital briefcase (or dBrief).

ella recently made Sean aware of a situation at JP Morgan. ella read an article about a new application the company was planning to deploy in 2024.  

As a cyber expert, Sean knew that rolling out a new application is one of the leading causes of a data breach. Ella also reminded Shawn that JP Morgan was still reeling from the massive cyberattack in 2014 where over 83 million accounts had been compromised.  

Ella suggested Sean reach out to Michael Elanjain. Michael is the Head of Digital private markets. ella saw that Sean and Michael attended West Windsor High School and thought that reference would make for a warm connection. ella added Michael’s email, phone number and LinkedIn bio to the “Contacts” tab of Sean’s dBrief.

ella began analyzing Michael’s social media posts on Twitter, Facebook and Linkedin. She was able to uncover the issues that seemed important to him as well as make some assumptions about his social style. According to ella, Michael appears to be an expressive personality. ella added notes for Sean on the best ways to engage with Michael. 

To make it easy for Sean, ella drafted an introductory email to Michael with the West Windsor High School Motto in the subject line: ‘Always a Pirate.’

A few weeks passed, and Shawn didn’t hear anything from Michael. He tried one more email, but still nothing. He was starting to lose steam. As he usually does, Sean started his morning scrolling through the ella feed. He calls it - “Coffee with ella”. 

The ella feed is like Tik Tok, only instead of watching people dance, Sean picks up the latest insights that his Deloitte colleagues have posted.   Sean is particularly intrigued by the posts from Jen Sokol. 

This morning, Jen recorded herself celebrating in the lobby of a client’s building immediately after a meeting. She was quietly mouthing, “we did it, we got it”.  Jen landed a new client. She got 100s of likes on the post. Even Deloitte’s CEO, Punit Renjen made a comment that read:

“Fantastic job Jen and team.  Let’s Grow”

More than anything, Jen’s video gave Sean a boost of energy.  He was inspired to get in by Michael Elijah.  He picked up his phone to text ella.  He asked her to find Michael Elijah’s cell phone number.   

The phone rang twice before Michael picked up and answered.  

“Michael, this is Sean from Deloitte.  It’s nice to talk with you. Do you have a minute to talk….”  

Sean posted his first video on ella a few weeks later.  He wanted to share his experience selling to inspire others.  

It was a picture of Sean in the lobby of JP Morgan’s Park Avenue HQ. 

The post read, “I did it.  You can too.  Let’s grow.” 

Sean Byce and ella, a powerful combination.  

Bringing the Joy back to Selling 

Although this is an imaginative tale, it illustrates esellas’ vision and many of the capabilities of its flagship platform, ella, the 1st AI-assisted sales sidekick. 

Every salesperson remembers that feeling they had when they made a difference for a client and their company. 

The time they opened a new door, reached a flashpoint in a meeting, hit a key milestone, solved a problem or signed that big deal on the dotted line. 

That feeling is the fuel that makes us believe we can move mountains.

We call it sales-joy. Joy is the x-factor in sales. 

While methods, tools, tech and processes are helpful, the joy propels us forward despite the headwinds salespeople face every day. 

At esellas, we unlock the power of a company's sales organization by harnessing its human potential. 

Our mission is to help everyone find joy in sales and the confidence to win.

We do this by enabling great selling experiences that create meaningful moments that matter. We know when people have a great selling experience, they sell more—as much as 115% more (in our controlled experiments).

They’re also much happier, and sales joy is a contagious, virtuous cycle. 

Better Selling

ella is the steward of the selling experience at esellas.

She gives salespeople superpowers while removing the friction and points of failure that cause salespeople frustration and rob them of sales joy. ella makes selling effortless, more exciting and wildly more efficient.

Within the ella selling experience, reps: 

• Are guided on where to spend their time

• Have easy access to reliable data 

• Get on-demand support and expert coaching 

• Are relieved administratively (future release)

• Feel part of a tribe 

Power users of ella are getting great results.  

They are more proactive and are building a more substantial pipeline. Within the controlled group that is using ella, we’re seeing the following outcomes: 

• Selling more volume  - pipelines up 115% ACV

• Do more significant deals - 37% larger ACV 

• Ramp up faster - 2X faster than non-ella users 

• More productive = 30 hours/month more selling time

Our Vision is that everyone at Deloitte can experience the moments that matter daily - the ones that make a difference and fuel us to get up early, move with purpose and fight with a passion for winning. 

If Deloitte gets curious about how a great selling experience would unlock growth at the firm, we’d be happy to run a control group and put ella to work over a 90-day period. 

We love to show you how ella can give great consultants selling superpowers. 

An engagement with Esellas starts with a 4-6 week blueprinting exercise where we gain a deeper understanding of your go-to-market strategy, the current selling ecosystem and selling experience. This exercise creates a roadmap to a more simplified selling experience and a series of on-ramps to the ella platform. 

• The cost of Blueprinting is $50,000, and the pilot price is $1000/month per subscriber to the ella platform. 

• We recommend at least 20 CEs for a pilot. 

Our experience has shown that sales professionals engage ella differently based on their current deal flow and where the most significant gaps are in their pipeline. 

We hope this inspires you to imagine an exciting future of sales at Deloitte and a great selling experience, and more sales joy for everyone.

About esellas

esellas, the revenue performance company, is on a mission to help salespeople find the joy in sales and the confidence to win. 

We’re a seasoned team of sales leaders, operators, techies and creatives who’ve helped many of the largest and fastest-growing companies in the world grow. We unlock the selling power by harnessing its human potential.  

“Our clients turn to us for our experience, and they stay with us because of their rep’s experience.” - Rob Chapple, Co-founder.