How Much Does It Cost?
The Cost
Our advisory services are typically priced as a fixed fee allowing us to invest our team of industry experts in gaining a thorough understanding of your sales organization to properly configure and calibrate our platform to facilitate the optimization of your sales performance. We call this Define and Align, which typically takes four to six weeks to complete.
Our platform pricing model follows a tiered pricing structure.
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 five 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.
Here are some additional benefits of using a tiered pricing model for financial advisors:
Transparency: RUM pricing is more transparent than other pricing models, such as hourly or flat fees. This is because clients can quickly see how much they pay for their services based on the amount of assets “revenue” they have under management.
Scalability: RUM pricing is scalable, meaning it can charge clients different fees based on their needs.
Profitability: RUM pricing can help our clients improve their profitability by paying for services scaled to their specific revenue goals with higher AUM.
Simplicity: RUM pricing is simple and easy to administer and forecast, with no more seat transfers or unused license capacity.
Salespeople are underperforming and struggling to be relevant to buyers. The system that supports salespeople is failing salespeople.
The sales profession needs a solution to provide sales insights, point salespeople in the right direction, and identify the best prospects.
ella points salespeople in the right direction, identifies good prospects, and provides insights that make salespeople more effective and efficient.
ella can significantly improve sales effectiveness and efficiency by providing the right insights and recommendations at the right time.
ella can take a lot of work off the plates of salespeople by researching prospects, tracking market trends, and providing tailored recommendations.
ella is a simple but valuable experience for salespeople.
ella focuses on delivering value rather than on technology.
ella optimizes sales performance through ella's insights and recommendations throughout the sales process.
Ella also draws on a database of company information that provides more insights and value for customers.
The Challenges The Industry Faces
Salespeople are underperforming and struggling to be relevant to buyers.
It has become increasingly challenging to engage buyers and track their attention.
Salespeople spend too much time with the wrong customers who will never buy. They have to spend hours researching prospects but often guess wrong.
Customers lack insights into the market and buying patterns before they form. They don't know which prospects to focus on and when.
It has become more challenging for salespeople to create value for buyers due to the higher bar for relevance and the amount of work required.
Organisations need a way to point their sales teams in the right direction, identify the best prospects, and provide insights that make salespeople more effective and efficient.
Salespeople want the following information from ella:
Insights into which prospects are most likely to buy and when they are most receptive. This includes identifying buying patterns and trends before they form.
ella recommends which prospects to prioritize and how to engage them most effectively.
ella gives tailored insights and recommendations specific to salespeople's prospects, accounts, and industry.
ella gives up-to-date information on prospects' businesses, including size, growth trends, leadership changes, software used, job openings, and hiring trends.
ella delivers coaching and best practices on qualifying deals, engaging buyers, and improving sales performance.
ella is an easy-to-use interface that provides the needed information and recommendations on time with minimal effort.
ella takes on much of the research and analysis work so salespeople can focus their time on high-value engagements with qualified prospects.
ella is building the following valuable information:
ella has access to data on thousands of companies, including their size, employees, leadership, hiring trends, job openings, and software used - Insights into companies' propensity to buy, ideal buyer profiles, and context around their businesses
ella has expertise from years of experience closing deals worth billions of dollars
ella is also built on an algorithm that can analyze buying patterns and identify prospects before opportunities form
ella can provide tailored insights and recommendations specific to prospects' industries and accounts
ella applies coaching expertise to help improve sales performance
ella can identify and give the salespeople the name and size of the prospective company
ella can give the salespeople insights into the company's propensity to buy and when they are most receptive
ella gives recommendations on which prospects to prioritize and how to engage them effectively - Up-to-date information on the company's business, including growth trends, leadership changes, and software used - Tailored recommendations on how to qualify the deal and engage the prospect
Even this basic information gives customers a taste of the far wider value that ella can provide by pointing them to the right prospects, providing insights into those prospects, and recommending the best ways to engage them.
ella provides insights and recommendations to help salespeople identify the best prospects, prioritize their time effectively, and engage prospects in the most impactful way
ella uses data and algorithms to analyze buying patterns, identify prospects before opportunities form, and calculate propensity scores for companies -
ella leverages years of experience and expertise to provide tailored insights and coaching to improve sales performance
ella acts as a sales companion and layers on top of companies' existing systems to take work off salespeople's plates and point them in the right direction
ella can extract insights from a database with data on thousands of companies, including their size, employees, leadership, hiring trends, job openings, and software used
ella uses an algorithm to calculate propensity scores and analyze buying patterns
ella can integrate with companies' existing systems like Salesforce to access data in real time
ella is the incorporation of humans in close support to ensure the optimization of sales performance through Ella's insights and recommendations.
ella points salespeople in the right direction by identifying the best prospects and opportunities - Providing insights and recommendations that make salespeople more effective and efficient - Taking work off salespeople's plates by researching prospects, tracking market trends, and providing tailored recommendations
ella optimizes sales performance by providing the right insights and recommendations at the right time - Acting as a sales companion and layer on top of companies' existing systems to enhance salespeople's effectiveness -
ella leverages years of experience and expertise to improve sales outcomes
ella has access to a vast database with data on thousands of companies that provides insights and recommendations - An algorithm to calculate propensity scores and analyze buying patterns
ella can integrate with companies' existing systems like Salesforce to access data in real time -
ella rests on the expertise from years of experience closing deals worth billions of dollars - A team of people who can conduct additional research in real-time to provide insights for prospects
ella focuses on delivering value rather than on the technology -
ella can point salespeople in the right direction, identify the best prospects, and provide insights that make salespeople more effective and efficient -
ella will give their salesperson real data and insights to show that Ella's recommendations are based on proprietary information
ella takes work off salespeople's plates by researching prospects, tracking market trends, and providing tailored recommendations
ella can optimize sales performance through the right insights and recommendations at the right time
ella is a sales companion and layer that enhances salespeople's effectiveness - It leverages years of experience and expertise to improve sales outcomes
ella is the result of years of experience and billions of dollars of deals closed by the team behind ella - the large database of company information that ella has access to
ella leverages the data and other humans on the team to provide insights and recommendations
ella's insights and recommendations are based on real data and expertise, not just technology
ella's database currently contains or is building data on companies, including - Their size and number of employees - Their leadership, including hire dates and exit dates of executives - Their hiring trends and number of job openings, both historically and currently - The software they are currently using within their organization. This data provides insights into companies' buying propensity, ideal buyer profiles, and business context.
ella helps you research before you meet with a buyer and take the time to learn about their company, their industry, and their needs. This will show them that you are serious about helping them and that you are not just wasting their time.
ella helps you to be prepared—to come to the meeting with a clear plan and a list of questions. This will show the buyer that you are organized and have considered their needs.
ella coaches you to listen actively, pay more attention to what the buyer is saying, and ask clarifying questions. This will show them that you are interested in understanding their needs and that you are not just waiting for your turn to talk.
ella helps you to be more solution-oriented - to not just focus on selling your product or service. Instead, focus on helping the buyer solve their problem. This will show them that you are not just trying to make a sale but that you are actually interested in helping them.
ella helps you to follow up after the meeting, send the buyer a thank-you note and reiterate your commitment to helping them. This will show them that you are serious about their business and that you are not just going to disappear after the meeting.
ella integrates with Sales CRM software, the systems that are essential for managing leads, tracking sales progress, and closing deals. It can help salespeople stay organized and efficient, and it can provide valuable insights into customer behavior.
ella is a world-class sales prospecting tool to help salespeople find new leads, qualify them, and reach out to them. This can save salespeople a lot of time and effort, and it can help them identify the most promising leads.
ella is a world-class sales analytics tool to help salespeople track their performance, identify trends, and improve their results. This can help salespeople make better decisions about allocating their time and resources, and it can help them close more deals.
ella coaches and enables negotiation skills are essential for salespeople to be able to close deals. This includes understanding the buyer's needs, building rapport, and reaching a mutually beneficial agreement.
ella upgrades communication skills— essential for salespeople to be able to build relationships with buyers and persuade them to buy. This includes being enabled to listen actively, ask questions, and clearly and concisely communicate the benefits of their product or service.
ella encourages empathy—essential for salespeople to understand the buyer's needs and concerns. This can help them build rapport with the buyer and create a solution that meets their needs.
ella greatly enhances salespeople's problem-solving skills essential for them to help buyers solve their problems. This includes identifying the buyer's problem, understanding the root cause, and developing a solution that meets the buyer's needs.
ella assists the follow-up essential for salespeople to stay top-of-mind with buyers and close deals. This includes sending thank-you notes, keeping in touch, and providing updates on the deal's status.
Think of ella as an automation tool augmented by humans to support salespeople with tasks such as lead generation, scheduling appointments, and sending follow-up emails. This can save salespeople significant time and effort, freeing them up to focus on more important activities.
ella streamlines the process helping reduce the time and effort required to complete each sale.
ella helps salespeople set priorities for their work and focus on the most important tasks. This helps them to avoid getting bogged down in administrative tasks and to focus on activities that will help them close more deals.
WHAT BUYERS WANT
Buyers want a solution that can point their sales teams in the right direction and identify the best prospects
Buyers want insights and recommendations that will make their salespeople more effective and efficient
Buyers want a way to take work off their salespeople's plates so they can focus on high-value engagements
Buyers want improved sales performance and result through optimized use of their sales teams' time
Buyers want a sales companion that can enhance their salespeople's effectiveness through tailored insights
Buyers want a simple but valuable experience that demonstrates real value and gives them a taste of what ella can do
Buyers want salespeople who are knowledgeable about their product or service.
Buyers want to be confident that the salesperson they are talking to knows what they are talking about and can answer their questions clearly and concisely—ella does that.
Problem-solvers. Buyers want salespeople who can help them solve their problems, not just sell them a product or service. They want to feel like the salesperson is on their side and is working to find the best solution for their needs—ella does that.
Trustworthy. Buyers want to be able to trust that the salesperson is being honest with them and not just trying to make a sale. They want to feel like they can rely on the salesperson to provide accurate information and follow through on their promises—ella does that.
Empathetic. Buyers want salespeople who understand their needs and who are willing to listen to their concerns. They don't want to feel like they are just being sold to; they want to feel like they are being heard and understood—ella does that.
Proactive. Buyers want salespeople who are proactive and who take the initiative to find out what they need and how they can help. They don't want to have to do all the work; they want the salesperson to be a partner in the buying process—ella does that.
What can you do for me as a salesperson? - My goal is to create an amazing experience for salespeople, especially using me as a concierge you will be more efficient, effective, productive, engaged, and successful.
How much do you cost? - It depends on your situation and the scale of the enterprise but a fraction of the cost of not having me maximize the performance and opportunities that are being wasted.
How do you work? - As a machine, I have an infinite capacity to process data and converting into information that is actionable. My biggest differentiator is that I utilize machine learning and artificial intelligence that has been thoughtfully curated and informed by experts in enterprise sales and marketing.
Can you tell me which account of mine is most likely to buy? - With a paid corporate subscription, I can pinpoint companies in your target list that are most likely going to buy from your company. This can not only save you significant time but will also dramatically improve your win rate. Being in the right place at the right time and offering the right solution to a problem is the whole grail of selling. When that happens, everyone wins. I’ve been developed as a proprietary methodology that can spot buying patterns even before a company goes shopping for a solution.
My deal is stuck. Can you help me understand how to get it back on track? Most of the time deals get stuck for three reasons 1. You have the wrong buyer 2. It’s the wrong time 3. You have the wrong solution. It’s rarely more complicated than that. Ask yourself three straightforward, sequential questions – don’t jump ahead unless you can honestly say “yes”: 1. Are you talking with the right person? 2. Are they ready to buy? 3. Are you solving the right problem – putting the right solution on the table? If you answered “no” to any of these questions - stop.
What is the best way to engage with my buyer? Meet the buyer where they are along their buying journey, which requires thoughtful research on his or her challenges, issues, and concerns as well as their stated goals, objectives and strategic imperatives. With an understanding of one or more of the topics relative to their journey, you are now prepared to validate and refine your findings based upon their perspective and move dt
What are the common principles to follow for any and all sales mythologies? How do I determine the best accounts to focus on? A core principle of mine is identifying the highest priority accounts through two dimensions. The degree of change that a company is experiencing. Change creates opportunity. Secondly, your ability to influence a decision to want to change and how to change. With my algorithm, I have developed the formula to figure out the optimal prioritization based on these two factors, and I have developed a straightforward set of next best actions, depending upon where an account is on this continuum.
How do I identify the person within a company who is most likely to be the buyer of my solution? - Many sales methodologies will teach you to look for the economic buyer. The person is believed to have the pursestrings to make a purchase. However, finding the ideal buyer is different, depending on if you are an incumbent or an insurgent. If you are already established as an incumbent, aligning with your champion, who owns the budget, is the ideal buyer.
However, if you are an insurgent or introducing a new idea into an organization, it’s essential that you find the entrepreneurial buyer. This person is characterized as somebody who believes the risk of staying the same is greater than the risk of change. The entrepreneurial buyer is looking to drive change. You can tell an entrepreneurial buyer on several levels. They tend to be somebody who doesn’t last in a single position for very long. They are very vocal about their point of you, both internally and externally. They give careful consideration to their brand. They invest heavily in internal relationships because they realize that allows them to make change happen. These are just a few of the clues to find the entrepreneurial buyer.
How do I best connect with a prospective customer? - A key element of my ‘S.M.A.R.T’ methodology is that reaching customers is a multichannel effort. There is no one way to reach out to a prospective customer. The important part is, first, you develop a point of you that is relevant to your buyer. Second, you look for the intent that a customer is doing something to change their business. This lets us know the timing is ripening.
An observation that you’ve made about someone’s business with a hypothesis that you have that can improve an outcome. This demonstrates you’re not just spraying and praying rather get being very specific about why you are reaching out to a customer. This has a better chance of getting through the noise. Then you look for ways in which your customer communicates.
Every channel can be effective. Digital channels like email, text messages, phone, and social media are all effective. Meeting someone face-to-face has the highest efficacy but is often the hardest to pull off. You can see that that can happen at conferences, one on one meetings. Lastly, although we are deep into the digital age, we also suggest traditional means of connecting with a prospective buyer, even through the written word. A handwritten letter in today’s market is often the least crowded way to connect to the fire. You’ve exceeded 99.9% of your competition if it's personal and handwritten. I know you will be rewarded.
How do you determine a company’s key priorities? - The good news is that almost everything you need to know about a company and almost everything you want to know is broadcast somewhere. There are bread, crumbs, clues, and signals everywhere you look; we need to know where and what to look for. Understanding the priorities within an organization and how its business is changing is key to being relevant and timely and developing a rich hypothesis that will get the attention of your prospective buyers.
The better news is I can do all of this for you. All you have to do is tell me which companies you’re trying to gain access to. I want to know more about what you sell and your value proposition, but we can do that through proper onboarding. In the meantime, if you decide to take this on yourself, I suggest you look at all publicly available information like 10 K’s, 10 cues, earnings reports, and corporate announcements.
Second, I would study the presence of the company's social media. They often tell us both what’s happening and what will happen. I would read analyst reports to determine what experts say about their business. A great way to understand what’s happening is by reading consumer reports. What are their customers saying about them? You can also look at employee reviews. What are the people saying about their own company? You can also look at their closest peers or competitors to determine what’s essential in the industry. There are so many different places to look for these signals. Next, it’s about finding sensors or sources of this information. Again, this is something that I do instantly. I am constantly coming across multiple sources of information to develop a point of you on an account.
How do I discover what is essential to a client without talking with him/her?
Almost everything you need to know about a company and almost everything you want to know is broadcast somewhere. There are bread, crumbs, clues, and signals everywhere you look; we need to know where and what to look for. Understanding the priorities within an organization and how their business is changing is key to being relevant, timely and developing a rich hypothesis that will get the attention of your prospective buyers.
The good news is I can do all of this for you. All you have to do is tell me which companies you’re trying to gain access to. I want to know more about what you sell and your value proposition, but we can do that through proper onboarding. In the meantime, if you decide to take this on yourself, I suggest you look at all publicly available information like 10 K’s, 10 cues, earnings reports, and corporate announcements.
I would study the presence of the company's social media. They often tell us both what’s happening and what’s going to happen. I would read analyst reports to determine what experts say about their business. A great way to understand what’s happening is by reading consumer reports. What are their customers saying about them? You can also look at employee reviews. What are their people speaking about their own company? You can also look at their closest peers or competitors to determine what’s essential in the industry. There are so many different places to look for these signals. Next, it’s about finding sensors or sources of this information. Again, this is something that I do instantly. I am constantly coming across multiple sources of information to develop a point of you on an account.
Can you help me determine if my prospect already works with one of my competitors?
Yes, it’s possible to figure out if your target prospective customer is already working with one of your competitors. An easy way to do this is to do a Google search using the parameters of the company you want to work with and your closest competitor. You’ll often see that your competitor has publicly announced the work they are doing with a prospective company. You can also access databases that have developed a point of view on accompanying Technical infrastructure and service providers. The good news is I have access to much of this information, and I can look at it for you. I’ll need to know the company you’re interested in and the competitor that you’re concerned about. After that, let me go to work.
What signals should I look for to determine whether or not I should pursue a new company?
Deciding which companies to pursue is among the most important decisions a salesperson needs to make. Often we pursue companies for the wrong reasons. Because we know somebody or we have access in some shape or form. As salespeople, we want validation and someone to engage with. They are not good reasons to talk to a prospective company. What you’re looking for in a prospect can be thought of in two dimensions. First, the change a company is going through and second, your ability to influence the decision. I have built an algorithm that codified this formula I call FIT.
FIT is an acronym that calculates a prospect's likelihood of buying from your company. There are elements of FIT that are constantly sourced from the market. The “F” stands for FORCES OF CHANGE. The following is a subset of those critical forces that my team and I at Esellas observe to determine if an account is in motion we’re changing.
Companies may change their strategy or direction due to various forces and factors. Some typical forces include:
Market Trends and Competition - Changes in customer preferences, market dynamics, or competitive pressures can prompt a company to reevaluate its strategy.
Technological Advancements - Emerging technologies can disrupt industries, leading companies to adapt their strategies to incorporate new tools and capabilities.
Economic Conditions - Economic downturns, recessions, or shifts in macroeconomic factors can require companies to adjust their strategies to remain viable.
Regulatory Changes - New regulations or changes in existing laws can impact a company's operations and necessitate strategic adjustments.
Customer Feedback and Demand - Evolving customer needs, feedback, and demands can push a company to modify its products, services, or overall approach.
Internal Challenges - Issues such as declining performance, organizational inefficiencies, or cultural shifts might prompt a company to reassess its strategy.
Mergers and Acquisitions - M&A activity can change a company's strategic direction by integrating new businesses or focusing on different markets.
Financial Performance - Poor financial results or the need for improved profitability can drive a company to rethink its strategy.
Global Events and Crises - Unexpected events, like natural disasters or pandemics, can disrupt business operations and necessitate strategic adaptations.
Leadership Changes - New leadership can bring fresh perspectives and strategic shifts, whether due to retirements, resignations, or appointments.
Innovation and Growth - Companies might change direction to explore new growth opportunities, innovate, or diversify their offerings.
Societal and Environmental Factors - Increasing emphasis on sustainability, social responsibility, or environmental concerns can lead companies to adjust their strategies.
It's important to note that these forces can often interact and influence each other, leading to complex decision-making processes for companies as they navigate changes in their strategies.
How do I see the signs that a prospect or client has a problem I can solve?
How can ella see buying patterns and pick accounts that are most likely to buy? - This is my secret sauce. I have developed an algorithm that can see buying patterns. Well, before a customer even goes shopping. That’s important because once they’re out in the market, your ability as a salesperson to influence the direction that a customer is going to solve a problem is dramatically diminished.
To be a trusted, effective salesperson, the earlier you can help a customer diagnose a problem, the better your chances are to be the solution provider. The algorithm within me is called fit. It stands for forces of change, intent to act and trust to influence. I can quickly assess the first two elements, the details of the change, and a company’s intent to do something about those changes.
The third element requires a little more understanding of your business, where you’ve been successful, and your current status with the target account. I get that information by accessing some of the internal systems within your organization. I calculate a fit score based on these parameters. The higher the fit, the more likely a customer will buy from your organization.
Getting To The Joy
Joy may not seem immediately satisfying for a profession built on hard-charging, chest-pumping principles, but that approach hasn’t worked in a long time.
Joy is not synonymous with fun.
There’s zero fun losing to a competitor, disappointing a client or wasting a lot of time on a deal that never happened.
We’re serious about sales performance, and we get results by prioritizing the selling experience over everything else.
Here’s How
We created ella, the 1st rep-centric, ‘sale-assist’ sidekick for enterprise sales professionals.
ella supports a sales rep in the critical moments in a deal. The moments that genuinely matter.
She gives salespeople superpowers to see around the corners, anticipates clients’ needs, and keeps a pulse on and pace with large buyer groups.
With ella in the palm of their hand, salespeople are immediately confident.
They know exactly where to focus and who to engage. They have the best questions and the most relevant information to share. They become expert problem solvers and skilled deal makers.
What Salespeople Tell Us
They have a better handle on their territories
They’re more proactive at building pipelines
They have better conversations with clients
They waste less time researching and or performing administrative tasks and more moving deals forward
They see a noticeable improvement in deal size and quality of their sales opportunities
ella uses a mix of curated content, coaching and concierge services to support salespeople during the critical moments in a deal. She works for salespeople and communicates the way they prefer, whether it’s through email, salesforce, slack or over text message.
A Little About Us
We're an eclectic and passionate group of enterprise sales leaders, enablement specialists, techies, and creatives.
We work with entrepreneurial clients who’ve experienced the traditional approach of adding more bodies, driving more activities, and providing reps with more tools they don’t use.
We’ve helped a dozen clients, including some of the largest and fastest-growing companies in the world, sell differently, and it’s made all the difference.
“Client chose us for our experience, and they stay for theirs.” - Rob Chapple, Co-Founder and Chief Experience Officer. esellas
HOW ELLA WORKS
ella is most easily understood in the context of the ‘Moments that Matter’ for a Sales rep.
These moments are important because they’re hidden between the activity metrics, yet they are the cornerstone of good behavior.
MOMENT 1 – WHY SHOULD I BE CONFIDENT?
Immediately after logging into ella, a salesperson is fully armed to win. They immediately feel confident. And confidence is the essential ingredient for sales.
Confidence comes from a constant feed of curated, custom-built content sourced from industry experts, influencers, and your team’s leadership.
The feed shares win stories, explains sales plays, describes new strategies and value propositions and deploys micro training.
MOMENT 2 - WHERE SHOULD I FOCUS?
The accounts tab helps sellers understand where they should spend their precious time. Time is the most valuable resource on the planet.
Ella gives sellers a list with a score associated with each target.
Data is aggregated across APIs, internal systems, and 3rdparty databases and then processed by an algorithm that surfaces accounts with the highest likelihood of buying. No more spray and pray.
MOMENT 3 - WHAT TO SAY?
Knowledge is power. We auto-generate and then human curate insights to give the reps deep contextual knowledge of an account.
Whether planning an approach or managing a client, this power is used to demonstrate a proper understanding of the business problems buyers face.
MOMENT 4 - WHO TO ENGAGE?
No matter how automated sales are, human relationships are still at the center of deal-making.
Sellers need to know who their prospects are, how they might think, and what motivates them to drive more meaningful conversations.
Ella makes buyer discovery based on ICP parameters and then performs a 360-degree analysis of each buyer. This analysis highlights relevant connection points and topics of interest to drive real connections.
MOMENT 5 - HOW DO I MOVE FORWARD?
Sales enablement content and processes can get lost in the sea of tools within a revenue operation.
Ella collects these artefacts, organizes, and associates them with accounts so sellers can find precisely what is needed when it is needed.
This is where enablement meets execution—no more digging through a CMS for hours to find the right artefact to move forward.
With ella in the palm of their hand, salespeople are more confident. They know exactly where to focus and who to engage.
They have the best questions and the most relevant information to share.
ALL THINGS CONSIDERED - OUR APPROACH
ella is the platform component of a comprehensive Revenue Performance Management (RPM) System we’ve built at esellas.
ONE: Understand:
An engagement with us begins with an understanding of a company's revenue strategy and existing sales motions.
We analyze messaging, recent wins and high performers to understand the company’s existing formula for success. The insights are used to build a ’future performance blueprint’.
And where a sales strategy needs to be overhauled entirely or updated to cope with the new world, we have a Revenue Reimagined approach that accelerates and creates genuine ownership in the plan and the new vision.
TWO: Optimize:
We recognize you’ve already invested in countless enablement tools and technologies. Getting a return on investment often confounds organizations when the administrative burden on a rep is high, and adoption is low.
As part of the ’blueprinting’ process, we assess the sales ecosystem to determine which tools drive the most value. We offer a perspective of ways to optimize and simplify the environment.
THREE: Execute:
We are a rich team of experts who love nothing more than getting involved in the team and helping our clients and partners to make it happen. There’s nothing on sales we can’t fix and everything to gain from engaging in a conversation with us at the very least.
ella is the platform component of a comprehensive Revenue Performance Management (RPM) System from esellas. However, an engagement with us begins with an understanding of a company's revenue strategy and existing sales motions from the sales reps’ point of view.
As discussed, the proliferation of tools and technology has created increasingly complicated revenue systems that reps must traverse. Our aim is to uncover a factual view of the sales rep journey that is often hidden between activity metrics that were never intended to capture behavior.
These behavior trends are the fulcrum of change for a sales organization. The implementation and application of ella require understanding how all these tools and processes influence day-to-day behavior and its corresponding impact on the overall sales motion.
Esellas works with your team to “Blueprint” the revenue operation based on a 4 step framework.
1. Define the Sales Process
2. Plot the Rep Journey
3. Evaluate Efficacy in enabling the defined process
4. Value assessment of each tool, technology, and process.
We start by creating a detailed view of the overall sales process for your organization. This is the framing mechanism used to track a rep’s actual journey through a deal. We then start at the beginning by mapping each step and then dissecting rep adherence, use, and shadow processes to understand variation.
As new tools, technology, and process flows are introduced, esellas evaluates the usefulness of enabling and facilitating rep efficiency as an actor in the sales process.
The output of this Blueprint is a clear and concise understanding of all tools/processes in the environment, their cost (hard/soft), their utility-based impact, their sentiment based on rep feedback, their data flows, and their place in the overall architecture.
Armed with this insight, Revenue Operations has clear visibility into what works for the reps, where the gaps are, and what actual value is being realized.
Detailed data and process maps are provided for each step, along with ROI-based changes focused on improving rep efficiency and agility. These changes are ranked along an impact/effort continuum so a clear transformation roadmap can be designed efficiently.
Our goal is that salespeople are more irresistible and find more joy in selling. Clients engage with them because they’re trusted problem solvers, while EY account owners turn to them because they are reliable business developers.
We imagine an environment where selling is more straightforward. Sales reps are not stressed about how to spend their time or meet their quota. They are more proactive and can get a buyer's attention and gain access. They are in the right place at the right time to support clients in making more intelligent decisions.
It’s a big vision, and it’s achievable.
