Delve Slashes Sales Admin 83% and Ends Pipeline Bleed with Ergo
The Challenge
Stale data crippled agility
Inaccurate pipeline data wrecked forecasting and made it impossible to scale an agile team without ballooning head-count.
Manual drag — 10-15 h/rep/week
Reps burned hours updating HubSpot, throttling scale and delaying follow-ups.
Pipeline bleed — $100Ks lost each month
Deals sat idle or slipped away, leaking revenue the team never saw coming.
"We were previously bleeding 5-10 deals a week due to poor CRM managment and follow-up habits. Ergo has made it impossible for our sales team to drop the ball."
Selin Kocalar
Co-founder and COO
First "aha!"
Two days after go-live, a discovery call auto-created a deal in HubSpot—already populated with every pain point and compliance requirement. The team had never seen data land that fast or that clean.
Ergo gave Delve's reps 10+ hours back, revived stalled deals, and drove revenue—without hiring another head.
Manual admin hours / rep / wk
12 h
~2 h
–83 %
Follow-up rate
70 %
99 %
+29 %
5–10
0
Eliminated
Win Rate
—
—
+10 %
Net hires avoided
—
1 FTE saved per 3 reps
1 FTE saved per 3 reps
At a glance: Ergo distilled every call into a live playbook—revealing which objections to coach, pains to echo, features to ship, and KPIs to hit.
Insight
Impact
Objection Handling Map – frequency of each objection x rep response
Pinpointed which rebuttals actually converted, letting Delve’s leaders target coaching and lift close-rates. |
Feature-Request Tracker – ranked list of asks on sales calls
Fed a revenue-weighted product backlog and armed reps with rollout timelines, shortening deal cycles. |
Success-Criteria Matrix – what customers define as “success” post-sale
Gave Customer Success clear KPIs, accelerating onboarding and fueling expansions and referrals.
Pain-Point Heat Map – top buyer problems and the value props that resonate with each
Sharpened messaging and demos around the pains that matter, boosting pipeline quality and win rates.
"Ergo shows us exactly why deals win or lose and pipes those insights straight to Product—total game-changer."
Taher Lokhandwala
Head of Growth
Start narrow,
scale fast
One integration was enough to prove value within just 48 hours.
Visibility drives behavior
Publishing objections and customer pain points instantly changed deal strategy.
Next phase for Ergo
Extend Ergo reporting to track objection handling, customer pain points, and more.
“It saves me 10+ hours a week between updating HubSpot and following up. Honestly, if you’re not on Ergo yet, you should be.”
