How hyrise Helped heise Academy Improve Their Sales Skills and Build a High-Performing Team

Watch this video from Viviene Scheunemann and Joshua Pelka, Sales and Marketing Manager at heise Academy, to find out how the cooperation between hyrise and heise Academy went.

In a Nutshell

Founded: 2020

Industry: Information Technology & Services

HQ Location: Hannover, Germany

Website: https://heise-academy.de/

Number of Employees: 11-50

Challenge: Improving team sales skills and efficiency

Solution: Customized upskill training with hyrise, including coaching and tailored learning paths

Impact: Improved sales efficiency, better client communication, and significant improvements in pitching and overall sales process.

Overall Satisfaction Rating: 92%

“The combination of coaching with Mia and the on-demand content courses was simply ideal.”

"What we primarily took away from coaching with Mia was recognizing our own areas for improvement and working on them."

About heise Academy

heise Academy is an online learning platform that offers courses in IT security, IT project management, and business IT.

heise Academy asks itself: What can learning look like tomorrow? How can knowledge that truly moves people forward be found? And how can knowledge be expanded based on individual needs? heise Academy provides answers to these questions. They enable self-directed learning for IT professionals and create future-oriented training opportunities for companies.

With a constantly growing selection of high-quality German-language video courses, webinars, workshops, and conferences, heise Academy makes IT training individual, interesting, and relevant for all those who want to achieve more. Clients benefit from heise Academy's large network of experts, which covers all important IT topics with high quality.

Their Challenge

• Viviene and Joshua, under the guidance of their team lead Patrick, were identified as talented professionals with the potential to excel in sales.
• Although both had some experience in sales, they lacked in-depth knowledge and needed to be brought to a more advanced level.
• The goal was to enhance their understanding of sales, provide a better structure, and elevate their overall sales capabilities.
• They needed a comprehensive solution to develop a consistent and effective approach to sales.

The Solution

Upskill Training with hyrise

• Duration: 6 months of focused training.
• Commitment: 12 hours of working sessions combined with a 4-week workshop.
• Core Topics Covered:
  • Ideal Customer Profile (ICP) & Ideal Buyer Persona (IBP)
  • Value Selling (Pain Points & Impact Discovery)
  • Crafting Effective Calling Scripts
  • Self-perception as a Salesperson
  • Objection Handling
  • Prioritization & Time Management
  • Streamlining the Sales Process

Keys to success

• An experienced, professional coach: Mia’s coaching was a perfect blend of practical advice and personal development, focusing heavily on mindfulness exercises, which was particularly well-received.
• Practical Application: The coaching sessions were hands-on, allowing Viviene and Joshua to immediately apply what they learned in real-world scenarios.
• Continuous Support: Mia was always available via Slack for any immediate advice or feedback, making the learning experience dynamic and responsive.
• Client Interaction Tips: Mia provided invaluable tips on engaging with clients, focusing on pain points, and encouraging them to experiment with different approaches instead of sticking to rigid scripts.
• Personalized Learning Paths: The curated learning paths were visually engaging and easy to follow, enabling both team members to grasp complex concepts quickly and effectively.

The Impact

• Positive Client Feedback: The refined approach, especially after applying Mia's tips, led to excellent feedback from clients, marking a significant milestone in Viviene’s sales journey.
• Enhanced Structure: Both Viviene and Joshua developed a more structured approach to their work, leading to greater efficiency.
• Improved Communication: Their communication with clients became smoother and more effective, particularly in addressing client pain points.
• Pitching Skills: Their ability to pitch was significantly improved, leading to better client interactions and outcomes.

Highlights of working with hyrise

• Viviene’s Success: One of Viviene’s standout moments was receiving overwhelmingly positive feedback from a client after implementing Mia’s advice—an experience that boosted her confidence and effectiveness.
• Joshua’s Growth: For Joshua, the noticeable improvement in the fluency and effectiveness of his client calls was a personal highlight.
• Overall Efficiency: The newfound efficiency and structure in their sales approach not only improved their performance but also enhanced their job satisfaction.

If you're interested in supercharging your sales team, please reach out to us!

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