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

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."

“It was really the greatest and best sales training I’ve ever had in my career because of the communication, the adjustments, my specific challenges in my life and my career because it’s not only about work. It’s about me as a person.”

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.

Watch this video from Patrick Pekrul, their Manager, to learn more about his evaluation of the collaboration and his personal training experience.

About heise Academy

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

Learn more about heise Academy here. 

About the training program

Who took the training?
In this case, we provided two separate trainings: 

• SDR Training: Sales rep training for Viviene and Joshua (SDRs)
• Leadership training: Leadership training for their team lead Patrick.

What did it look like?
We tailored the training around their needs. 

• SDR Training: For our training with Viviene and Joshua, the goal was to focus on fundamentals, enhancing their understanding of the sales process and helping them structure themselves and improve their prospecting and qualification capabilities.some text
  • 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

• Leadership Training: After witnessing the successful implementation and clear results, their sales and marketing manager, Patrick, decided to join our program himself. With guidance from our coach Kira, Patrick conducted a SWOT analysis to identify three key areas for development: leadership style, addressing conflict aversion, and enhancing soft skills.
  • Duration: 6 months of focused training.
  • Commitment: 2 sessions per month
  • Core Topics Covered:
    - Leadership style
    - Conflict-averse
    - Soft skills 

Keys to success

• Practical Application: The hands-on coaching sessions allowed them to immediately apply what they learned in real-world scenarios.
• Experienced, professional coaches: Mia and Kira’s coaching was a perfect blend of practical advice and personal development, focusing heavily on mindfulness exercises, which were particularly well-received. 
• Continuous Support: Mia and Kira were always available via Slack for any immediate advice or feedback, making the learning experience dynamic and responsive.
• 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.
• Enhanced B2B Tech Sales Insight: Patrick noticed a significant improvement in his team’s understanding of B2B tech sales, including a deeper knowledge of the sales pipeline, its various stages, and key sales metrics, as well as an appreciation for customer lifetime value cycles and improved closing rates. 
• 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: 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: A personal highlight for Joshua was the noticeable improvement in the fluency and effectiveness of his client calls.
• Patrick’s Growth: Patrick is immensely satisfied with the growth of his team, which now boasts enhanced expertise in B2B SaaS. This deeper industry knowledge has not only bolstered his confidence in leadership but also provided him with valuable insights that have enriched his personal life.
• 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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