Case Study: Hyster-Yale Group unifies 800+ sellers and drives guided selling adoption with Corporate Visions

Hyster Yale Group unifies 800+ sellers with Corporate Visions

Hyster-Yale Group, a leader in the material handling industry, faced the challenge of unifying its large and scattered sales force, which included an internal team and an extensive external dealer network. Their sellers used a product-focused, transactional approach that overlooked buyer-specific needs. Partnering with Corporate Visions, they sought to shift to a consultative sales model and drive widespread adoption of this new approach across their entire organization.

Corporate Visions provided customer acquisition and executive conversation skills training. To ensure adoption and reinforcement, Hyster-Yale integrated Corporate Visions' messaging, skills, and coaching playbooks into their sales enablement platform, Highspot, and their CRM, Salesforce. This created a tech-enabled guided selling process for over 800 sellers. The solution led to more closed-won deals, full pipeline visibility, and increased CRM adoption. The new approach was also adopted by the marketing team, ensuring consistent messaging across the entire buyer journey.

Hyster Yale Group