Hellios Information

About the client

Hellios Information provides supplier information and third-party risk management solutions. Hellios simplifies the collection and management of supplier information, enabling customers to maintain accurate and up-to-date information across their supply chains.

Hellios Information was established in 2012 and is a global organisation with offices in the UK, Europe, and Australia. Its sales and customer team consists of 30 people.

The challenge

Hellios had experienced impressive organic growth; however, there was recognition for a more structured revenue sales process to achieve their global scaling ambitions.

While the sales team were experts in their industry, there was an opportunity to streamline the sales and customer success approaches, introducing a sales methodology to enhance predictability by capitalising on more opportunities.

Committed to investing in its people, Hellios sought a training provider who could support the creation of clear pathways for career progression and ensure that everyone had the opportunity to grow alongside the business.

The solution: A comprehensive sales audit

Focusing on inspir’em’s unique position in the market where coaches are ex-revenue leaders, Hellios engaged our team to drive a common language using MEDDIC across all the go-to-market and executive teams.

Starting with our MEDDIC Foundations course, a foundation was set for initial learning, which was then embedded with further deal reviews, strategic account reviews and masterclasses over a 12-month period.

The outcome

Since undergoing the inspir’em sales training, Hellios has grown across all subsidiaries, including a 33% growth in 2024 in the Netherlands unit and 13 major defence primes signing in the first year of launching the Australian business unit.

The live courses created a fun, interactive learning environment, strengthening team relationships and fostering curiosity about customers.

This deeper understanding of customer pain points led to shorter sales cycles, increased sales productivity, and improved revenue forecast accuracy.