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[Learn more about HubSpot’s Starter Customer Platform](https://www.hubspot.com/products/crm/starter) - ### For Enterprises With HubSpot’s integrated Enterprise Customer Platform, you don’t have to sacrifice power for ease of use. [Learn more about HubSpot’s Enterprise Customer Platform](https://www.hubspot.com/products/crm/enterprise) ## Why HubSpot? - ### Why Choose HubSpot? After just one year, HubSpot customers acquire 129% more leads, close 36% more deals, and see a 37% improvement in ticket closure rates. [Learn more about why how HubSpot’s solution is different](https://www.hubspot.com/why-choose-hubspot) - ### Case Studies Explore examples of companies like yours from all over the globe that use HubSpot to unite their teams, empower their businesses, and grow better. [See all case studies](https://www.hubspot.com/case-studies) - ### Spotlight: Product Updates Learn about HubSpot’s featured product releases and announcements in this semi-annual product showcase. [Explore product updates](https://www.hubspot.com/spotlight) - [Pricing](https://www.hubspot.com/pricing/marketing) - Resources Resources - ## Featured Links - [Spotlight: Product Updates](https://www.hubspot.com/spotlight) - [What's New in HubSpot](https://www.hubspot.com/new) - [Why Choose HubSpot?](https://www.hubspot.com/why-choose-hubspot) - [Sustainability](https://www.hubspot.com/sustainability) - ## Community & Events - [UNBOUND Event](https://unbound.hubspot.com/) - [Webinars](https://www.hubspot.com/resources/webinar#resource-library-page-headers) - [HubSpot Community](https://community.hubspot.com/?hubs_content=www.hubspot.com%2Fcase-studies%2Fknowledge-academy-sales-hub&hubs_content-cta=nav-resources-community) - [HubSpot User Groups](https://www.hubspot.com/hubspot-user-groups) - ## Partners - [Solutions Partner Program](https://www.hubspot.com/partners/solutions) - [Technology Partner Program](https://www.hubspot.com/partners/app) - [Affiliate Partner Program](https://www.hubspot.com/partners/affiliates) - 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## The HubSpot Customer Platform All of HubSpot's marketing, sales, and customer service software on one agentic platform. - [__Free HubSpot CRM__](https://www.hubspot.com/products/crm) - [__Overview of all products__](https://www.hubspot.com/products/get-started) - [ \ __Marketing Hub__ \ Marketing automation software](https://www.hubspot.com/products/marketing) - [ \ __Sales Hub__ \ Sales software](https://www.hubspot.com/products/sales) - [ \ __Service Hub__ \ Customer service software](https://www.hubspot.com/products/service) - [ \ __Content Hub__ \ Content marketing software](https://www.hubspot.com/products/content) - [ \ __Data Hub__ \ Data management software](https://www.hubspot.com/products/data) - [ \ __Revenue Hub__ \ CPQ, billing, and payments software](https://www.hubspot.com/products/revenue) - [ \ __Smart CRM__ \ AI-powered, flexible CRM software](https://www.hubspot.com/products/crm/ai-crm) - [ \ __Agent Hub__ \ Your central home for building and managing AI agents across the platform](https://www.hubspot.com/products/artificial-intelligence) - [ \ __Small Business Bundle__ \ The Starter edition of each product, built for startups and small businesses](https://www.hubspot.com/products/crm/starter) - [ \ __AEO (Beta)__ \ Answer engine optimization tools that track and improve your brand's visibility in AI results](https://www.hubspot.com/products/aeo) - [ \ __HubSpot Marketplace__ \ Connect your favorite apps to HubSpot](https://ecosystem.hubspot.com/marketplace/apps) - Solutions Solutions - By Use Case - ## Marketing - [Generate leads](https://www.hubspot.com/use-case/generate-leads) - [Automate marketing](https://www.hubspot.com/use-case/automate-marketing) - ## Sales - [Build pipeline](https://www.hubspot.com/use-case/build-sales-pipeline) - [Close deals](https://www.hubspot.com/use-case/close-more-deals) - ## Customer Service - [Scale support](https://www.hubspot.com/use-case/scale-customer-service-support) - [Drive retention](https://www.hubspot.com/use-case/drive-customer-satisfaction) - ## Content - [Create content](https://www.hubspot.com/use-case/create-content-for-customer-journey) - [Manage content](https://www.hubspot.com/use-case/manage-content) - ## Startups & Small Businesses - [Find and reach customers](https://www.hubspot.com/use-case/find-and-reach-customers) - [Grow sales and get paid](https://www.hubspot.com/use-case/grow-sales-and-get-paid-faster) - [Organize customer data](https://www.hubspot.com/use-case/understand-and-organize-customer-data) - ## Artificial Intelligence - [Resolve customer queries 24/7](https://www.hubspot.com/products/artificial-intelligence/ai-customer-service-agent) - [Automate sales prospecting](https://www.hubspot.com/products/sales/ai-prospecting-agent) - [Research customers faster](https://www.hubspot.com/products/artificial-intelligence/ai-data-agent) - By Team Size - ## By Team Size -  ### For Small Businesses & Startups HubSpot’s all-in-one Starter Customer Platform helps your growing startup or small business find and win customers from day one. [Learn more about HubSpot’s Starter Customer Platform](https://www.hubspot.com/products/crm/starter) -  ### For Enterprises With HubSpot’s integrated Enterprise Customer Platform, you don’t have to sacrifice power for ease of use. [Learn more about HubSpot’s Enterprise Customer Platform](https://www.hubspot.com/products/crm/enterprise) - Why HubSpot? - ## Why HubSpot? -  ### Why Choose HubSpot? After just one year, HubSpot customers acquire 129% more leads, close 36% more deals, and see a 37% improvement in ticket closure rates. [Learn more about why how HubSpot’s solution is different](https://www.hubspot.com/why-choose-hubspot) -  ### Case Studies Explore examples of companies like yours from all over the globe that use HubSpot to unite their teams, empower their businesses, and grow better. [See all case studies](https://www.hubspot.com/case-studies) -  ### Spotlight: Product Updates Learn about HubSpot’s featured product releases and announcements in this semi-annual product showcase. [Explore product updates](https://www.hubspot.com/spotlight) - [Pricing](https://www.hubspot.com/pricing/marketing) - Resources Resources - ## Featured Links - [Spotlight: Product Updates](https://www.hubspot.com/spotlight) - [What's New in HubSpot](https://www.hubspot.com/new) - [Why Choose HubSpot?](https://www.hubspot.com/why-choose-hubspot) - [Sustainability](https://www.hubspot.com/sustainability) - ## Community & Events - [UNBOUND Event](https://unbound.hubspot.com/) - [Webinars](https://www.hubspot.com/resources/webinar#resource-library-page-headers) - [HubSpot Community](https://community.hubspot.com/?hubs_content=www.hubspot.com%2Fcase-studies%2Fknowledge-academy-sales-hub&hubs_content-cta=nav-resources-community) - [HubSpot User Groups](https://www.hubspot.com/hubspot-user-groups) - ## Partners - [Solutions Partner Program](https://www.hubspot.com/partners/solutions) - [Technology Partner Program](https://www.hubspot.com/partners/app) - [Affiliate Partner Program](https://www.hubspot.com/partners/affiliates) - [Education Partner Program](https://academy.hubspot.com/education-partner-program) - [Startup Partner Program](https://www.hubspot.com/startups/partners) - ## Education - [The Loop Marketing Playbook](https://www.hubspot.com/loop-marketing) - [What Is Inbound Marketing?](https://www.hubspot.com/inbound-marketing) - [HubSpot Blogs](https://blog.hubspot.com/) - [Free Courses & Certifications](https://academy.hubspot.com/) - [Ebooks, Guides & More](https://www.hubspot.com/resources) - [HubSpot Knowledge Base](https://knowledge.hubspot.com/) - ## Tools - [Website Templates](https://ecosystem.hubspot.com/marketplace/templates) - [Developer Tools](https://developers.hubspot.com/) - ## Services - [Onboarding](https://www.hubspot.com/services/onboarding) - [Migration](https://www.hubspot.com/services/professional/migrations) - [Premium Support](https://www.hubspot.com/services/premium-support) - [Hire a Solutions Partner](https://ecosystem.hubspot.com/marketplace/solutions) - About About - [About Us](https://www.hubspot.com/our-story) - [Careers](https://www.hubspot.com/careers) - [Contact Us](https://www.hubspot.com/company/contact) - [Investor Relations](https://ir.hubspot.com/) - [Management Team](https://www.hubspot.com/company/management) [Start free or get a demo](https://www.hubspot.com/products/get-started) [Log in](https://app.hubspot.com/login) - English Select a language - [日本語](#) - [Deutsch](#) - [English](#) - [Español](#) - [Português](#) - [Français](#) - High Contrast - [Customer Support](https://help.hubspot.com/) - [Contact Sales](https://offers.hubspot.com/contact-sales) - [Case Studies Overview](https://www.hubspot.com/case-studies) - [Directory](https://www.hubspot.com/case-studies/directory) - The Knowledge Academy  # Scaling Insightfully with Sales Hub: The Knowledge Academy’s Journey to 192% Sales Growth Education 200-1,000 employees  - 125% more deals closed - 25% increase in average order value - 192% overall increase in sales Use Cases - Boost Sales - Large Sales Teams - Sales and Marketing Alignment Products - [Sales Hub](https://www.hubspot.com/products/sales) - [Marketing Hub](https://www.hubspot.com/products/marketing) - [Service Hub](https://www.hubspot.com/products/service) ### Story Overview When a changing landscape exposed inefficiencies in the sales process, The Knowledge Academy decided it was time to rethink their approach. With Sales Hub’s integrated insights, they were able to identify friction points in their sales cycle, level up their sales team, and increase overall sales by 192%. ### About Company The Knowledge Academy is the world’s largest and most established provider of instructor-led training globally, with over 30,000 courses available in 1,000+ locations. ## Navigating the changing world of sales In today’s fast-paced sales landscape, building meaningful connections with prospects and customers has become increasingly challenging. The constant influx of generic outreach has led to remarkably low engagement rates, while sales teams, in the scramble to meet quotas, have lost sight of the magic of sales -  connecting with people. This reality hit home for The Knowledge Academy, the world's largest provider of instructor-led training, when sales started to decline. The “old ways” of hiring more reps, doing more activities, and leveraging more tools just weren’t working anymore.  Suddenly, hitting their targets seemed impossible as a result of the shifting environment around them. And the sales tools they were using weren’t helping, giving the team little to no insight into where they should focus their efforts. The team was stuck in the all too common cycle of focusing on quantity - of leads, outreach, and reps - over quality of connection, and it just wasn’t working. Talveer Sandhu, The Knowledge Academy’s Global Sales Director, vividly recalls the turning point, “We had sales targets we knew we weren’t going to hit. I was under a lot of pressure. We couldn't track calls. We couldn't track emails.” In short, the sales team was always *doing* more, but that didn’t lead to *selling* more.  On top of that, leadership lacked the visibility and predictability they needed in order to scale insightfully.  With their old sales software, they couldn’t create the custom reports, dashboards, and forecasts that would show them where to focus for growth. If they were going to continue to grow, they needed to change. Quickly. ## Integrated insights that spark transformation Recognizing the need for a new playbook to fuel their growth, Talveer set out to find a way to gain insight into what was working - and what wasn’t - to inform how the organization would move forward. He recalls, “With all the work we were doing on the leads we had, we knew we needed to look at the *quality* of work rather than go out and start doing more of what we knew wasn’t working.” When he began looking for a solution, Talveer compared several options: Salesforce was too technical, and Pipedrive lacked the security features he needed. He wanted something user-friendly, that the sales team could configure without the help of developers. To propel this transformation, he needed a true customer platform. Enter HubSpot - with Marketing, Service, and Sales Hub, Talveer was able to overhaul The Knowledge Academy’s go-to-market strategy, and modernize their approach to sales. What did that transformation look like in practice? With Sales Hub, The Knowledge Academy was able to retrain their reps to build stronger connections with customers, improve their lead qualification, tracking, and attribution, make more accurate and actionable predictions, and ultimately prioritize helping humans over pushing products. HubSpot’s sales tools made uncovering these actionable insights easy. With [conversation intelligence](https://www.hubspot.com/products/conversation-intelligence), Talveer’s team was able to understand how his team was performing on calls and get a complete overview of customer interactions. Realizing how much room there was for improvement was eye-opening. “It was humbling,” Talveer says. “We had achieved such great results in the past, but there was a lot of room for improvement. Our salespeople weren’t building rapport with leads. We sounded very transactional. It was not how I wanted them to sell.” Luckily, these new insights shone a light on the exact areas where retraining was needed, opening up a whole new world of customer connection for The Knowledge Academy.  Talveer used these insights to completely revamp the sales team’s recruiting and training processes, focusing on the quality of each team member’s interactions. And with [coaching playlists](https://knowledge.hubspot.com/use-coaching-playlists-to-train-your-team), they’re able to onboard new reps faster, continuously coach soft skills and sales tactics, and keep the team at the top of their game. “We changed the way we recruit based on the data we collected. We retrained people on how to close, and how to identify larger opportunities. They didn’t understand that. But now that we have the data and insights we need, and we have the information behind the contact, it’s easy.” ## Demystifying lead qualification As The Knowledge Academy continued on their journey to sustainable growth, another key area that needed improvement was their lead qualification process. Talveer recognized that their sales team needed better insights into lead sources and behaviors to prioritize their efforts and build stronger connections with prospects. With Sales Hub, the sales team now had visibility into lead sources and behaviors, allowing them to identify patterns and make informed decisions on where to focus their efforts. By understanding who prospects were and what actions they took before becoming a lead, the team could personalize their approach and even identify upsell opportunities. "Knowing which pages somebody clicked on and what their behavior was before the lead got created helps them upsell," explains Talveer. "They're able to have that conversation well and navigate the customer's interests without sounding intrusive or creepy." With [custom objects](https://www.hubspot.com/products/custom-objects), the sales team could also capture additional information on the fly to further qualify leads. This flexibility empowered the team to adapt their qualification process and gather valuable insights suggested by the sales team themselves. The team embraced the opportunity to learn how to sell their products better, fostering a culture of continuous improvement across the organization. As a result, The Knowledge Academy saw significant improvements in their lead qualification process. The sales team was better equipped to prioritize leads, focus their efforts, and build meaningful connections with prospects. The insights provided by HubSpot's Sales Hub enabled them to truly understand their customers' needs and effectively guide them through the sales cycle. The result? Close rates skyrocketed, revolutionizing the sales game. Talveer emphasizes this impact, “If I were to recommend HubSpot to a friend or a colleague, I would say simply - this tool will increase your sales and average order value very quickly. It’s essential. It’s not nice-to-have. It’s essential.”   ## Forecasting for the future And they’re not just gaining insight on what’s happening today. With Sales Hub, The Knowledge Academy is able to develop accurate, reliable forecasts that help them predict their future sales with the help of artificial intelligence.  According to Talveer, “AI deal forecasting builds accountability and sets us up for success. We can predict what the company is going to make and what each team will make. And we can adjust accordingly. It’s been a game-changer for our sales team.” By staying ahead of the pipeline, the team can pivot as the winds change, relieving the stress of wondering whether or not they’ll hit their quotas. “It helps alleviate any anxiety, because I know that all of the information is there in front of us,” he says. “If something goes wrong, I can see immediately what’s happening.” ## Unparalleled success When the Knowledge Academy started making these insight-driven changes to their sales process, they saw improvements almost immediately. “We didn’t sell more units until we started getting more leads, but the average order value increased very quickly,” Talveer says. And close rates were soon to follow, with Sales Hub’s lead management allowing the team to focus their resources on the most lucrative leads, aligning their sales and marketing teams towards a common goal.  At the end of the day, all of these strategic improvements have enabled The Knowledge Academy to not only survive in a challenging sales environment, but to thrive. Sales have increased by 192% since they started using HubSpot, and they’re closing 125% more deals. Talveer sums it up, "We've revolutionized our approach to sales, unlocking unprecedented performance and strategic growth. With Sales Hub, we finally have the insights we need to accelerate our revenue growth and navigate any future challenges."   Table of Contents Table of Contents - [Navigating the changing world of sales](https://www.hubspot.com#navigating-the-changing-world-of-sales) - [Integrated insights that spark transformation](https://www.hubspot.com#integrated-insights-that-spark-transformation) - [Demystifying lead qualification](https://www.hubspot.com#demystifying-lead-qualification) - [Forecasting for the future](https://www.hubspot.com#forecasting-for-the-future) - [Unparalleled success](https://www.hubspot.com#unparalleled-success)  ### Start Growing With HubSpot Today With tools to make every part of your process more human and a support team excited to help you, growing your business with HubSpot has never been easier. [Get a demo](https://offers.hubspot.com/crm-platform-demo) ##### Related Case Studies -  ### How Riverside Insights Empowers Educators to Act in Time for Students — While Slashing Tech Costs by $600K with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/riverside-insights-unified-crm) -  ### YuLife reinvents insurance, rapidly scaling from startup to global Insurtech with HubSpot - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/yulife) -  ### A Tailored Customer Journey is the Ticket to Growth for Exodus Adventure Travel - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/exodus-adventure-travel) -  ### Sunsail & The Moorings Deliver Once-in-a-Lifetime Experiences 365 Days a Year with Service Hub - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/sunsail-and-the-moorings) - 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 ### How ESDES Business School Tripled its Applicant Pool with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/esdes-business-school) -  ### How Riverside Insights Empowers Educators to Act in Time for Students — While Slashing Tech Costs by $600K with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/riverside-insights-unified-crm) -  ### YuLife reinvents insurance, rapidly scaling from startup to global Insurtech with HubSpot - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/yulife) -  ### A Tailored Customer Journey is the Ticket to Growth for Exodus Adventure Travel - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/exodus-adventure-travel) -  ### Sunsail & The Moorings Deliver Once-in-a-Lifetime Experiences 365 Days a Year with Service Hub - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/sunsail-and-the-moorings) -  ### npower Business Solutions saves £50,000 per year with HubSpot - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/npower-business-solutions) -  ### How M Square Media Aligns a 300-Strong Global Team and Closes More Deals with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/m-square-media) -  ### Allica Bank scales from start-up to £1bn+ in lending with HubSpot CRM - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/allica-bank) -  ### The Knowledge Academy increases sales 192% with HubSpot - Education - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/the-knowledge-academy) -  ### Tekman Education has increased lead generation and gained higher capacity to perform marketing, sales and service actions. - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/tekman-education) -  ### How ESDES Business School Tripled its Applicant Pool with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/esdes-business-school) -  ### How Riverside Insights Empowers Educators to Act in Time for Students — While Slashing Tech Costs by $600K with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/riverside-insights-unified-crm) -  ### YuLife reinvents insurance, rapidly scaling from startup to global Insurtech with HubSpot - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/yulife) -  ### A Tailored Customer Journey is the Ticket to Growth for Exodus Adventure Travel - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/exodus-adventure-travel) -  ### Sunsail & The Moorings Deliver Once-in-a-Lifetime Experiences 365 Days a Year with Service Hub - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/sunsail-and-the-moorings) -  ### npower Business Solutions saves £50,000 per year with HubSpot - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/npower-business-solutions) -  ### How M Square Media Aligns a 300-Strong Global Team and Closes More Deals with HubSpot - Education - 200-1,000 employees - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/m-square-media) -  ### Allica Bank scales from start-up to £1bn+ in lending with HubSpot CRM - 200-1,000 employees - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/allica-bank) -  ### The Knowledge Academy increases sales 192% with HubSpot - Education - United Kingdom - Sales Hub * * * [Read more](https://www.hubspot.com/case-studies/the-knowledge-academy) - 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