How rooom Redesigned Its Sales Engine with hyrise

Meet Peter Elstner, Head of New Business at rooom—and find out how he and his team navigated a shifting market, restructured their sales approach, and got sharper, faster, and more confident with the help of hyrise.

🧠 Quick Snapshot

• Founded: 2016
• Industry: 3D/Metaverse, SaaS, Digital Experiences
• HQ: Jena, Germany
• Website: rooom.com
• Team Size: 51–200 employees
• Challenge: Post-COVID market slowdown exposed gaps in qualification and process
• Solution: Real-world sales coaching tailored to rooom’s deals, cycles, and style
• Results: Clearer conversations, better client feedback, and smarter qualification

💬 What They’re Saying

“This wasn’t your typical training. It was about our business. Our clients. Us. That made all the difference.”

“After every session, I could feel it—I was sharper. More focused. More structured.”

“We started getting feedback from clients saying, ‘That was one of the most efficient calls I’ve had.’ That’s when we knew it was working.”

🚀 When the Market Shifted

In 2020, rooom didn’t have to chase interest—the market came knocking. As companies rushed to go virtual, demand for rooom’s immersive tech exploded. Sales felt easy. Fast. Natural.

But by 2023, the tide had turned. The metaverse wasn’t shiny and new anymore. Budgets tightened. Sales slowed. Suddenly, rooom had to do what it hadn’t done in years: fight for every deal.

“Before, we were presenting. People were impressed. Deals moved. Then it all changed. We had to qualify harder. Go deeper. Get serious about how we sell.”

The team’s process hadn’t kept up with the times. Sales cycles got longer. Leads were weaker. Conversations dragged. What had worked during boom times now felt scattered and reactive.

“We realized something hard: we’d never really built a sales engine. We’d just coasted on product momentum. Now, we needed structure. Fast.”

🔧 The Fix: Real Coaching for Real Deals

rooom partnered with hyrise to redesign its sales playbook—starting not from theory, but from their actual conversations, live deals, and real bottlenecks.

👥 Who Was Involved

• 3 Sales Managers from New Business (including Peter)
• 2 Company Leaders, including the CEO, in separate leadership coaching

⏱️ Timeline & Format

• 7 months of coaching
• 10 sessions, 90 minutes each
• Live group setting to foster peer learning and reflection

🎯 What They Worked On

• Structuring discovery calls for depth and clarity
• Qualifying faster and more effectively
• Asking questions that surfaced real urgency
• Handling objections with empathy and confidence
• Mapping personas to use cases and outcomes
• Reviewing actual sales calls live, together

“Jamaine didn’t walk in with a playbook. She started by listening. She learned how we sell, how our clients think, and then built the sessions around that.”

💡What Made It Work

1. Training Built Around rooom, Not Generic Theory

This wasn’t a lecture series. It was a hands-on, hyper-relevant experience tied directly to rooom’s business, product, and people.

2. Live Deals on the Table

Sales managers brought in real opportunities. They analyzed what went wrong, what could improve, and how to take the next step—with immediate results.

3. Peer Learning That Clicked

By training as a group, they learned together. Shared challenges sparked better insights. One person’s stuck deal became everyone’s breakthrough.

4. Just the Right Pace

Ten sessions over seven months struck the perfect rhythm—deep enough for lasting change, light enough not to disrupt.

📈 The Impact

While internal changes meant formal KPIs weren’t tracked, the transformation was felt across the board.

✅ Sharper Sales Conversations

“Clients started telling us, ‘That was efficient. Everything important was covered.’ That’s the impression we want to leave.”

⚡ Faster Qualification

No more chasing time-wasters. The team got better at spotting fit early—and letting go when it wasn’t there.

🧭 Confidence Through Clarity

Calls stopped feeling like guesswork. Each rep knew where to go, what to ask, and how to guide the buyer forward.

👑 Leadership Bought In

With the CEO in training, this wasn’t a side project. It became a strategic shift—supported at the highest level.

💰 ROI Beyond Revenue

“This isn’t some 20-euro online course. It’s a real investment. But for how we want to work? It’s worth every cent.”

🏆 What Meant the Most

“It wasn’t about generic knowledge. It was about me. How I think. What I get stuck on. And how I can actually get better.”

“Bringing in real cases—calls that went wrong, deals that stalled—and getting direct input… that was gold.”

🔭 What’s Next

The training might be over, but the impact is still unfolding. And Peter’s already planning the next step.

“The idea is to check back after a year. See where we’ve grown. What’s stuck. What needs refining. Because this kind of coaching? It only gets more valuable the longer you use it.”

👉 Want to empower your team like rooom did? Train your sales team!

‍