IP Telephony vendor Swyx has introduced a new multimedia-based knowledge and learning platform ‘Swyx Sales Simulator’ to assist partners increase returns from selling its SwyxWare range of IP telephony solutions. The aim for resellers is to help them understand the Swyx proposition from a customers’ perspective, giving them greater awareness of customers’ needs and in turn more adept at qualifying requirements on a project-by-project basis.
Senior Vice president of Sales and Marketing at Swyx, Ralf Ebbinghaus, comments on the new initiative, “The idea behind the launch of the Sales Simulator is quite simple. Many of our partners are very well accomplished at hardware and product sales, but less comfortable when it comes to solution or application-based projects. We see this tool as one more component that resellers can add to their armoury to assist them overcome the barriers that new prospects can raise when being introduced to a new technology or concept.”
He continues: “The Sales Simulator is intuitive and therefore easy to use and the learning progress can be tailored to the needs of each individual. The tasks are both practical and role-based, so from a learning perspective, the process is both active and engaging.”
The elements of the Simulator include a virtual sales-world with ‘real-life’ scenarios, including a training and information room. The objective behind the Swyx Sales Simulator is that with their new understanding of customers’ demands, partners will be able to develop their businesses based on margin-rich, customised solutions that directly meets the needs of their customers.
Using an interactive ‘Coach’, Sales Simulator initially covers a number of elementary topics including; cold calling and customer acquisition and then progresses to more advanced areas, such as qualifying the project, reacting and dealing with negative feedback, and maintaining contact with all the key influencers within a particular deal.
As part of the launch, Swyx are offering an additional incentive to partners to help them move up the next partner accreditation level. Resellers who complete the Sales Simulator training will earn additional points per quarter in the category ‘Customer Experience’.