Vodafone launches scenario-based training to develop a wider understanding of the extended buying teams within customers.
Vodafone is a leading telecommunications company in Europe and Africa. It develops a range of leading products and services to connect customers around the globe and help build digital societies of the future.
With a wide range of products and services, understanding customer challenges, buying centres and how the solutions can help is critical to establishing customer relationships and spotting new opportunities.
Vodafone wanted to help build confidence in the sales channels to engage confidently and competently with new buying centre stakeholders, using innovative learning techniques.
With 70% of IT budgets being managed by Lines of Business, sales need to engage with a wider audience
Recognising the roles, responsibilities and requirements of new roles can take significant research, extending the sales cycle
Identifying the differences in roles is challenging when selling across many verticals
Building confidence to engage with the right people, at the right time, when considering UC and Connectivity solutions was a high priority
As part of Vodafone Business sales enablement, Amphigean created two highly-interactive learning modules featuring immersive, vertical-based scenarios, where learners digitally engage with a wide range of personas, getting past gatekeepers, gathering data, and qualifying customers for UC and Connectivity solutions.
Confident selling, able to research, engage with wider stakeholder landscape, and improve pipeline progress.
Familiarity with stakeholder groups and requirements in target verticals
Understanding of key business challenges in target verticals and critical pain points resolved by UC and Connectivity solutions
Confidence to engage in new verticals, new customers and with new types of stakeholders, driving new business from existing and new customers
Broader opportunities for achieving sales targets