Wildix has officially unveiled its new Sales Elevate Lab. Developed by Alberto Benigno, chief sales officer at Wildix, Sales Elevate brings together sales training methodologies from Gartner, Harvard Business School and Wildix’s own framework.
The programme is designed to equip sales teams with the expertise and tools needed to deliver unified communications and collaboration (UC&C) solutions in today’s evolving market.
As digital transformation continues to gather pace, so sales teams have been encountering increasingly complex challenges. Research has shown that 87 per cent of sales training is forgotten within 30 days, while 77 per cent of B2B buyers report intricate purchasing journeys. The Sales Elevate Lab has been developed to help tackle these issues head-on, giving participants practical, proven strategies to succeed in UC&C sales.
Sales Elevate Lab looks to provide cost effective, actionable solutions to help partners navigate today's complex buyer journeys.
The new offering will be delivered at a two-day immersive training session in the spring and will help to improve partner sales outcomes and long-term growth through comprehensive training and ongoing mentorship.
The sales academy covers the entire sales cycle, from securing the first meeting to service kick-off, with participants engaging in real-world scenarios. The second part of the programme – the mastery lab provides an additional 12 months of comprehensive hands-on mentorship for up to five partners per region.
The long-term support includes bi-weekly strategic reviews, deal guidance and performance monitoring, ensuring continuous development. Through the program, partners will also receive additional support on non-Wildix solutions in their portfolio.
“As sales processes become more intricate and competitive, traditional training often fails to deliver sustained impact,” said Benigno. “I created the Sales Elevate Lab to address these complexities by providing a solution rooted in scientifically backed, field-tested strategies.”
He added, “Most vendors focus their resources on empowering their own sales teams, pouring investments into internal training programs that serve their direct interests. At Wildix, however, we take a different approach. We are 100 per cent partner-focused, which means we don’t compete with our partners for sales – we succeed by helping them thrive.
“This commitment to mutual growth is what inspired the creation of Sales Elevate Lab. Our goal is to elevate our partners’ sales capabilities, because of their success. When our partners win, we win. It’s as simple as that.”
Partner demand
Benigno said that the idea for Sales Elevate Lab was born from partner demand to improve their selling capability. He said that the training covers every sales aspect including and beyond the initial discovery call, which is often the main focus of many companies.
“Often standard training doesn’t cover the preliminary work, including how to get to the meeting, and how to manage the next steps afterwards,” said Benigno. “It also doesn’t tend to be delivered regularly enough or isn’t up-to-date enough.
“Added to that, many organisations don’t follow up on the training they provide to reinforce it. That’s borne out by the fact that, according to research, 24 hours after receiving sales training, individuals have forgotten 70 per cent of that information.”
Benigno said that Sales Elevate Lab brings together three key pillars: Gartner Sales Academy, Harvard Business School and Wildix’s own framework. He said that the Gartner Sales Academy component covers everything to do with the sales cycle, including territory planning, discovery call, project presentation, negotiation, closing the deal and service kick-off.
The Harvard Business School element, said Benigno, uses case studies to challenge students to analyse a real-life sales problem and then come up with a solution. The Wildix framework, he said, focuses on identifying a problem or need and then linking it to a Wildix solution.
Sales transformation
Benigno said that the mastery lab is a sales transformation programme where Wildix works alongside the partner as a sales consultant to help them win the market. By arranging strategic meetings with the relevant C-suite member, he said that it can help to address their specific sales needs by sharing best practice. Under the programme, Benigno said that partners will also receive quarterly business reviews and bi-weekly dealer reviews with the country manager and sales engineer to enable them to turn opportunities into deals.
Benigno said given that demand is already high for the Sales Elevate Lab, Wildix may also consider running another partner event in 2025.
"When we learned about Sales Elevate Lab, it felt like a natural fit for us,” said Silvano Samaretz, CEO and owner, Starsystem, a Wildix partner. “Programs like this are always helpful, but what makes this one stand out from traditional training programs is the chance to learn directly from Alberto and the Wildix team, who truly understand the market challenges we face every day. We’re excited to sharpen our skills, learn new approaches and keep building on the incredible support and expertise we’ve always relied on from Wildix.”