IBM Sales Training

Welcome to the IBM Sales Training programs site. Here you will find information and schedules for the many Top Gun Sales Training classes, as well as registration for other programs.

Select an area of interest from the top navigation bar.

If you're interested in additional classes or need assistance please e-mail fielded@us.ibm.com.

Client Engagement Program

The Client Engagement Program is a concentrated and integrated experiential program designed to develop STG sellers’ client engagement skills, leading to higher close rates, increased revenue, and enhanced client satisfaction.

Aligned with the Client Value Method (CVM), each lecture topic in the Client Engagement Program is designed to build the skills required for successful client interaction by examining key tasks, best practices, client touchpoints, and client examples.  Students will undergo a series of interactive exercises that will require them to apply the skills and best practices to a client engagement scenario in a case study format.

  • The Client Engagement Program: Foundations (CEPFND), fka STG Sales School
  • The Client Engagement Program for Technical Sellers (CEP4TS)

Both of these classes are delivered via a "Part 1 / Part 2" hybrid model, as follows:

  • Part 1 is a "virtual" class that essentially focuses on role-specific sales skills.  There are multiple lectures, along with several quizzes and/or exercises.  Students must successfully complete all activities in order to be confirmed for Part 2 (the face-to-face portion).  This "virtual" portion of the class will be delivered in a self-paced study format, with the materials accessible on demand.
  • Part 2 is the classroom, or face-to-face, portion of the class.  This component addresses consultative selling skills, organized into the following modules:
    • Foundations
    • Understand the Client's Needs
    • Build the Value
    • Tell the Story

    In this face-to-face portion of the class, we want to maximize the interactive exercises, focusing on engagement skills.  The final 1/2 day will be dedicated to developing and presenting the "Value Story" in a workshop and role play session.

IBM Top Gun Virtual Learning (TGVL)

Do you need high quality, role based, live, interactive sales education? Is travel an issue for you? Then TOP GUN Virtual Learning (TGVL) may be just what you need! The TOP GUN team has completely re-architected the well-known, face-to-face TOP GUN classes to adapt to the virtual environment!! Come see how this innovative team can teach you the latest concerning brands, products, sales strategies, competition and business value through the new Fundamentals, Foundation and Value based classes. All classes will be offered via a high quality, virtual classroom delivery by no later than the end of 1Q09. Additionally, they will be available via edited replay only 2 weeks after the live class date in the same high-energy, tested environment.  TOP GUN classes are designed for people new to their sales roles and those who want to hone those selling skills

Top Gun Virtual Learning classes are delivered via the internet and all you need to do is enroll in the class(s) and then have access to a high speed internet connection. Each class will range from one to five days with a day being roughly 4 hours of learning. Just as in the face-to-face classes we will provide you with interactive training from expert class managers and instructors as you collaborate with other students from all around the world!!!

IBM Top Gun Sales Training

IBM Top Gun Sales Training is designed to increase sales, solutions, competitive and technical skills for I/T Industry professionals. The program uses a popular "Top Gun" format involving unique class themes, stimulating lectures, stand-up exercises, hands-on labs, quizzes, and product demonstrations.

Related links

Top Gun Quarterly Newsletter