Lotus Top Gun

The key to successful selling lies in identifying a client's needs and building solutions to resolve them. This class examines the Lotus portfolio of products, focusing on delivering an understanding of their business value, and on learning how to weave them into client satisfying solutions. Product experts guide this exploration of how to position the Lotus offerings to maximum advantage. Included are the latest releases of Notes/Domino, WebSphere Portal with web content management and dashboards, the advanced collaboration capabilities of Sametime, Quickr, and Connections, Lotus Symphony, and a host of other solutions. Students learn how to identify, qualify, develop, and close opportunities through case study exercises and team presentations. Also how to beat the competition, with attention to acquiring skills and tools to do so. At the completion of the class, students will be better able to work with their own software opportunities and drive Lotus software revenue in client accounts.

This class assumes students have a basic understanding of the Lotus product set, which can be acquired through one of the IBM Top Gun Virtual Learning classes

1. Build a focus on understanding the business value of the Lotus family of products.
2. Show how to uncover client needs, then how to build and sell Lotus solutions to address them.
3. Enhance knowledge of the competition, their strategies, and how to win against them.
4. Coach ways to increase revenue and create solid WIN plans for existing opportunities.
5. Encourage usage of IBM's Client Value Method (CVM) for more effective selling to clients.
6. Reinforce learning through teaching activities which have practical application.
7. Work hard, learn a lot, and .....have FUN doing it!

1. Listen to the Lotus Sales Navigator Replays, attend a Software Top Gun class (in person or through IBM Top Gun Virtual Learning), or have equivalent Lotus product knowledge. Basic Lotus product information is not covered in this class, but can be attained through any of these methods.
2. Submit an active opportunity prior to class start (if you are in an appropriate role).
3. Review and be familiar with the Client Value Method (CVM) concepts and terminology.
4. Review the Lotus Strategy Notebook, which is available online.

The prerequisite material will take 8 - 10 hours to complete. All relevant links to the material will be provided upon confirmation of enrollment.

Scheduled classes:

• February 23-27, 2009: Washington, DC
• May 11-15, 2009: Singapore
• May 25-29, 2009: Sao Paulo, Brazil
• August 17-21, 2009: Mexico City, Mexico

"As a coverage rep, this class was very important in quickly getting me "up to speed" on the new Lotus products." CSSR (U.S.)

"The course was well-designed and very efficiently conducted." Business Partner (India.)

"Excellent training, the best I've had at IBM....First-rate instructors....INSPIRING!" SSR (US)

"I think this education is very useful for anyone that is focused on selling Lotus software. It should be mandatory to attend every year....I'm really happy for having attended this course." SSR (Switzerland)

"The Class manager and Teach team were exceptional. The class was well-managed and conducted in a fun and interesting manner." SSR Manager (Germany)

"Good training! It gives me a complete picture for the Lotus series of products. From the speakers' presentations, I also have some ideas to do business in my territory." iSSR (China)

"Very intensive, but oh, so interesting!!" Business Partner (Netherlands)

Darlene Shamsid-Deen
darlene_shamsid-deen@us.ibm.com