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 IBM Power Systems Value Top Gun
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This class focuses on the IBM Power™ Systems Platform with an emphasis on competitive selling strategies. Students will learn, in depth, how to drive Power Systems sales by understanding the selling strategy best suited to meet client requirements. They will gain knowledge, skills and tools to help beat the competition.
This is a graduate level class targeted at experienced Power Systems sellers with prior product knowledge. However, anyone involved in selling or support of Power Systems solutions will benefit from attending this class.
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| IBM Power Systems Value Top Gun is a 4 day class. |
| IBM and Business Partner Sales Specialists, anyone who spends a good deal of their time selling or supporting Power Systems based solutions. |
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The objectives are to understand, position, quantify value and help sell solutions on Power Systems:
- Understand the key solution areas for Power Systems, and the client business value derived from implementing them.
- Articulate how to position Power Systems as an innovation platform to client executives.
- Determine how to drive sales - especially in key focus application areas.
- Understand the competition, their strategies and how to combat them.
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- IBM Power Systems Sales School (AIX and Linux) and/or Power Systems Sales school (i),
- Experience in the field selling Power Systems solutions for at least 6-12 months is highly recommended!
- Students should be prepared to bring an identified Power Systems sales opportunity to class.
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| Day |
Topics |
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| One |
- Class Overview and pretest
- Power Systems Portfolio update.
- Dynamic Infrastructure & Power Systems
- How to design an HA solution
- Objection Handling breakouts
- Panel discussions
- Competitive Opportunity workshop
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| Two |
- Selling vs. HP
- Selling vs. Sun
- Competitive Selling discussion
- Regional Case study review
- Elevator pitches or Cold call exercise
- Competitive Opportunity workshop
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| Three |
- ISV Solutions for Power Systems
- Successfully Selling to IT managers.
- IT industry update for Power Systems Sellers
- IGF Financial programs
- Competitive regional programs
- Competitive Opportunity workshop
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| Four |
- Final Test
- Student presentations
- Executive perspective
- Regional wrap-up
- Awards and Graduation
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| Scheduled classes: |
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- April 1-3, 2009: Bogota, Colombia
- May 12-15, 2009: Singapore
- June 2-3, 2009: Beijing, China
- June 4-5, 2009: Shanghai, China
- July 13-16, 2009: Istanbul, Turkey
- July 21-24, 2009: Mexico City, Mexico
- July 21-24, 2009: Seoul, Korea
- Aug 4-7, 2009: Melbourne, Australia
- Oct 27-30, 2009: Sao Paulo, Brazil
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| Enroll now |
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Take a look at some of the student quotes from previous classes.
“This was a phenomenal class” – Atlanta class CSM
“I learned a lot about the products, how to sell, and what resources there are to assist me in my sales efforts” – Federal sector Sales specialist
“Excellent delivery of material by the presenters. I noticed a huge improvement in my knowledge during the class.” BP Client Rep
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