IBM Rational Top Gun

 

Class description

This is an intense, four and one-half day sales class that focuses on IBM Rational solutions, from a solution-selling perspective. It is NOT a product training class. You will learn how every sale can and should include Rational products, based on business value. You will also gain knowledge on how to beat the competition and acquire the skills and tools to do it, and upon completion you can use these skills to drive additional software revenue within your territory, and will be able to identify, own and close your own software opportunities. You will craft a software win plan utilizing cross selling techniques.

 

Duration

Rational Top Gun is a 4.5 day class

 

Audience

The target audience for this class is people with sales responsibility for Rational: Rational Sales Specialty Reps, IT Specialists, Business Partners, Coverage SSRs, Channel Reps, SMB Reps, Software IT Architects, and anyone selling and/or recommending Rational Solutions.

 

Objectives

 

Prerequisites

 

Agenda

Day

Topics

Day 1

Day 2

Day 3

Day 4

Day 5


 

Schedule/enrollments

 

Class manager

Related links

Top Gun Quarterly Newsletter