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
- Identify, qualify and drive new opportunities
- Create a strategy that will advance your existing opportunities to win
- Create and communicate with confidence how a customer's business will benefit from the Rational solution
- Respond convincingly to customer objections to Rational solutions
- Differentiate the Rational solution effectively against the competition
Prerequisites
- During this class, you will be asked to work with the sales opportunity of your choosing. In class, you will work in teams to modify and enhance the submitted sales deals. You will go home with an improved win plan. Please bring softcopy of this sales deal with you.
- CVM CONCEPTS: You will use IBM's Client Value Method (CVM) during this class. IBMers: If you need to refresh your knowledge of CVM please review the wealth of material available. We will review these concepts briefly in class for the benefit of Business Partners. IBM Employees ONLY link: http://w3-03.ibm.com/transform/worksmart/ws.nsf/ContentDocsByTitle/CVM+Training#4
- You should be familiar with the Rational Software portfolio and the specialties within the portfolio. Please review the IBM Top Gun Virtual Learning: Rational IT and Systems Fundamentals replays. You can also visit http://www-01.ibm.com/software/rational/ for information.
Agenda
Day
Topics
Day 1
- Kick Off and Pre-test
- Rational Strategy
- Putting Whiteboard Selling Into Practice
- Decide - Smarter Application Portfolio Management
- CVM
Day 2
- Develop - IT
- Develop - EM
- Develop - Systems
Day 3
- Develop - Security
- Deploy - Deployment, Planning and Automation
- Pricing and Licensing
Day 4
- Competing Hints & Tips
- Packaged Applications
- Enablement Resources
- Post Test
Schedule/enrollments
Click on the date below to enroll in a future class:
Class manager
Deb Salerno
