Rational Top Gun

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.

This course will assist in driving larger and broader sales with focus on more executive level business solutions and understand how to leverage the portfolio. (IBMers, Business Partners)  Sellers should have familiarity with:  Sales & Marketing Kits and Rational product set.  The class will use this knowledge and expand on how to show value and attach other products and solutions to increase the sale.

Detailed Objectives:

• Enable students with Rational product capabilities, differentiators, business value, strategy and market understanding to identify, own and close software deals
• Enable students to leverage the breadth of Rational software offerings to sell against the competition
• Enable students to integrate CVM Selling to sell the Rational software portfolio
• Enable students to create and communicate a Smarter Planet vision for the customer
• Enable students in the above areas by offering teaching activities which have practical application, simulated practice and rigorous testing

• 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.

Scheduled classes:

• March 3-6 - Paris, France
• August 31 - September 4 - Bangalore, India
• October 12-16 - Dallas, TX

Michael L Smith

smithlm@us.ibm.com