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This class focuses on building skills in selling the Rational strategy and solutions. This is an intermediate to advanced level solution selling class for people who have prior Rational product knowledge and experience. People new to the Rational brand can benefit from the class if they complete the required prerequisites listed below.
Rational Top Gun looks at the issues from a customer solutions perspective, focusing on: Globally Distributed Development (GDD), Governance and Risk Management, (GRM) and Service Oriented Architecture (SOA) development and governance. The class concentrates on Business Value Selling strategies through the use of mock interactive customer calls, and case studies. The focus is on learning to effectively uncover customer pains and articulating the business value of solving customer business issues. The class does not focus on learning about Rational Point Products. At the conclusion of this class, students will be able to leverage their knowledge to have discussions with senior level business executives about the Rational solutions and be able to uncover, own, expand, and close software opportunities.
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Rational Top Gun is a 3.5 day class.
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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.
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- Enable Rational Sales Reps to evolve their Business Value Selling skills from point product sale capability to a total solution sale leveraging key strategies from SSM, Think Client Value and Opportunity Workshops methodology's
- Develop in–depth understanding of Rational Strategy & Solutions and how to effectively identify, own and close opportunities.
- Leverage the extended IBM Team to improve OI skills & generate more opportunities
- Allow First Line Managers to participate as instructors to develop & apply coaching skills
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- Bring an identified Rational opportunity with you to class
- Complete Rational 101 and Rational 201 Sales courses
- Install and configure BVA tool and attend a BVA training session
- Be familiar with the IBM Signature Selling Methodology and Think Client Value
- Understand the Rational Strategy and Solutions at a high level
The prerequisites materials will take 10-12 hours to complete in its entirety. All relevant links will be sent to you upon enrollment confirmation.
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Topics |
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Day 1 |
- Kick Off and Pre-test
- Brand Strategy
- Governance and Risk Management
- Solution Case Study – Part 1
- Global Development and Delivery
- Value Points
- Class Reception
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Day 2 |
- Quiz
- Service Oriented Architecture Governance
- Service Oriented Architecture Development
- Opportunity Workshop Overview
- Solution Case Study – Part 2
- Solution Case Study – Part 3
- Value Points
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Day 3 |
- Quiz
- Sales Resources
- Focus on Client Results
- Test Review
- Post Test
- Solution Case Study – Final Presentation
- Value Points
- Opportunity Workshop Prep
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Day 4 |
- Executive Perspective – Tying it all Together
- Student Opportunity Presentations
- Close Out and Awards
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