This class focuses on the IBM Security solutions, from a seller's perspective. Students will learn how every sale can and should include IBM Security products, based on business value and sales plays. They will gain knowledge on how to apply selling skills around a set of client business challenges and understand the broad set of security capabilities to help address client needs to beat the competition. The instruction process will include multiple interactive workshops which will allow the students to exhibit existing as well as newly gained knowledge and skills. Over the 4.5 days, students will craft their software win plans utilizing cross selling techniques. Upon completion, students will use the learned skills to drive additional software revenue within their accounts and be able to identify, own and close their own IBM Security opportunities. This is a pass/fail class where testing is administered. Our aim is to develop Security “Top Guns”.
IBM Security Top Gun is a 4.5 to 5 day class. All days are mandatory
The audience for this class is anyone selling or recommending IBM Security solutions, including IBM Security Brand Reps, SSRs, SCLs, iSRs, Client Reps, Marketing Reps, Global Services, Industry Solution Specialists, and Business Partners. Client Technical Reps are invited, but please be aware that this is NOT a technical class.
At the end of the class the students will:
Complete the 2017 IBM Security Sales Academy/University Learning Plan Video Library (if you have not done so already). This 2017 Security Sales Academy/University Learning Plan is offered via the IBM Your Learning Portal:
Review the IBM Security Prospecting and Conversations Guides (if you have not done so already)
Browse IBM Sales Training