Class description
This class focuses on the IBM Security Systems solutions, from a seller's perspective. It is NOT a product training class. Students will learn how every sale can and should include IBM Security Systems products, based on business value. They will also gain knowledge on how to beat the competition and acquire the skills and tools to do it. The instruction process will include multiple “stand and deliver” opportunities which will allow the students to exhibit existing as well as newly gained knowledge and skills. Over the 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 industries 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”.
Duration
IBM Security Systems Top Gun is a 5-day class.
Audience
The audience for this class is anyone selling or recommending IBM Security Systems solutions, including IBM Security Systems Brand Reps, SSRs, SCLs, ISSs, Telesales, 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.
Objectives
At the end of the class the students will:
- Enable you to identify, qualify and drive new opportunities
- Enable you to understand the IBM Security Systems solutions and how to communicate their business value to our customers
- Enable you to create and communicate a seamless case on how a customer’s business would benefit from the IBM Security Systems solutions
- Enable you to sell effectively against the competition
Prerequisites
The prerequisite material will take 8 - 10 hours to complete. All relevant links to the material (and logistics) will be provided upon confirmation of enrollment. Testing on this material will compose a portion of your final grade.
- Complete the overview set (6) of the Security Sales Academy modules.
- Complete the Sales Mastery course
- Review and be familiar with the Client Value Method (CVM) concepts and terminology.
- Submit an active opportunity prior to class start.
Schedule/enrollments
Click on the date below to enroll in a future class:
