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Software Top Gun

   
 
Class description
Duration
Audience
Objectives
Prerequisites
Agenda
Schedule/enrollment
Student quotes
Class manager

Class description

This high-energy class focuses on IBM's Software Brands. Students will learn marketplace dynamics, sales strategy, product differentiators and competition for the major software subsystems of Information Managment, Rational, Tivoli, Websphere, and WPLC. Students will develop their software winplans utilizing cross selling techniques. Upon completion students will use the skills to drive additional software revenue within their industries. At the completion of the class, students will be able to identify, own and close their own software opportunities.


Duration

Software Top Gun is a 5 day class.


Audience

SSR's, SSR Specialists, Call Center sales specialists, Business Partners

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Objectives

  1. Enable students with product capabilities, differentiators, business value, strategy, and market understanding to identify, own, and close software deals.
  2. Enable the students to cross sell products while building strong foundational product knowledge.
  3. Enable the students to create and communicate a seamless enterprise vision for the customer.
  4. Enable students to leverage the breadth of software offerings to sell against the competition.
  5. Enable students to integrate Signature Selling to sell a total software portfolio offering
  6. Enable students in the above areas by offering teaching activities which have practical application, simulated practice and rigorous testing.

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Prerequisites

There are three prerequisites:

  1. Send a Sales opportunity of your choosing ahead of class.
  2. SSM CONCEPTS: You will be using Signature Selling Methods (SSM) during this class. If you are a bit rusty on what they are, please review the wealth of material available.
  3. Third, you must visit ebu on-line and take the web lecture ebusiness terms and terminology in the Software Top Gun Folder and review the Software Strategy Notebook.

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Agenda
 
Day   Topics
Day 1
  • Software Top Gun, A Guided Tour
  • Selling SOA
  • WebSphere Application Servers
  • Services to Sell Software
Day 2
  • Application and process Integration
  • Rational
Day 3
  • Information Management
  • WPLC
  • System z Software
Day 4
  • Tivoli
  • Competitive Awareness
  • Cross Selling
  • Student Opportunity Workshop (Evening Session)
Day 5
  • Student Presentations
  • Executive Perspective

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Schedule/enrollments

Click on the date below to enroll in a future class or to view photos of prior class Top Guns!

21-25 Jan 2008 Sydney, Australia - Ginger Boone
21-25 Jan 2008 Sydney, Australia - Bob Browdy
04-08 Feb 2008 London, UK - John Ayo
18-22 Feb 2008 Hanoi, Vietnam - Martin Buckley
25-29 Feb 2008 Dallas, TX - John Ayo
03-07 Mar 2008 Washington, DC - Ginger Boone
09-13 Mar 2008 Dubai - Bob Browdy
10-14 Mar 2008 Johannesburg, South Africa - Art Ambrose
07-11 Apr 2008 Auckland, New Zealand - John Ayo
14-18 Apr 2008 Paris, France - Bob Browdy
21-25 Apr 2008 Toronto, Canada - Ginger Boone
28 Apr-02 May 2008 Delhi, India - Martin Buckley
12-16 May 2008 Stockholm, Sweden - Ginger Boone
19-22 May 2008 Washington, DC - Ginger Boone
19-23 May 2008 Shanghai, China - Martin Buckley
07-11 Jul 2008 Nice, France - Ginger Boone
14-18 Jul 2008 Bangkok, Thailand - Martin Buckley
04-08 Aug 2008 Washington, DC - Ginger Boone
04-08 Aug 2008 Washington, DC - Bob Browdy
11-15 Aug 2008 Sao Paulo, Brazil - John Ayo
06-10 Oct 2008 Rome, Italy - Ginger Boone
13-17 Oct 2008 Mumbai, India - Martin Buckley
20-24 Oct 2008 Washington, DC - Ginger Boone
20-24 Oct 2008 Washington, DC - John Ayo
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Student quotes

"Hats off to the Top Gun Faculty for providing me with a Wonderful learning experience! Thank-You very much!! I leave the class with more confidence :-) "

"Absolutely what I needed, hoped for and expected. Truly a memorable and valuable week."

"Many positive changes since I attended Top Gun in 2004. Great selling perspective and the cross selling component is essential to IBM Software Group selling."

"Exceptional course -- wish I had done this a year ago! Quality of presenters was exceptional."

"I thought this course was fantastic learning opportunity. It brings attention to how important product knowledge is and allows for growth regarding sales strategy and customer approach. The instructors were generous, knowledgable and approachable." Call center sales rep

"Top Gun is the Best! What I have learned will be with me always. Best Experience I have had in Software training!" Call center sales rep

"Best run corporate training I have veen to. Really helped me understand the scope of our software." Manager

"In a word, Outstanding! The topics were right on target and the speakers were all top notch!" Sales staff

"As a software rep, this has been the most valuable part of my training program! Thank you!" Software sales rep

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Class manager

Ginger Boone

John Ayo

Ginger Boone
booneg@us.ibm.com

John Ayo
ayo@us.ibm.com

 

Art Ambrose

Martin Buckley

Art Ambrose ambrose@us.ibm.com

Martin Buckley martin.buckley@au1.ibm.com

 

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