IBM Software and Solutions Top Gun

Attention Sellers!

If you are involved with Software sales at any level, then you will want to attend the "updated for 2013" IBM Software and Solutions Top Gun to learn how to effectively sell the Software solutions and brands!

This intense class focuses on IBM's software solutions and brands within the context of Smarter Planet. Students will learn what makes a customer want to buy, how to identify an opportunity, our capabilities and their business value and how to sell against the competition.  The major software solutions and subsystems of Smarter Analytics, Industry Solutions, Smarter Commerce, Smarter Cities, Rational, Tivoli, WebSphere, and as well as Collaboration Solutions are all covered.   Emphasis is on interactive exercises, capabilities and translation of technology to business value.  Students are coached on live sales deals they bring to class. Upon completion students will use the skills to drive additional software revenue within their industries and close their own software opportunities.

IBM Software and Solutions Top Gun is a 5 day class.

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

At the end of class students should be able to:

• Clearly communicate why a customer should buy IBM Software and Solutions.  The class will assist the seller in identifying, qualifying, progressing and closing software deals.
• Understand the IBM software middleware and solutions offerings and communicate their business value to our customers.
• Articulate the value of solutions based on middleware with a focus on the best practices for approaching different opportunities.
• Understand the complementary relationship of middleware and solutions.
• Create and communicate a seamless case on how a customer’s business would benefit from the IBM Software solution.
• Sell effectively against the competition.

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There are three prerequisites (additional details provided when you are confirmed in class):

1. Send a Sales opportunity of your choosing ahead of class.
2. Complete the replay of the SW Basics course online (approximately 6 hrs).
3. Do a Google Search of the words "Software Failure" and bring this to class

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Software and Solutions Top Gun, A Guided Tour
Business Analytics and Optimization
Information Management Topics
Business Analytics
WebSphere Topics
Business Process Management
Industry and Solution Sales
Opportunity Workshops
Security Solutions
Enterprise Content Management Solutions
Rational
Collaboration Solutions
Tivoli Solutions
System zSoftware

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Scheduled classes:

• February 4-8, 2013: Johannesburg, South Africa
• February 11-15, 2013: Washington, DC
• February 25-March 1, 2013: Bangkok, Thailand
• February 25-Mar 1, 2013: Sao Paulo, Brazil
• April 8-12, 2013: Washington, DC
• April 22-26, 2013: Sunningdale Park, London UK
• May 6-10, 2013: Santiago, Chile
• June 3-7, 2013: Washington, DC
• July 15-19, 2013: Mumbai, India
• August 12-16, 2013: San Francisco, CA
• October 7-11, 2013: Mexico City, Mexico
• October 21-25, 2013: CEE
• October 21-25, 2013: Dubai

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" You really changed this class!  It is no longer a Powerpoint firehose"

"Thought the course was great, the presenters excellent.  I have learned much."

"fantastic course, great information, I have learnt so so so MUCH!!"

"The quality of the instruction was top notch.  I feel fortunate to have had the opportunity to attend."

"Exceeded my expectations!  Terrific instructors presented solutions in a sales context and I had fun!"

"Covered a large amount of material in a way that we could stay focused."

"As a BP, I thought the networking opportunities were incredible and now I feel more confident with the SWG value prop."

"The first presentation on Industry Solutions by Enzo was worth my trip!  All presenters were excellent.  Thank you for rejuvenating me for another year!"

"I was impressed and pleased with the instructor abilities over the week.  This info is difficult and can easily get boring.  The lineup was engaging and interactive!"

"Class content was great  -- presenters were interested and passionate about topics.  I found two immediate OI leads in the products shared this week!"

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