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| 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 Management, Rational, Tivoli, WebSphere, and Lotus. 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. |
| Software Top Gun is a 5 day class. |
| SSR's, SSR Specialists, Call Center sales specialists, Business Partners |
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- Enable students with product capabilities, differentiators, business value, strategy, and market understanding to identify, own, and close software deals.
- Enable the students to cross sell products while building strong foundational product knowledge.
- Enable the students to create and communicate a seamless enterprise vision for the customer.
- Enable students to leverage the breadth of software offerings to sell against the competition.
- Enable students to integrate Signature Selling to sell a total software portfolio offering
- Enable students in the above areas by offering teaching activities which have practical application, simulated practice and rigorous testing.
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There are three prerequisites:
- Send a Sales opportunity of your choosing ahead of class.
- 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.
- 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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Topics |
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| Day 1 |
- Software Top Gun, A Guided Tour
- Introduction to Information Agenda
- Information Management
- Content Management
- Business Intelligence and Cognos
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| Day 2 |
- Introduction to WebSphere
- WebSphere Infrastructure
- WebSphere Connectivity
- Business Process Management
- Opportunity Win Plans
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| Day 3 |
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| Day 4 |
- Tivoli
- System z Software
- Cross Selling
- Student Opportunity Workshop (Evening Session)
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| Day 5 |
- Student Presentations
- Executive Perspective
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Scheduled classes:
- March 2-6, 2009: Warsaw, Poland
- Apr 20-24, 2009: Santiago, Chile
- Apr 27-May 1, 2009: Auckland, New Zealand
- May 4-8, 2009: Helsinki, Finland
- May 4-8, 2009: Sydney, Australia
- May 11-15, 2009: Amsterdam, Netherlands
- Jul 13-17,2009: Sydney, Australia
- Oct 19-23, 2009: Istanbul, Turkey
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| Enroll now |
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"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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