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" IBM Software and Solutions Top Gun to learn how to effectively sell the Software brands and solutions!

This high-energy class focuses on IBM's software brands and industry solutions within the context of Smarter Planet. Students will learn marketplace dynamics, opportunity identification techniques, product differentiators and competition for the major software solutions and subsystems of Business Analytics and Optimization, Rational, Tivoli, WebSphere, and Collaboration Solutions as well as the Industry and Solutions Sales organization.   Emphasis is on 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

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 CVM 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, stand and deliver, and rigorous testing.

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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:

• January 23-27, 2012: Washington, DC
• February 13-17, 2012: Brussels, Belgium
• February 27 - March 2, 2012: Sao Paulo, Brazil
• March 5-9, 2012: Casablanca
• April 23-27, 2012: Chicago, IL
• May 7-11, 2012: Lima, Peru
• May 13-17, 2012: Dubai
• May 14-18, 2012: Singapore
• May 21-25, 2012: United Kingdom (Sunningdale)
• June 4-8, 2012: Beijing, China
• July 9-13, 2012: Ljubljana, Slovenia
• July 16-20, 2012: Johannesburg, South Africa
• July 23-27, 2012, 2012: Sydney, Australia
• August 13-17, 2012: Chicago, IL
• August 27-31, 2012: Mexico City, Mexico
• October 1-5, 2012: Amsterdam, Netherlands

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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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