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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 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.
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Software Top Gun is a 5 day class.
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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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Day 1
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- Software Top Gun, A Guided Tour
- Selling SOA
- WebSphere Application Servers
- Services to Sell Software
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Day 2 |
- Application and process Integration
- Rational
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Day 3 |
- Information Management
- WPLC
- System z Software
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Day 4
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- Tivoli
- Competitive Awareness
- Cross Selling
- Student Opportunity Workshop (Evening Session)
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Day 5
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- Student Presentations
- Executive Perspective
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Click on the date below to enroll in a future class
or to view photos of prior class Top Guns!
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21-25 Jan 2008 |
Sydney, Australia - Ginger Boone |
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21-25 Jan 2008 |
Sydney, Australia - Bob Browdy |
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04-08 Feb 2008 |
London, UK - John Ayo |
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18-22 Feb 2008 |
Hanoi, Vietnam - Martin Buckley |
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25-29 Feb 2008 |
Dallas, TX - John Ayo |
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03-07 Mar 2008 |
Washington, DC - Ginger Boone |
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09-13 Mar 2008 |
Dubai - Bob Browdy |
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10-14 Mar 2008 |
Johannesburg, South Africa - Art Ambrose |
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07-11 Apr 2008 |
Auckland, New Zealand - John Ayo |
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14-18 Apr 2008 |
Paris, France - Bob Browdy |
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21-25 Apr 2008 |
Toronto, Canada - Ginger Boone |
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28 Apr-02 May 2008 |
Delhi, India - Martin Buckley |
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12-16 May 2008 |
Stockholm, Sweden - Ginger Boone |
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19-22 May 2008 |
Washington, DC - Ginger Boone |
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19-23 May 2008 |
Shanghai, China - Martin Buckley |
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07-11 Jul 2008 |
Nice, France - Ginger Boone |
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14-18 Jul 2008 |
Bangkok, Thailand - Martin Buckley |
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04-08 Aug 2008 |
Washington, DC - Ginger Boone |
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04-08 Aug 2008 |
Washington, DC - Bob Browdy |
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11-15 Aug 2008 |
Sao Paulo, Brazil - John Ayo |
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06-10 Oct 2008 |
Rome, Italy - Ginger Boone |
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13-17 Oct 2008 |
Mumbai, India - Martin Buckley |
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20-24 Oct 2008 |
Washington, DC - Ginger Boone |
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20-24 Oct 2008 |
Washington, DC - John Ayo |
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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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