IBM System z Advanced Top Gun


 

Class description

Are you a seasoned seller of System z software or hardware who has attended a basic Top Gun class? Are you ready for even more hands-on, intensive activities, discussion, and teaming opportunities to help you drive more System z sales? If so, you are a perfect candidate for the Advanced Top Gun class!

If any of the following goals appeal to you, be sure to register for this fast-paced, interactive class:

 

Duration

4 full days, on site; all sessions are mandatory in this graded (pass/fail) class

 

Audience

Advanced sellers of System z hardware and software, including System z Software Sales Reps (zSCLs), Software Sales Reps, Inside Sales, Client Reps, Software Client Architects, and Technical Sales

 

Objectives

Upon completion of the class, the learner should be able to do the following

 

Prerequisites

 

Agenda (subject to change)

Day Topic
Day 1

Pre-test

How System z supports Smarter Planet

Generating higher System z value with IBM software capabilities

Using System z solutions to drive revenue growth

Selling the value of Linux on System z

Day 2

Becoming your customer’s trusted partner: Selling business value versus selling products

Thinking outside the IT box: Strategizing to find opportunities in new areas

Using the right tool for the right job

Why we drive the latest hybrid (solution)

zStack attack! (exploring how hardware and software sellers can work together to grow the zStack and expand the current one)

Can we talk? (creating an elevator pitch based on your prerequisite opportunity)

Building a better business case that includes ROI

Day 3

Delivering your elevator pitch

Partnering with your sales and client teams

Helping your customers save money with industry solution offerings for System z

Partnering with application solution providers

Leading a customer discussion on industry solutions

Opportunity sharing

Day 4

Yeah, but… (handling challenging objections focused on industry solution offerings)

Learning from others to drive success with System z solution selling

Graded post-test (component of pass/fail grade)

 

Schedule/enrollments

Click on the date below to enroll in a future class. Please check back frequently as additional classes are added to this list.

 

Class manager

Related links

Top Gun Quarterly Newsletter