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This class focuses on the IBM Tivoli IT Service Management (ISM) solutions, from a solution-selling perspective. It is NOT a product training class. Students will learn how every sale can and should include Tivoli ISM products, based on business value. They will also gain knowledge on how to beat the competition and acquire the skills and tools to do it. Students will craft their software win plans utilizing cross selling techniques. Upon completion students will use the skills to drive additional software revenue within their industries, and be able to identify, own and close their own software opportunities.
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Tivoli Top Gun is a 5 day class.
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The audience for Tivoli Top Gun consists of BDR, BP SSRs, iSSRs, Industry SSRs,Coverage SSRs, BPSMs, Business Partners, Business Consulting Services (Consultants, Partners, CSMs), and anyone selling and/or recommending Automation, Security & Storage software solutions.
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- Provide solution-based sales training for each of the Tivoli business segments:
- Automation
- Security
- Storage
- Help students understand the competition, their strategies and how to combat these strategies.
- Educate students on selling tools available, including the Business Value Analyst (BVA) tool, Automation Assessment, etc.
- Enable the audience to confidently identify Automation, Security and Storage opportunities and increase their revenue.
- Enable students to use Signature Selling to sell IBM Tivoli specialties – Automation, Security and Storage.
- Relate Automation, Security, and Storage products to the IT Service Management, Service Oriented Architecture, and Business-Driven SW Development.
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Bring an identified Tivoli software opportunity to class with you.
Understand Signature Selling Methodology. Basic knowledge of the Automation, Security and Storage
software. This can be obtained at www.ibm.com/software/tivoli
or attending Software Top Gun class.
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"Best IBM course I've been to! All speakers were great!" - Technical Specialist, IBM
"This class exceeded my expectations. I will highly recommend it to my other team members!" - Tivoli Sales Specialist
"Excellent, Excellent class!" - Tivoli Sales Enablement
"Many useful hints and tips for 'daily life'!" - Storage Sales Specialist, IBM
"Great interaction/cross culture in the group!" - SSR, IBM
"Very good and useful!" - IBM Business Partner |
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