IBM TGVL: Software Intermediate Topics

This high-energy intermediate class focuses on IBM's Software Brands. Students will learn marketplace dynamics, sales strategy and product differentiators for the major software brands of Information Management, Rational, Tivoli, WebSphere, Lotus and System z Software. The focus of the class is on “Translation to Value” for our customers. Upon completion, students will use the skills to identify, own and close software opportunities, driving additional software revenue and profit within their industries.

IBM Top Gun Virtual Learning: Software Intermediate Topics - 4 hours over 4 consecutive half days

CSSR's, Software sales specialists, Call Center sales specialists, Business Partners or anyone wanting in depth knowledge of IBM's software portfolio.

1. Enable students with foundational software product capabilities, business value, and market understanding to identify, own, and close software deals
2. Enable the students to cross sell products to sell team IBM
3. Enable students with opportunity identification questions
4. Enable students to integrate Client Value Method (CVM) to sell a total software portfolio offering
5. Enable students to apply learned skills to sales deals
6. Enable students in the above areas by offering interactive teaching activities which have practical application, simulated practice and rigorous testing.

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There are two prerequisites:

1. Attend IBM Top Gun Virtual Learning: Software Fundamentals or have equivalent knowledge.
2. CVM CONCEPTS: You will be using Client Value Method (CVM) during this class. If you are a bit rusty on what they are, please review the wealth of material available.

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The class location is your office - no travel. Live virtual classroom on the internet.

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This class has no enrollment fee.

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Scheduled classes:

• May 28-31, 2012: On the Web

• Enroll now for live virtual event
• Enroll for replay of prior class

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