Overview
Do you get tongue-tied in a competitive selling situation? Are you uncomfortable calling on a competitive account? Do you feel you have all the competitive tools in your sales kit to engage successfully??
If you answered yes, to any of these questions, this new pilot class, IBM Top Gun Virtual Learning (TGVL): STG Competitive Selling class is designed for you!
This course includes value selling, competitive selling, along with competitive product updates. We will also focus on the Competitive Resources available to help you engage successfully.
This class will be interactive, and we have lined up a Top Notch team of sales speakers who will speak to their successful competitive engagements. You will hopefully get some new ideas to help you sell competitively in today’s business climate
Duration
The IBM TGVL: STG Competitive Selling class will be held on four consecutive days, approximately four hours each day. This is a total of four ½ days.
Audience
A wide range of IBM and IBM Business Partner professionals who sell, market, or support IBM systems will benefit from this offering. A prime target audience is STG sellers with cross brand responsibilities - SSMs, CSMs, SSRs, Architects, etc.
Note: Although this course is available to students worldwide, please be aware that all topics will be presented in English.
Objectives
The objective for this class is to build sales expertise in competitive selling situations.
At the end of the course, sellers will have increased knowledge of the competition, how they engage customers, and how we can combat them on a day to day basis.
Sellers will have the opportunity to learn where to find the latest information, and download tools that will help them present to their customers.
Prerequisites
- There are no pre-requisites for this class.
Agenda
| Day | Topic |
|---|---|
| Day 1 |
OveClass Overview and Objectives Selling the Value of IBM Selling Solutions vs. Technical Selling Competitive HP Overview |
| Day 2 |
Competitive SWG Overview for STG sellers Power Systems Competitive Overview Competitive Selling Tips & Techniques |
| Day 3 |
Competitive System z Considerations BladeCenter & System x Overview |
| Day 4 |
Selling System Storage in Competitive Situations Competitive Resources available to help you sell successfully! |
Location
The class location is your office - no travel. The class will be delivered via a live internet-based virtual classroom. Subsequently, the class will be made available for replay.
Fee
This class has no tuition fee.
Schedule/enrollments
Scheduled classes:
- July 7-10 (9:30 am - 1:30 pm Eastern)
- Enroll now for live virtual event
- Enroll for replay of prior class
