WebSphere Selling Essentials Top Gun


 

Class description

This 4.5 day solution selling class teaches how to sell WebSphere capabilities through experiential learning activities.  Over 75% of the classroom time is dedicated to situational exercises that include:

You will craft a software win plan for at least one opportunity as well as an action plan for prospecting in your accounts.

 

Duration

WebSphere Sellings Essentials Top Gun is a 4 1/2 day class.

 

Audience

WebSphere Portfolio and z sellers and Business Partners with basic WebSphere knowledge.  Any role selling or recommending WebSphere solutions including WebSphere CTPs and brand architects, Channel Reps, GB reps, inside sales or services sales as well as cross-brand roles such as SWCLs and SWITAs

 

Objectives

Upon completion of this class, you will be able to:

Prospect in your territory for new opportunities

Identify new opportunities for Application Infrastructure, Connectivity and BPM Solutions

Progress deals through the pipeline

 

Prerequisites

IBM TGVL: WebSphere Product Basics or a basic knowledge of the WebSphere Portfolio of products gained through job experience.  Basic WebSphere product knowledge is assumed and introductory product training will NOT be covered.

 

Agenda

Day Topic
Day 1

WebSphere Overview Whiteboard

Sales Accelerators

BPM/Decision Management

BPM Use Cases

Operational Decision Management

Exercises

Day 2

BPM Competition

Sales Cycle - Prospecting - Asking Questions

Connectivity Solutions

SOA Use Cases

Application Server and Caching

Winning Opportunities!

Exercises

Day 3

Connectivity Competition

Prospecting Resources

Cloud

Mobile

Exercises

Day 4

Application Infrastructure Competition

Pricing

Cross Selling

Competition Q&A

Exercises

Day 5

Opportunity Workshop

Executive Speaker

 

Schedule/enrollments

 

Student Feedback

"The best training I had ever done in my life and I spent 8 years working for another American software company!"  WebSphere Sales Specialist (France)

"This course will help me enormously with my job.  I am confident I will achieve increased revenue as a direct result."  WebSphere Sales Specialist (UK)

"I really liked the role plays and references workshops.  Great way to train us on how to manage the meeting with the customers."  SMB Software Sales Specialist (France)

"Helped me to develop new skills in ways to approach the customer."  WebSphere Sales Specialist (Romania)

" I am bristling with confidence as a result of some excellent teaching and content  WebSphere Sales Specialist (UK)

"Best education course experienced in 11 years at IBM"   WebSphere Sales Specialist (France)

 

Class manager

Related links

Top Gun Quarterly Newsletter