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.



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



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



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



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.



Day Topic
Day 1

WebSphere Overview Whiteboard

Sales Accelerators

BPM/Decision Management

BPM Use Cases

Operational Decision Management


Day 2

BPM Competition

Sales Cycle - Prospecting - Asking Questions

Connectivity Solutions

SOA Use Cases

Application Server and Caching

Winning Opportunities!


Day 3

Connectivity Competition

Prospecting Resources




Day 4

Application Infrastructure Competition


Cross Selling

Competition Q&A


Day 5

Opportunity Workshop

Executive Speaker




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

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