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:
- Positioning business value of WebSphere solutions
- Relevant business drivers
- Opportunity identification and progression
- Successful competitive strategies
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
- Know the sales plays, and key industry relevant factors
- Identify prospects, and their potential pain points
Identify new opportunities for Application Infrastructure, Connectivity and BPM Solutions
- Know typical use cases, or patterns
- Know key questions to ask (per industry)
- Be able to use references to relate to a client
- Be able to articulate the value proposition of WS products
Progress deals through the pipeline
- Understand the key sales cycle milestones, and how to use sales accelerators
- Be able to size a deal, and price it
- Understand the competition and how best to win against them
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
Click on the date below to enroll in a future class:
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
John Ayo
