WebSphere Solution Selling Top Gun


 

 

Class description

This training builds on the introductory product learning provided in the WebSphere Product Fundamentals curriculum (Link for IBMers, Link for Business Partners), and takes the student from product knowledge to WebSphere solution selling competence. You learn how to sell the WebSphere portfolio, and gain insights on what our competitors tell customers and how to position against them

This training offering includes two parts

  • WebSphere Solution Selling Part 1 Top Gun Virtual Learning
  • WebSphere Solution Selling Part 2 Top Gun

Part 1 of the training is delivered virtually using a virtual classroom; replays are also made available. This part is primarily lectures, with interactive activities such as Q&A and group polling exercises. An online test completes part 1. Passing the test is a pre-requisite to attending part 2

Part 2 of the training is delivered in a traditional classroom format and is activity based. Class time is dedicated to applying knowledge acquired from part 1 to further develop your solution selling skills through mentored role plays, whiteboarding practice, and collaborative learning activities.

 

Duration

WebSphere Solution Selling Part 1 TGVL: 4 half-day sessions, each approximately 4 hours long
WebSphere Solution Selling Part 2 TG
: 3.5 days

 

Audience

IBM and IBM Business Partner professionals who sell, market, or support WebSphere will benefit from this offering. Primary audiences are WebSphere sales representatives, WebSphere technical sales professionals, and WebSphere Business Partners. Any IBMer or Business Partner who needs to build skills to sell WebSphere Solutions against the competition will gain significant value from this class.

 

Objectives

Upon completion of WebSphere Solution Selling Part 1 TGVL, you will be able to:

  • Identify opportunities for the WebSphere portfolio
  • Position the WebSphere solutions and articulate their competitive advantages
  • Understand how the products combine to make solutions that create value for our customers
  • Understand how to position against the competition

 

Upon completion of WebSphere Solution Selling Part 2 TG, you will be able to:

  • Identify and progress WebSphere solution opportunities
  • Uncover relevant business drivers and articulate the business value of WebSphere solutions
  • Devise successful competitive tactics
  • Hold a consultative selling session using whiteboarding techniques
 

Prerequisites

Basic knowledge of the WebSphere portfolio is required. This knowledge can be acquired following the WebSphere Product Fundamentals curriculum (Link for IBMers, Link for Business Partners).

 

Agenda (subject to change)

WebSphere Solution Selling Part 1 TGVL:

Day 1: Selling Smarter Process and Mobile
Day 2: Selling Connectivity and Integration solutions for mobile and beyond
Day 3: Selling Application Integration, Selling WS Cloud solutions
Day 4: Competitive sessions

 

WebSphere Solution Selling Part 2 TG:

Each day features a combination of the following:

  • Whiteboarding exercise
  • Role plays on key use cases
  • Territory planning & prospecting exercises
  • Learning games
  • Competitive games
  • Reference jam
  • Opportunity workshop
 

Schedule/enrollments

WebSphere Solution Selling Part 1 TGVL:

 

WebSphere Solution Selling Part 2 TG:

  • TBD
 

Fee

This class has no enrollment fee.

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