IBM Software & Solutions Top Gun



Class description

Software and Solutions Top Gun is designed for all Software, Global Market, GBS/GTS, Systems, Marketing, Channel sellers, Digital Sales, and Business Partners who need to better understand how to sell IBM's Software solutions. This is a fast-paced, high-energy sales class that covers the IBM software capabilities and sales strategies at a coverage rep level.

This is a PASS/FAIL course, and attendees will be tested on the class pre-requisites. The Face-to-Face class will include daily quizzes, tests, graded exercises, and "Stand & Deliver" requirements.

It is an excellent offering for the seller who is in need of a high level overview of the IBM Software portfolio of capabilities and a fundamental knowledge IBM's software strategy.



Software and Solutions Top Gun is a 4.5 day face-to-face, graded sales class.


Key Audience

  • SW Coverage reps
  • Client leaders
  • Digital Sales reps, Software coverage reps, client reps, S&S reps, etc
  • Business Partners needing a “big picture” view of how to sell the software portfolio
  • Anyone who wants to make money selling IBM Software


  • Enable students with IBM Software portfolio capabilities, differentiators, business value, and strategy
  • Enable students to learn how to identify "as-a-service" sales opportunities
  • Enable students to create and communicate a seamless Cognitive Business solution vision for the customer
  • Enable students to leverage the breadth of IBM's software offerings to sell against the competition
  • Allow students to demonstrate what they learned in class with simulated practice and exercises


    Listen to the replay of the Top Gun Virtual Learning - Cognitive & Software Business Basic (Note: first day test in face-to-face class will be based on this material)


    General Topics (subject to change):

  • Becoming a Cognitive Business
  • IBM Analytics Platform & Solutions
  • IBM Hybrid Cloud Offerings
  • IBM Security Strategy
  • IBM Enterprise Social & Talent Solutions
  • IBM zSoftware Overview
  • Selling SaaS is your Business
  • Sales Techniques Exercises (e.g. elevator exercises, objection handling, talking with CxO, etc.)


    Please check back frequently as additional classes are added to this list.  Click on the appropriate link below to enroll:

    CONFIRMATION to be reviewed by sponsor, all enrollments will be in Pending status.

    Class manager


    Gery Perez

    John Ayo

    John Ayo

    Darlene Shamsid-Deen

    Darlene Shamsid-Deen

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    Related links

    Top Gun Quarterly Newsletter