This course is not scheduled. Inquire about Onsite training at your facility.
Overview
| Course code | XSR02 | Skill level | Basic |
|---|---|---|---|
| Duration | 2.0 days | Delivery type | Classroom |
| Course type | Public or Private on-site | ||
| Public price | USD $1,395.00 plus tax | ||
XSR02 will introduce many of the issues large and mid-market customers face, and discuss the solutions that are available to address these issues. We will also introduce ideas on selling to key contacts in the large and mid-market corporate structure.
Prerequisites
You need the following skills and knowledge before you attend this course:
- Familiarity with the System x product line (XSW04/XSR04)
- Some experience selling into Large or Mid-Market businesses
- Some consultative selling skills training in either IBM’s Signature Selling Methodology or a comparable sales methodology.
Skills taught
After completing this course, using the supporting documentation, you should be able to:
- Identify opportunities for System x servers in large enterprise and mid-market accounts by engaging customers early in the buying process.
- Evaluate your sales methods and apply new strategies to improve your selling effectiveness.
- Explain key System x enterprise and ISV solutions.
- Drive the implementation of System x servers as an integral part of enterprise solutions.
- Create the total System x solution for your customers with options, services and support.
- Recall competitors’ sales strategy and direction; position System x as the superior platform for Intel-based computing.
- Discuss System x systems management leadership in the industry.
- Propel yourself with confidence into new enterprise opportunity areas knowing that you are delivering the best solutions using IBM System x.
Course outline
- Topic 1: An Overview of the EXA Program, System x
- Topic 2: Top Strategies for Selling and Competing in Large or Mid-Market Accounts
- Topic 3: System x High-Performance Product Overview
- Topic 4: IBM Systems BladeCenter
- Topic 5: Selling the Value of Systems Management
- Topic 6b: Server Infrastructure Software - Third Party Solutions
- Topic 7-8: COMING SOON - NEW COURSES
- Topic 9: Competitve Winback: Strategies for Selling System x
- Topic 10: Selling Other Solutions with System x Solutions
- Topic 11: System x Storage Solutions
- Topic 12: Selling the Total Solution – Options, Services and Support
Appendix A: Student Handouts
Glossary
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