Why Top Gun Training at IBM? (PDF 7.2
Why Top Gun Training at IBM? (PDF 7.2
Why Top Gun Training at IBM? (PDF 7.2
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“I meant to say a big thank you for <strong>Top</strong> <strong>Gun</strong>, as I passed my Storage Sales certific<strong>at</strong>ion<br />
exam last S<strong>at</strong>urday! <strong>Top</strong> <strong>Gun</strong> was the perfect forum to prepare for the exam.” – Tessa<br />
Lwanaga, Sales Skills Enablement, September 10, 2010, <strong>IBM</strong> System Storage<br />
Inform<strong>at</strong>ion Infrastructure <strong>Top</strong> <strong>Gun</strong> in Hursley, UK<br />
“As the result of <strong>Top</strong> <strong>Gun</strong> Course I have passed the exam and got "<strong>IBM</strong> Certified Specialist<br />
-System x Sales V5" on April 14, 2010” – Konstantin Karpukhin, Business Partner<br />
Technical Seller, July 14, 2010, <strong>IBM</strong> System x & BladeCenter in Moscow, Russia<br />
8. Networking is always key to a salesperson’s success<br />
“The course was extremely beneficial in helping me<br />
understand the various services, especially in my role<br />
where I’m required to understand all of these. It was<br />
excellent for networking or getting to meet others th<strong>at</strong> I<br />
can reach out to in the future.” - Michael Holt, PE, July<br />
15, 2011, <strong>IBM</strong> Services <strong>Top</strong> <strong>Gun</strong> in Armonk, New<br />
York<br />
“It was gre<strong>at</strong> the mix of people from different areas (SW,<br />
GBS, <strong>IBM</strong> Business Partner’s). This gave a very rich<br />
knowledge exchange and added a lot of value to me.” -<br />
Juan Martín Gibernau, Software Sales Specialist, July 29, 2011, Software and<br />
Solutions <strong>Top</strong> <strong>Gun</strong> in Bogotá, Colombia<br />
“It was a gre<strong>at</strong> experience for me, not only for the content of the class, but also had the<br />
chance to interact with people from different countries allowing us to understand much<br />
better the customs and the way of thinking.” - Camilo Gaitán, Server Sales Specialist,<br />
October 7, 2011, System x & BladeCenter in Bogotá, Colombia<br />
“Very useful class. Gives us a lot of new things as our selling tools. I met a lot of people<br />
who can help on selling IM products.” - <strong>IBM</strong> Business Partner, June 3, 2011, Inform<strong>at</strong>ion<br />
Management <strong>Top</strong> <strong>Gun</strong> in Bangkok, Thailand<br />
“Being able to improve one’s skills with other<br />
colleagues’ experiences plus the facilit<strong>at</strong>ors<br />
guidance will definitely help improve sales<br />
winnings. Keep doing it!” - Gustavo Guerrero,<br />
Server Sales Specialist, August 12, 2011,<br />
Power Systems Value <strong>Top</strong> <strong>Gun</strong> in Lima, Peru<br />
“The team exercises are gre<strong>at</strong>. They allow<br />
everyone to contribute ideas and listen to others’<br />
feedback.” - Lawrence Ha, July 15, 2011,<br />
R<strong>at</strong>ional <strong>Top</strong> <strong>Gun</strong> in Bangkok, Thailand<br />
4 Rules to Outlast the Competition<br />
#1 – Don’t stop selling<br />
#2 - Network, network, network<br />
#3 - Rel<strong>at</strong>ionships are long-term,<br />
show the prospect you care<br />
with regular contact<br />
#4 - Regularly upgrade your<br />
selling skills with a seminar,<br />
mentor, coach, inspir<strong>at</strong>ional<br />
speaker<br />
<strong>IBM</strong> Confidential. External Distribution Not Permitted.<br />
© 2005 <strong>IBM</strong> Corpor<strong>at</strong>ion<br />
<strong>Why</strong> <strong>Top</strong> <strong>Gun</strong> <strong>at</strong> <strong>IBM</strong>? From the Student’s Perspective 9<br />
19
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