e-business Selling WorkshopWelcome
Introduction to e-business Selling Workshope-business and e-business cycleIBM Framework for e-businessLeveraging IBM knowledgeMatch customer needs to e-business solutionsOpportunity identificationCompetitionValue justificationTerms...... using SSM
ExercisesIn-class exercisesIn-class checkpoint questions (test 810 objectives)UFCC case studyTake home:Product notesSelect key IBM literatureProduct history chartWeb site references and examples
Business GoalsEnable sales professionals to gain buy-in to the IBM Framework for e-business by using the Signature Selling sales professionals to compete effectively by differentiating IBM's approach from sales professionals to increase market share in e-business environments.
Agenda (1 of 2)Day 1Unit 1 - IntroductionUnit 2 - e-business and e-business e-business and e-business e-business SegmentsUnit 3 - IBM Framework for e-businessExercise - Product Functions (Homework)Unit 4 - Opportunity Introduction to the Case StudyExercise - Building Pain Chains (Homework) Identifying High-potential ProspectsExercise - Identifying Stimulating Vision Creation and Framework DifferentiatorsExercise - Differentiation
Agenda (2 of 2)Day 2Homework ReviewUnit 5 - Leveraging IBM InformationUnit 6 - Dynamic e-businessUnit 7 - CompetitionUnit 8 - Create a Compelling Transition VisionExercise - Building the Transition Integrated Solution ConceptExercise - Developing a Solution Value JustificationExercise - Interactive PresentationUnit 9 - Project Management and Roles
Test 810 ObjectivesEngage the Customer Evaluate Customers' Current Environment Identify e-business Opportunities Assist in Solution Design Reach Agreement with the Customer on e-business Solution Transition to Implementation and Monitor Project
IntroductionsNameCompanyBackgroundExpectations from class
Unit SummaryValue PropositionPositioning the courseIntroductions
