IBM Sales Training

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TABLE OF CONTENTS

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IBM CLIENT ENGAGEMENT MODEL [IBM 고객 중심 영업 모델]

⇒ Overview: Model Overview [모델 구조] ⇐

⇒ Step 1: Prepare [사전 준비] ⇐

⇒ Step 2: Engage [초기 접촉] ⇐

⇒ Step 3: Qualify [기회 검증] ⇐

⇒ Step 4: Design [솔루션 설계] ⇐

⇒ Step 5: Propose [제안서 전달] ⇐

⇒ Step 6: Negotiate [협상 과정] ⇐

⇒ Step 7: Closing/Commit [계약 체결] ⇐

⇒ Step 8: Closed [계약 완료] ⇐

⇒ Step 9: Deploy [도입] ⇐

⇒ Step 10: Adopt [활용] ⇐

⇒ Step 11: Expand Value [확장 기회 창출] ⇐

PROGRESS AND CLOSE DEALS: PROGRESS AND CLOSE DEALS [거래 진행 및 성사 과정]

⇒ Part 1: Prepare Accordingly - Deal Coaching Is Not Cadence Coaching [따라서 준비 - 거래 진행과 영업 절차의 차이] ⇐

⇒ Part 2: Drive Deal Success - Seven Deal Essentials [거래 성사 달성 - 7가지 핵심 요소] ⇐

⇒ Part 3: Deal Progression Guides [거래 진행 가이드] ⇐

⇒ Part 4: Deal Essential - Compelling Reason to Act [거래 필수 단계 - 고객을 움직이는 설득력 있는 실행 사유] ⇐

⇒ Part 5: Deal Essential - Unique Value Proposition [거래 필수 단계 - 차별화된 가치 전달 전략] ⇐

⇒ Part 6: Deal Essential - Business Case [거래 필수 단계 - 비즈니스 정당성 수립] ⇐

⇒ Part 7: Deal Essential - Stakeholder Strategy [거래 필수 단계 - 이해관계자 전략] ⇐cn

⇒ Part 8: Deal Essential - Competitive Strategy [거래 필수 단계 - 경쟁사 대응 전략] ⇐

⇒ Part 9: Deal Essential - Decision Criteria [거래 필수 단계 - 의사 결정 기준 분석] ⇐

⇒ Part 10: Deal Essential - Path to Close [거래 필수 단계  - 계약 체결까지의 로드맵] ⇐

⇒ Part 11: ISC Capability - Deal Vulnerabilities - Pursuit Profiler [거래 취약점 진단] ⇐

⇒ Part 12: Progress and Close Deals - Quick View [거래 진행 상황 및 거래 성사] ⇐

PROGRESS AND CLOSE DEALS: TRUSTED PARTNER [신뢰받는 파트너]

⇒ Part 1: The Elevator Pitch for Trust [신뢰를 얻어내는 엘리베이터 피치] ⇐

⇒ Part 2: What Is Trust? [신뢰란 무엇인가?] ⇐

⇒ Part 3: Why Is Trust Critical to Engaging Your Client? [왜 신뢰가 고객 참여에 중요한가?] ⇐

⇒ Part 4: Learn the Trust Equation [신뢰 방정식 이해] ⇐

⇒ Part 5: Discover Your Trust Quotient [나의 신뢰 지수 진단하기] ⇐

⇒ Part 6: Reduce Self Orientation and Increase Trust [본인 중심 소통을 줄이고 신뢰를 형성] ⇐

⇒ Part 7: Initiate Trust Creation Conversations [신뢰를 형성하는 대화 시작] ⇐

⇒ Part 8: 7 Ideas for Building Trust in Sales [신뢰를 쌓기 위한 7가지 아이디어] ⇐

⇒ Part 9: The Quick-Impact List to Gain Trust [빠르게 신뢰를 얻는 신뢰 리스트] ⇐

⇒ Part 10: Build Trust With Authenticity [진정성 있는 태도로 신뢰 형성] ⇐

⇒ Part 11: Move Forward in Client Relationships [고객과의 관계를 다음 단계로 발전] ⇐

PROGRESS AND CLOSE DEALS: CLIENT DEMO BEST PRACTICES [고객 대상 데모 방법]

⇒ Part 1: Prepare Thoughtfully [전략적으로 데모 준비] ⇐

⇒ Part 2: Wow Them With Stories [스토리텔링으로 고객 사로잡기] ⇐

⇒ Part 3: Demo to Win [계약으로 이끄는 성공적인 데모 실행법] ⇐

⇒ Part 4: Follow Up to Progress the Deal [후속 대응으로 거래 진전] ⇐

⇒ Part 5: Avoid Common Pitfalls [데모시 흔히 발생하는 실수 방지] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: KNOW YOUR CLIENT [고객에 대한 이해도]

⇒ Part 1: Start With Big Picture [고객에 대한 전체적인 그림부터 시작] ⇐

⇒ Part 2: Dive Deep Into Your Client's Business [고객 비즈니스에 깊이 분석] ⇐

⇒ Part 3: Explore the Client's Relationship With IBM [고객과 IBM과의 관계 이력 검토] ⇐

⇒ Part 4: Understand the Stakeholders [고객 조직 내 주요 이해관계자 이해] ⇐

⇒ Part 5: Build Credibility With Industry Expertise [산업 전문성 기반 신뢰 형성] ⇐

⇒ Part 6: Expand Your View With SWOT Analysis [SWOT 분석을 통한 심층 고객 분석] ⇐

⇒ Part 7: Analyze Competitive Influences With the Five Forces Model [모델 분석으로 경쟁 환정 진단] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: PROSPECT WITH IMPACT [영향력 있는 잠재 고객 발굴 전략]

⇒ Part 1: Master the Prospect With Impact Approach [임팩트 접근 방식으로 잠재 고객 발굴] ⇐

⇒ Part 2: Identify Message and Resources [전달 메세지와 활용 자원 파악하기] ⇐

⇒ Part 3: Raise Awareness, Trigger Interests to Generate Leads [인지도 증가 및 관심 유도로 잠재고객 생성] ⇐

⇒ Part 4: Leverage Marketing Insights [마케팅 인사이트 활용] ⇐

⇒ Part 5: Determine the Value Conversation [가치 중심의 대화 설계] ⇐

⇒ Part 6: Engage to Explore Challenges / Insights [대화를 통해 고객의 문제와 인사이트 탐색] ⇐

⇒ Part 7: Take Action to Qualify [행동을 통해 고객의 구매 가능성 평가 및 자격 확인] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: EXECUTE STAKEHOLDER STRATEGY [이해관계자 전략 실행]

⇒ Part 1: Avoid Common Missteps [자주 발생하는 실수 방지] ⇐

⇒ Part 2: Master the Execute Stakeholder Strategy Approach [이애관계자 전략 실행 방식 숙지] ⇐

⇒ Part 3: Execute the Stakeholder Strategy - The Winning Actions [이해관계자 전략 실행 - 성공적 행동] ⇐

⇒ Part 4: Influence the Base of Power [권한과 영향력을 가진 핵심 인물 공량] ⇐

⇒ Part 5: Engage People of Interest [주요 관심을 가진 인물들에게 접근] ⇐

⇒ Part 6: Include All Buyer Roles [모든 구매자 역할 인물들 포함] ⇐

⇒ Part 7: Leverage Partner Allies - Assess Relationship Strength [파트너 네트워크 활용 전략 - 관계 강도 수준 진단] ⇐

⇒ Part 8: Leverage Partner Allies - Recruit and Leverage [파트너 네트워크 활용 전략 - 모집 및 공동 실행 전략] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: PURSUE BASED ON VALUE [가치 기반 영업 전개 전략]

⇒ Part 1: Master the Pursue Based on Value Approach [가치 기반 접근법 숙지] ⇐

⇒ Part 2: Qualify - Qualify to Pursue [자격 검토 단계 - 영업 자원 투입 여부 평가] ⇐

⇒ Part 3: Qualify - Consider "Should We Sell?" [자격 검토 단계 - 판매 적합성 평가] ⇐

⇒ Part 4: Qualify - Evaluate "Can We Sell?" [자격 검토 단계 - 실행 가능성 및 역량 평가] ⇐

⇒ Part 5: Qualify - Assess and Decide to Qualify or Disqualify [자격 검토 단계 - 자격 여부 판단 및 최종 평가] ⇐

⇒ Part 6: Create Value - Identify "Why IBM" [가치 창출 단계 - IBM을 선택해야 하는 이유 도출] ⇐

⇒ Part 7: Create Value - Identify Unconsidered Needs [가치 창출 단계 - 고객이 고려하지 않은 숨겨진 니즈 발굴] ⇐

⇒ Part 8: Create Value - Move Beyond Parity to IBM Unique Value [가치 창출 단계 - 경쟁사와 유사성을 넘어선 차별점 강조] ⇐

⇒ Part 9: Convey Value - Articulate "Why IBM" [가치 전달 단계 - IBM의 차별적 가치를 명확하게 설명] ⇐

⇒ Part 10: Elevate Value - Communicate "Why Invest" [가치 상승 단계 - 투자 필요성 정당화에 대한 소통] ⇐

⇒ Part 11: Elevate Value - Create Executive Urgency "Why Now" [가치 상승 단계 - 경영진에게 긴급성 형성] ⇐

⇒ Part 12: Capture Value - Justify "Why Pay" [가치 획득 단계 - 정량적 가치 및 투자 대비 수익 근거 제시] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: COMPETE STRATEGICALLY [전략적인 경쟁]

⇒ Part 1: Master the Compete Strategically Approach [전략적인 경쟁 접근법 숙지] ⇐

⇒ Part 2: ISC Pursuit Profiler - Evaluate Competitive Position [CRM 도구 - 경쟁 위치 평가] ⇐

⇒ Part 3: From the Client View - Assess the Client's Alternatives [고객 시각 대안 평가 - 고객 관점 대안 평가] ⇐

⇒ Part 4: Select Competitive Move [경쟁 전략 성택] ⇐

⇒ Part 5: Competitive Move - Frontal [경쟁 전략 - 정면 승부 전략] ⇐

⇒ Part 6: Competitive Move - Flanking [경쟁 전략 - 측면 공략 전략] ⇐

⇒ Part 7: Competitive Move - Fragment [경쟁 전략 - 세분화 전략] ⇐

⇒ Part 8: Competitive Move - Defend [경쟁 전략 - 방어 전략] ⇐

⇒ Part 9: Execute Competitive Moves and Tactics [경쟁 전략 실행 및 전술 적용] ⇐

⇒ Part 10: Deliver a Competitive Trap [경쟁사 함정 설계를 통한 주도권 확보] ⇐

⇒ Part 11: Compete Strategically Through the ICEM Sales Stage [ICEM 각 단계에서 전략적 경쟁 전략 적용] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: CO-CREATE TO PROVE VALUE [가치 입증을 위한 고객과의 공동 창출]

⇒ Part 1: Clarifying Co-Creation [공동 창출의 개념 명확히 이해] ⇐

⇒ Part 2: Assessing the Value of Co-Creation [공동 창출의 실질적 가치 평가] ⇐

⇒ Part 3: Exploring Proof of eXperience (PoX) [경험 기반 가치 검증 PoX 탐색] ⇐

⇒ Part 4: Selecting the Right Proof of eXperience [고객 니즈에 맞는 PoX 선택] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: COMMUNICATE TO INFLUENCE [영향력을 높이는 소통]

⇒ Part 1: Communication Is Fundamental [소통은 핵심이다] ⇐

⇒ Part 2: Master the Communicate to Influence Approach [설득형 소통 접근법 숙지] ⇐

⇒ Part 3: Framework - Prepare for the Communication [소통 구조 - 소통 준비 단계] ⇐

⇒ Part 4: Framework - Open the Engagement [소통 구조 - 고객과의 교류 시작] ⇐

⇒ Part 5: Framework - Engage [소통 구조 - 본격적인 고객과의 교류] ⇐

⇒ Part 6: Framework - Close the Engagement [소통 구조 - 고객과의 교류 정리] ⇐

⇒ Part 7: Competency - Read the Audience [소통 역량 - 고객 반응 및 니즈 파악 능력] ⇐

⇒ Part 8: Competency - Engage the Audience [소통 역량 - 고객 참여 유도 능력] ⇐

⇒ Part 9: Competency - Ask Effective Questions [소통 역량 - 효과적인 질문 기술] ⇐

⇒ Part 10: Competency - Be Self Aware [소통 역량 - 자기 인식 역량] ⇐

⇒ Part 11: Competency - Listen Skillfully [소통 역량 - 적극적인 경청 능력] ⇐

⇒ Part 12: Competency - Be Relevant, Be Concise [소통 역량 - 간결하고 관련성 있는 소통 능력] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: NURTURE AND GROW [고객 관계 육성 및 관계 확장 전략]

⇒ Part 1: Discover the Power of Nurture and Grow [관계 육성과 관계 확장의 가치 파악] ⇐

⇒ Part 2: The Principles of Nurture and Grow [관계 육성과 관계 확장의 핵심 원칙] ⇐

⇒ Part 3: Why Stay, Why Evolve - Messaging Matters [유지와 확장의 이유 - 메세지의 중요성] ⇐

⇒ Part 4: Best Practices - "Nurture" [실전 전략 - 관계 육성] ⇐

⇒ Part 5: Best Practices - "Grow" [실전 전략 - 관계 확장] ⇐

⇒ Part 6: Customer Success is IBM Success [고객의 성공이 IBM의 성공] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: HANDLE OBJECTIONS [효과적인 고객 반론 대응]

⇒ Part 1: Learn to Love Objections [반론을 두려워 않고 기회로 받아들이기] ⇐

⇒ Part 2: Master the IBM Client Engagement Model Handle Objections Approach [IBM의 반론 대응 접근법 숙지] ⇐

⇒ Part 3: Listen and Acknowledge [고객에게 경청하고 상황 인식 표현] ⇐

⇒ Part 4: Explore [고객 상황에 대한 탐색 및 파악] ⇐

⇒ Part 5: Explore and Handle - Determine Objection Type [탐색과 대응 - 반론 유형 파악] ⇐

⇒ Part 6: Handle Successfully - Reframe Emotional Objections [성공적인 대응 - 감정 기반 반록 재구성] ⇐

⇒ Part 7: Validate That the Objection is Resolved [고객 우려 해소 확인 및 거리 진행 회복] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: NEGOTIATE TO WIN [계약 성사를 위한 협상]

⇒ Part 1: Master the Negotiate to Win Approach [계약 성공을 위한 전략적 협상 접근법 숙지] ⇐

⇒ Part 2: Plan - Plan Thoughtfully [협상 계획 - 전략적인 협상 계획 준비] ⇐

⇒ Part 3: Plan - Explore Positions and Interests [협상 계획 - 입장 및 이해관계 파악] ⇐

⇒ Part 4: Plan - Find Common Ground [협상 계획 - 고객과 공통 기반 파악] ⇐

⇒ Part 5: Plan - Identify Tradable and Levers [협상 계획 - 거래 가능 항목과 지렛대 식별] ⇐

⇒ Part 6: Plan - Determine Your BATNAs [협상 계획 - 대안 시나리오 설정] ⇐

⇒ Part 7: Plan - Define the Negotiating Range [협상 계획 - 협상 범위 정의] ⇐

⇒ Part 8: Negotiate - Open First [협상 실행 - 협상 주도권 잡기] ⇐

⇒ Part 9: Negotiate - Negotiate Skillfully [협상 실행 - 협상 기술 활용] ⇐

⇒ Part 10: Negotiate - Close Successfully [협상 실행 - 성공적인 마무리] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: IMPLEMENT AND DELIVER VALUE [가치 구현과 가치 제공]

⇒ Part 1: Close an Opportunity Successfully [성공적인 영업 기회 마무리] ⇐

⇒ Part 2: Explore the Importance of Deployment Strategy [제품 구현 전략의 중요성 이해] ⇐

⇒ Part 3: Master the Implement and Deliver Value Approach [가치 구현과 가치 제공 접근법 숙지] ⇐

⇒ Part 4: Validate Expected Outcomes and Business Value [기대 성과 및 비즈니스 가치 검증] ⇐

⇒ Part 5: Finalize Solution Design [솔루션 설계 최종 확정] ⇐

⇒ Part 6: Establish Deployment Plan [제품 구현 계획 수립] ⇐

⇒ Part 7: Reconfirm Success Metrics [성공지표 재확인] ⇐

⇒ Part 8: Execute Deployment Plan [제품 구현 계획 실현] ⇐

⇒ Part 9: Monitor and Optimize Performance [성과 모니터링 및 최적화] ⇐

⇒ Part 10: Assess Outcomes and Measure Value [결과 검토 및 비즈니스 가치 측정] ⇐

IBM CLIENT ENGAGEMENT MODEL PRACTICES: PLAN STRATEGICALLY - COMING 2H 2025 [전략적 계획]

⇒ Part 1: _________________ [_______________] ⇐

⇒ Part 2: _________________ [_______________] ⇐

⇒ Part 3: _________________ [_______________] ⇐

OTHER RESOURCES: CONDUCT WINNING CLIENT CONVERSATIONS [성공적인 고객 대화 기술 구현]

⇒ Part 1: Discover the Art of Conversation [대화의 기술 이해] ⇐

⇒ Part 2: Client Conversation Framework - Master Inquiry + Advocacy [고객 대화 구조 - 효과적인 질문 및 가치 제안] ⇐

⇒ Part 3: Client Conversation Framework - Follow the Conversation Framework [고객 대화 구조 - 고객 대화 구조 따르기] ⇐

⇒ Part 4: Client Conversation Framework - Plan Your Client Conversation [고객 대화 구조 - 고객 대화 사전 계획] ⇐

⇒ Part 5: Improve Your Virtual Sales Conversations [비대면 환경에서의 대화 역량 강화] ⇐

⇒ Part 6: Ask Powerful Questions [통찰력 및 의미 있는 질문 묻기] ⇐

⇒ Part 7: Become a Better Listener [더 나은 경청 자세 수립] ⇐

OTHER RESOURCES: TELL POWERFUL STORIES [강력한 이야기를 통한 설득]

⇒ Part 1: Leverage the Power of Story [이야기의 힘을 전략적으로 활용] ⇐

⇒ Part 2: Tell Powerful Stories [강력한 이야기를 전달하는 방법] ⇐

⇒ Part 3: Understand the Science Behind Storytelling [스토리텔링의 과학적 원리] ⇐

⇒ Part 4: Anticipate Your Audience's Reaction [청중의 반응 예측 및 대비] ⇐

⇒ Part 5: Train Killer Sales Stories [임팩트 있는 영업 스토리 훈련] ⇐

⇒ Part 6: Master Storytelling [스토리텔링 역량 완성] ⇐

⇒ Part 7: Craft a Story [설득력 있는 이야기 구조화] ⇐

⇒ Part 8: Engage Through Storytelling [스토리텔링을 통한 교류] ⇐

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IBM CLIENT ENGAGEMENT MODEL

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INTRODUCTION

⇒ IBM Client Engagement Model: A sales framework designed to powerfully structure and progress opportunities from preparation to closing and beyond. ⇐

⇒ Benefits: [i] Streamline Sales Process [ii] Increase Client Satisfaction [iii] Improve Cross-Team Collaboration [iv] Shorten Sales Cycle [v] Enhance Business Results ⇐

⇒ 11 Steps of IBM Client Engagement Model: Prepare - Engage - Qualify - Design - Propose - Negotiate - Closing/Commit - Closed - Deploy - Adopt - Expand Value ⇐

TABLE OF CONTENTS

⇒ Model Overview: ____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 1 - Prepare: ____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 2 - Engage: ____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 3 - Qualify: ____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 4 - Design: _____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 5 - Propose: ____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 6 - Negotiate: ___________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 7 - Closing/Commit: __________________ | _______________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 8 - Closed: _____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 9 - Deploy: _____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 10 - Adopt: _____________________ | ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Step 11 - Expand Value: ____________________ | __________________ | __________________ | __________________ | ____________________ ⇐

STEP 1: PLAN

STEP 2: ENGAGE

STEP 3: QUALIFY

STEP 4: DESIGN

STEP 5: PROPOSE

STEP 6: NEGOTIATE

STEP 7: CLOSING/COMMIT

STEP 8: CLOSED

STEP 9: DEPLOY

STEP 10: ADOPT

STEP 11: EXPAND VALUE

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PROGRESS AND CLOSE DEALS: PROGRESS AND CLOSE DEALS

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INTRODUCTION

⇒ Progressing and Closing Deal Objectives: [i] To ensure the client has a compelling reason to act [ii] To create unique value propositions and a business case that resonate with key decision makers [iii] To execute a winning stakeholder strategy which includes at least one Partner Ally in the Base of Power [iv] To compete more strategically by reducing vulnerabilities in the deal [v] To clear an understanding of the client's decision criteria. [vi] To execute a detailed path to close which includes client engagement. ⇐

⇒ Performance Objective #1: To execute each deal essential in a deal progression guide to strengthen deal and close deals faster. ⇐

⇒ Performance Objective #2: To prepare for Key Deal Review by completing Key Deal Review template and leveraging next 2. ⇐

⇒ Performance Objective #3: To leverage ISC Capabilities "Relationship Barometer" to develop a winning stakeholder strategy. ⇐

⇒ Performance Objective #4: To leverage ISC Capabilities "Pursuit Profiler" to identify and reduce vulnerabilities in the deals. ⇐

TABLE OF CONTENTS

⇒ IBM Sales Cloud Background Knowledge: ISC Qualifier | ISC Relationship Barometer | ISC Pursuit Profiler Integrator ⇐

⇒ Part 1 - Plan Accordingly - Deal Coaching Is Not Cadence Coaching: ________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - Drive Deal Success - Seven Deal Essentials: ________________ | ______________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Deal Progression Guide: _________________________ | _______________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Deal Essential - Compelling Reason to Act: ________________ | ____________________ | ____________________ | ______________ ⇐

⇒ Part 5 - Deal Essential - Business Case:____________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Deal Essential - Stakeholder Strategy: ____________________ | _______________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Deal Essential - Competitive Strategy: _______________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 8 - Deal Essential - Decision Criteria: ____________________ | _____________________ | __________________ | ____________________ ⇐

⇒ Part 9 - Deal Essential - Path to Close: ____________________ | ________________________ | __________________ | ____________________ ⇐

⇒ Part 10 - ISC Capability - Deal Vulnerabilities - Pursuit Profiler: ________________________ | __________________ | ____________________ ⇐

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PROGRESS AND CLOSE DEALS: TRUSTED PARTNER

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INTRODUCTION

⇒ Trusted Partner Learning Objective: To learn [i] the role and power of trust in selling and [ii] how to build a trust-based relationship with clients. ⇐

⇒ Sales Approach Transformation: To transform a transaction-based relationship where the deal is most important into a relationship based on trust. ⇐

TABLE OF CONTENTS

⇒ Part 1 - The Elevator Pitch for Trust: ____________________ | ____________________ | _____________________ | ____________________ ⇐

⇒ Part 2 - What Is Trust?: ______________________________ | ____________________ | _______________________ | ____________________ ⇐

⇒ Part 3 - Why Is Trust Critical to Engaging Your Client?: _________________________ | ______________________ | ____________________ ⇐

⇒ Part 4 - Learn Your Trust Equation: ____________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Discover Your Trust Quotient: ____________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Reduce Self Orientation and Increase Trust: ______________ | ________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Initiate Trust Creation Conversations: _________________ | __________________ | ____________________ | ____________________ ⇐

⇒ Part 8 - Ideas for Building Trust in Sales: ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 9 - Move Forward in Client Relationships: _________________ | __________________ | ____________________ | ____________________ ⇐

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PROGRESS AND CLOSE DEALS: CLIENT DEMO BEST PRACTICES

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INTRODUCTION

⇒ Client Demo Importance: How to [i] effectively communicating the value of IBM platforms and products [ii] in relation to client business need. ⇐

⇒ Wow Then How Method: The best practices to achieve demo importance by complementing "wow then how" method framework in storytelling. ⇐

TABLE OF CONTENTS

⇒ Part 1 -  Prepare Thoughtfully: ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - Wow Them With Stories: ___________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Demo to Win: ___________________ | ____________________ | ______________________________ | ____________________ ⇐

⇒ Part 4 - Follow Up to Progress the Deal: _____________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Avoid Common Pitfalls: ___________________ | ____________________ | ____________________ | ____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: KNOW YOUR CLIENT

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INTRODUCTION

⇒ Knowing Client Defined: Knowing my client means understanding [i] their business, [ii] relationship with IBM, [iii] stakeholders, and [iv] industry. ⇐

⇒ Importance of Research: To gain insights on [i] strategic priorities, [ii] pain points, [iii] business challenges, [iv] business and technical initiatives, [v] stakeholders, etc. ⇐

⇒ Power of Insights: To inform my [i] strategies, [ii] client technology roadmap, [iii] prospecting plans, [iv] pipeline, [v] stakeholder strategy, [vi] competitive strategy, etc. ⇐

TABLE OF CONTENTS

⇒ Part 1 - Start With Big Picture: ____________________ | ______________________________ | __________________________ | ____________________ ⇐

⇒ Part 2 - Dive Deep Into Your Client's Business: ______________________ | ______________________ | ___________________ | ____________________ ⇐

⇒ Part 3 - Explore the Client's Relationship With IBM: ___________________ | ____________________ | ___________________ | ____________________ ⇐

⇒ Part 4 - Understand the Stakeholders: ________________________________ | ____________________ | ___________________ | ____________________ ⇐

⇒ Part 5 - Build Credibility With Industry Expertise: ____________________ | _____________________ | ___________________ | ____________________ ⇐

⇒ Part 6 - Expand Your View With SWOT Analysis: ____________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Analyze Competitive Influences With the Five Forces Model: ______________________ | _______________________ | _____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: PROSPECT WITH IMPACT

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INTRODUCTION

⇒ Prospecting Defined: An active search for opportunities to build a healthy pipeline to ensure you achieve and/or exceed your goals of achieving sales targets. ⇐

⇒ Prospecting Objectives: Understand Status Quo Bias and craft right value conversation to successfully [i] acquire new business or [ii] expand existing business. ⇐

TABLE OF CONTENTS

⇒ Part 1 - Master the Prospect With Impact Approach: ______________________________ | __________________________ | ____________________ ⇐

⇒ Part 2 - Identify Message and Resources: ______________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Raise Awareness, Trigger Interests to Generate Leads: ____________________________ | ____________________ | ____________________ ⇐

⇒ Part 4 - Leverage Marketing Insights: ____________________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Determine the Value Conversation: _______________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Engage to Explore Challenges / Insights: ___________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Take Action to Qualify:  _______________________ | ______________________ | ____________________________ | _____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: EXECUTE STAKEHOLDER STRATEGY

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INTRODUCTION

⇒ Execute Stakeholder Strategy Approach: To [i] influence base of power, [ii] engage people of interest, [iii] include all buyer roles, [iv] leverage partner allies. ⇐

⇒ Importance of Stakeholder Strategy to Win a Deal: The chance of winning a deal is less than 5% without a proper execution of effective stakeholder strategy. ⇐

TABLE OF CONTENTS

⇒ Part 1 - Avoid Common Missteps: __________________________________________ | __________________________ | ____________________ ⇐

⇒ Part 2 - Master the Execute Stakeholder Strategy Approach: ________________________ | ______________________ | ____________________ ⇐

⇒ Part 3 - Execute the Stakeholder Strategy - The Winning Actions: ______________________ | ____________________ | ____________________ ⇐

⇒ Part 4 - Influence the Base of Power: ____________________________ | __________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Engage People of Interest: _______________________ | _________________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Include All Buyer Roles: ___________________ | _______________________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Leverage Partner Allies - Assess Relationship Strength:  _______________________ | ______________________ | _____________________ ⇐

⇒ Part 8 - Leverage Partner Allies - Recruit and Leverage:  _____________________________ | ______________________ | _____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: PURSUE BASED ON VALUE

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⇒ Part 1 - Master the Pursue Based on Value Approach: _________________________ | __________________________ | ____________________ ⇐

⇒ Part 2 - Qualify - Qualify to Pursues: ______________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Qualify - Consider "Should We Sell?": ___________________ | ___________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Qualify - Evaluate "Can We Sell?: __________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Qualify - Assess and Decide to Qualify or Disqualify: __________________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Create Value - Identify "Why IBM": __________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Create Value - Identify Unconsidered Needs: __________________ | ____________________ | ________________ | __________________ ⇐

⇒ Part 8 - Create Value - Move Beyond Parity to IBM Unique Value: __________________ | __________________________ | __________________ ⇐

⇒ Part 9 - Convey Value - Articulate "Why IBM": _________________ | ___________________ | ____________________ | ____________________ ⇐

⇒ Part 10 - Elevate Value - Communicate "Why Invest": __________________ | ____________________ | ________________ | __________________ ⇐

⇒ Part 11 - Elevate Value - Create Executive Urgency "Why Now": ____________________ | __________________________ | __________________ ⇐

⇒ Part 12 - Capture Value - Justify "Why Pay": ____________________________________ | __________________________ | __________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: COMPETE STRATEGICALLY

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⇒ Part 1 - Master the Compete Strategically Approach: _________________________ | __________________________ | ____________________ ⇐

⇒ Part 2 - ISC Pursuit Profiler - Evaluate Competitive Position: _________________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - From the Client View - Assess the Client's Alternatives: _________________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Select Competitive Move: ________________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Competitive Move - Frontal: ________________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Competitive Move - Flanking: ________________________ | ___________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Competitive Move - Fragment: ________________________ | ___________________ | ____________________ | ____________________ ⇐

⇒ Part 8 - Competitive Move - Defend: ________________________ | ______________________ | ____________________ | ____________________ ⇐

⇒ Part 9 - Execute Competitive Moves and Tactics: ________________ | ___________________ | ____________________ | ____________________ ⇐

⇒ Part 10 - Deliver a Competitive Trap: _________________________ | ___________________ | ____________________ | ____________________ ⇐

⇒ Part 11 - Compete Strategically Through the ICEM Sales Stage: _______________________ | ____________________ | ____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: CO-CREATE TO PROVE VALUE

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⇒ Part 1 - Clarifying Co-Creation: ______________________ | ______________________ | ________________________ | ____________________ ⇐

⇒ Part 2 - Assessing the Value of Co-Creation: ___________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Exploring Proof of eXperience (PoX): ____________________ | __________________ | ____________________ | ____________________ ⇐

⇒ Part 4 - Selecting the Right Proof of eXperience: ____________________ | __________________ | __________________ | ____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: COMMUNICATE TO INFLUENCE

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⇒ Part 1 - Communication Is Fundamental: ____________________ | ____________________ | ________________________ | ____________________ ⇐

⇒ Part 2 - Master the Communicate to Influence Approach: ________________ | _________________ | __________________ | ____________________ ⇐

⇒ Part 3 - Framework - Prepare for the Communication: __________________ | __________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Framework - Open the Engagement: ___________________ | _________________________ | __________________ | ____________________ ⇐

⇒ Part 5 - Framework - Engage: ____________________ | ________________________ | _______________________ | ____________________________ ⇐

⇒ Part 6 - Framework - Close the Engagement: ___________________ | _________________________ | __________________ | ____________________ ⇐

⇒ Part 7 - Competency - Read the Audience: _____________________ | _________________________ | __________________ | _____________________ ⇐

⇒ Part 8 - Competency - Engage the Audience: ___________________ | _________________________ | __________________ | _____________________ ⇐

⇒ Part 9 - Competency - Ask Effective Questions: _________________ | _________________________ | __________________ | _____________________ ⇐

⇒ Part 10 - Competency - Be Self Aware: ________________________ | __________________________ | __________________ | ____________________ ⇐

⇒ Part 11 - Competency - Listen Carefully: _______________________ | _________________________ | __________________ | ____________________ ⇐

⇒ Part 12 - Competency - Be Relevant, Be Concise: ____________________ | ______________________ | __________________ | ____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: NURTURE AND GROW

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⇒ Part 1 - Discover the Power of Nurture and Grow: __________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - The Principles of Nurture and Grow: ______________________________ | ___________________________ | ____________________________ ⇐

⇒ Part 3 - Why Stay, Why Evolve - Messaging Matters: _________________ | ______________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Best Practices - "Nurture": ___________________________ | _________________________ | __________________ | _____________________ ⇐

⇒ Part 5 - Best Practices - "Grow": _____________________________ | _________________________ | __________________ | _____________________ ⇐

⇒ Part  - Customer Success is IBM Success: _____________________ | _________________________ | __________________ | _____________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: HANDLE OBJECTIONS

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⇒ Part 1 - Learn to Love Objections: __________________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - Master the IBM Client Engagement Model Handle Objections Approach: _____________________________ | ______________________  ⇐

⇒ Part 3 - Listen and Acknowledge: _____________________ | _______________________________ | __________________ | ____________________ ⇐

⇒ Part 4 - Explore: ___________________________ | _________________________ | _______________________________ | _____________________ ⇐

⇒ Part 5 - Explore and Handle - Determine Objection Type: _____________________________ | _________________________ | _________________ ⇐

⇒ Part 6 - Handle Successfully - Reframe Emotional Objections: _________________________ | _________________________ | _________________ ⇐

⇒ Part 7 - Validate That the Objection is Resolve: _____________________________ | _________________________ | _________________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: NEGOTIATE TO WIN

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⇒ Part 1 - Master the Negotiate to Win Approach: _____________________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - Plan - Plan Thoughtfully: ____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 3 - Plan - Explore Positions and Interests: ______________________________ | ___________ _________ | ____________________ ⇐

⇒ Part 4 - Plan - Find Common Ground: ____________________ | __________________ | __________________ | ____________________ ⇐

⇒ Part 5 - Plan - Identify Tradable and Levers: ____________________ | ________________________________ | ____________________ ⇐

⇒ Part 6 - Plan - Determine Your BATNAs: ___________________________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Plan - Define the Negotiating Range: _______________________________ | _____________________ | ____________________ ⇐

⇒ Part 8 - Negotiate - Open First: ____________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 9 - Negotiate - Negotiate Skillfully: __________________________ | _______________________________ | ____________________ ⇐

⇒ Part 10 - Negotiate - Close Successfully: _________________________ | ___________________________ | _________________________ ⇐

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IBM CLIENT ENGAGEMENT MODEL PRACTICES: IMPLEMENT AND DELIVER VALUE

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⇒ Part 1 - Close an Opportunity Successfully: _____________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 2 -  Explore the Importance of Deployment Strategy: _____________________________ | _____________________ | ____________________ ⇐

⇒ Part 3 -  Master the Implement and Deliver Value Approach: ___________________________ | ____________________ | ____________________ ⇐

⇒ Part 4 -  Validate Expected Outcomes and Business Value: _____________________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Finalize Solution Design: __________________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Establish Deployment Plan: _______________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Reconfirm Success Metrics: _____________________ | ________________________ | _____________________ | ____________________ ⇐

⇒ Part 8 - Execute Deployment Plan: _________________________ | _______________________ | ___________________ | ____________________ ⇐

⇒ Part 9 - Monitor and Optimize Performance: __________________________ | ________________________ | _____________________________ ⇐

⇒ Part 10 - Access Outcomes and Measure Value: _________________________ | ________________________ | ____________________________ ⇐

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OTHER RESOURCES: CONDUCT WINNING CLIENT CONVERSATIONS

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INTRODUCTION

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⇒ Part 1 - Discover the Art of Conversation: ____________________________ | ____________________ | ____________________ | ____________________ ⇐

⇒ Part 2 - Client Conversation Framework - Master Inquiry + Advocacy: _________________________ | _____________________ | ____________________ ⇐

⇒ Part 3 -  Client Conversation Framework - Follow the Conversation Framework: __________________ | ____________________ | ____________________ ⇐

⇒ Part 4 - Client Conversation Framework - Plan Your Client Conversation: ______________________ | ____________________ | ____________________ ⇐

⇒ Part 5 - Improve Your Virtual Sales Conversations: ___________________ | _____________________ | ____________________ | ____________________ ⇐

⇒ Part 6 - Ask Powerful Questions: ________________________________ | _______________________ | ____________________ | ____________________ ⇐

⇒ Part 7 - Become a Better Listener: _______________________ | _____________________________ | ______________________ | ____________________ ⇐

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OTHER RESOURCES: TELL POWERFUL STORIES

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INTRODUCTION

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