To me, small perks like these make a difference! And to see one of the largest technology companies in the world offer a perk that is most often found at the smallest technology companies in the world… to me that represents a shift in culture.
If this gave you a chuckle, give it a like. I may make more videos about every day business life in the future. 😊
I have officially ‘landed’ on IBM‘s Data Science team. Here’s a picture expressing the way I feel about it: 🚀🌕 Data Science isn’t rocket science – in simple terms its helping clients discover insights from their data to improve business decision-making.
Sales training? Everyone’s got a method. Software demo training? Rarely taught, but critical for tech workers 💻! Last week I attended Demo2Win, a two-day workshop that teaches professionals how to effectively demo software.
Learning: Imagine you are showing your manager a report, a customer your software, or even a friend a new app that you love… here’s a proven methodology you can follow:
Don’t just jump into “showing” right away! 😲
1️⃣ TELL them what you are going to show them in simple 1-2-3 steps (Or else they might get caught thinking.. ok where is this presentation going?)
2️⃣ SHOW them (Avoid saying “click this or that”. Say “If you want to…” Focus on their intention, not features.)
3️⃣ TELL them the benefit. Answer the most important question – SO WHAT?
Demos are to help people see what they can achieve, not to show how a technology works.
Thanks for the workshop & for awarding my demo with a mobile tabletop. Now I can stand while I demo like a pro 🤵
Our final project for IBM Global Sales School was a written proposal + 30 minute presentation to a panel of judges roleplaying a client. Applying our learnings from the previous six months, and working together in a hotel room til midnight for two nights, Team Red was able to deliver and score 1️⃣ First Place in our class
Here’s a 3 minute cut-down version of our 30 minute presentation. I’d love to show more but we can’t give away too much to future students of the program =)
When I was graduating I selected IBM over various options because I believed it to provide one of the best corporate sales training programs in the world. I can now affirm it to be true. ✅✅ The past six months of training have been so valuable and jam-packed with unique offerings delivered from the best, all across the USA ✈️. I felt the need to capture a piece of it in video form before it was all over.
I’d like to thank Team Red for a memorable finish and the Summit Program Management for providing what I wanted and more out of a New Graduate Program 🙏. I look forward to bringing this solid foundation to our clients as I transition to the field over the next 6 months. #IBM#IBMSummitProgram#GlobalSalesSchool
After 6 whole months of training, we graduated!! (Photo of my team below)
For the past few months IBM I have been trying to figure out what IBM is doing in the Blockchain space – today we got to speak to originator himself
Jerry Cuomo, VP Blockchain Technologies at IBM, shared the story about the pioneering of the Hyperledger project and the business value the FoodTrust project and TradeLens project are providing today.
At the most primordial level, all blockchains require a consensus method, immutability, and some type of incentive for participants to join the network. Whether the blockchain is then public or permissioned, it depends on the use case desired.
Along his 30+ years at IBM he has published many patents, help found WebSphere software, and has testified in front of the US Government advising on the impact of digital currencies.
If you want to know something you have to find the original source of truth. Safe to say, I had all my questions answered clearly!
It’s nice to go full circle. It happens at all stages of our lives. Babies grow up to be babysitters. Students become teachers. Children become parents. Sports players become coaches. Mentees become mentors. The guy competing in the case competition joins the company, rewrites the case instructions so it’s easier to cut, then comes back next year to judge it. Full circle ⭕.
You don’t always have to go and complete the loop – but it’s rewarding and a bit surreal when you do.
Had a good time watching students put together their best presentations, and was well taken care of by the team – ☕ Madeline Jackson & 📷 Jacob Wolfe!
Top Gun Award! ✅Ranked within Top 10% of scores in the final written examinations. The focus of this 5-day boot camp is 50% product training, 50% career education… and 100% free food at the hotel buffet!
• Offerings we covered: Hardware (Data Processing, Data Storage), Cloud, Managed Services, Analytics, Business Automation, Blockchain, Financing Deals, Compliance, etc. 🎯 • Career topics we covered: Focus on putting your client first in building a long term business relationship – and your quota will take care of itself, how technical sales and salespeople support each other, managing your visibility as part of career advancement, and a day-in-the-life of an IBM NA Executive.
Always exceeding expectations with delightful surprises ; like a birthday cake being brought out for one of our classmates in the middle of the week, and a video from the class manager’s 8-year old daughter wishing us a great trip.
Looking into this crystal ball (cube), I foresee myself applying to come back as a speaker next year 🔮.
On the first day of training, lead by Dave LaPenta, we took a DISC personality assessment. Surprise! 60% of the class identified as “I”, 20% as “D” and “S” and “C” as 10% each. Certain jobs have certain archetypes, so it is no surprise that much of the class fit into the ‘people person’ category!
Our class is 50+ students of the top grads of US/Canada, including business degrees/MBAs. This model is helpful for not only understanding how you communicate/behave, but also as a shortcut to finding out to motivate others. If you are meeting with a: • Dominant: Allow them to feel in control, get to the point and focus on objectives. • Influencer: Allow them to feel stimulated, show enthusiasm and encourage collaboration. • Steadiness: Allow them to feel supported, show appreciation and build a stable environment together. • Conscientious: Allow them to feel knowledgeable, be logical and systematic in your approach. (My best understanding so far, feel free to share your opinions) What did I score? Over 90% on the “C” category.
People have often commented on my thoughtful approach to communicating and the thoroughness of my work. Want me to help analyze your personality? Reach out! (I find this fun) Comments / Ideas? Feel free to share.
Week 2 at IBM – Flown out to New York to the IBM Learning Center (IBM’s unofficial school) for a week of training. Among the cool things:
• Very professionally run orientation covering IBM’s history, values, organizational structure, and an overview of enterprise sales lead by Sales Leaders of 20+ years experience. • Solid hour-long discussion on diversity, inclusion, and how people “cover” at the workplace. Clear 50/50 gender balance, not just in new-hires but also in management present (rare in tech). • Meeting other 50+ other Summit Hires from across the States for both the Sales / Technical Sales track. • Strong emphasis on internal networking. Class is stopped 5-6 times/day to break out into an open reception to chat with your future coworkers. • We’re given a yearbook with photos + fun facts of our entire cohort so we can keep in touch. Feels like school all over again 🙂
In University, you pay tuition to learn. Here in Global Sales School, we are getting paid while we learn. IBM making a great investment in future talent. Feels good to be immersed in a group of people fit for a high-performance culture and potential to make an impact on the bottom line. And this was just the first week of class!!
IBM Global Sales School: Trip 2. “Dad had taught me that a good businessman has to be an actor.” – Thomas Watson Jr.
A few months ago we had our very first ‘Mock Sales Calls’, where we have former IBM sales executives roleplay as customers.
These ‘Sales Advisors’ act as VPs of various companies and we apply everything we learn in the classroom to simulate a live business meeting. The focus is on gaining a deep understanding of the client’s business problems and discovering ways to solve it.
Accelerated learning requires a very fast feedback loop – people fixing your mistakes immediately after they are made. That’s why after each presentation we stop as a group and ask “What did they do well? – What could they do better?”. We then rotate presenters, and do it again. And do it again. And again. And eventually you forget you are even acting, because leading a professional engagement becomes natural!
Great training and great fun 😊
Top photo: David Glenn (Wins an unofficial Oscar for best actor) Kailyn S. Max W. Eric M.
Bottom photo: David Simms (provided an extra fun challenge, by roleplaying an angry customer with me)
Right photo: Isabella Sanchez with Eric Billups – great listening skills right from the first call!