IBM Systems Magazine, Mainframe - March/April 2017 - 26


TRENDS

Learning to explain the value of
your services is a great asset in
getting new clients.

such as: "We believe
the client comes
first" or "We are
very experienced in
all kinds of technical
things." This is OK,
but it's better to write in
language addressed to the client.
Examples include:
ĀÃ $UHÃ\RXÃH[SHULHQFLQJÃVORZÃ
responses in your reporting?
ĀÃ ,VÃ\RXUÃEDFNXSÃV\VWHPÃ
reliable?

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This approach also helps the
prospective client recognize its
own problems, pains and fears.
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starting point is that the client
NQRZVÃWKHÃ,7ÃWHDPÃXQGHUVWDQGVÃ
its pain.

The Right Approach
The next step is to diagnose
the real problem behind the
pain. This is central to the
VDOHVÃSURFHVVÃ,WùVÃKHOSIXOÃIRUÃ
a technical person making the
transition into sales to have
a mentor-someone who can
give you feedback on how to
approach the sales opportunity.
Learning to explain the value
of your services is a great asset
in getting new clients. Even a
little bit of training in the art of
selling can quickly pay for the
small investment you make.

Learn More
"Selling IBM's Innovative
Solutions," an IBM
Redbooks publication,
covers building client
relationships, creating
a buying vision and
energizing the sales
process:
ibm.co/2eYe1NT

26 // MARCH/APRIL 2017 ibmsystemsmag.com

pg 24-26.indd 4

2/7/17 1:28 PM


http://www.webcasts.com/ibmsystemsmag http://ibm.co/2eYe1NT http://www.ibmsystemsmag.com

Table of Contents for the Digital Edition of IBM Systems Magazine, Mainframe - March/April 2017

Table of Contents
Editor's Desk: Ahead of the Times
Techbits: Cognitive Customer Engagement
Partner PoV: Keep Data Out of Danger: Use the right tools to implement your large-object strategy
Currents: A Layered Approach: Using microservices on z Systems with CICS improves flexibility and reliability
IT Today: Choosing the Right Cloud: What to consider when using a managed service provider
R&D: Move Along: IBM Research and partners help traffic run smoothly in Madrid
Trends: How to Improve Your Sales Skills: Tips for techies on showing the value of their services
Feature: Strength in Collaboration: Linux on z Systems accelerates new and traditional workloads
Feature: Community Computing: The Open Mainframe Project expands educational opportunities for Linux on z Systems users
TECH Showcase: Shift-Left Testing Improves Success: Automated testing in the DevOps cycle improves quality and reduces risk
Tech Corner: Database Development: IBM DB2 V12 enhances and integrates data for cloud, mobile and analytics
Solutions: SMART TS XL V8.0, IN-COM Data Systems; Tubes, Macro 4; CleverView for TCP/IP on Linux V2.5, AES
Stop Run: A Global View: Computer science and astrophysics prove a natural fit
Reference Point - Global Events, Education, Resources for Mainframe
2017 Mainframe Solutions Edition
IBM Systems Magazine, Mainframe - March/April 2017 - Intro
IBM Systems Magazine, Mainframe - March/April 2017 - Cover1
IBM Systems Magazine, Mainframe - March/April 2017 - Cover2
IBM Systems Magazine, Mainframe - March/April 2017 - 1
IBM Systems Magazine, Mainframe - March/April 2017 - Table of Contents
IBM Systems Magazine, Mainframe - March/April 2017 - 3
IBM Systems Magazine, Mainframe - March/April 2017 - 4
IBM Systems Magazine, Mainframe - March/April 2017 - 5
IBM Systems Magazine, Mainframe - March/April 2017 - Editor's Desk: Ahead of the Times
IBM Systems Magazine, Mainframe - March/April 2017 - 7
IBM Systems Magazine, Mainframe - March/April 2017 - Techbits: Cognitive Customer Engagement
IBM Systems Magazine, Mainframe - March/April 2017 - 9
IBM Systems Magazine, Mainframe - March/April 2017 - 10
IBM Systems Magazine, Mainframe - March/April 2017 - 11
IBM Systems Magazine, Mainframe - March/April 2017 - Partner PoV: Keep Data Out of Danger: Use the right tools to implement your large-object strategy
IBM Systems Magazine, Mainframe - March/April 2017 - 13
IBM Systems Magazine, Mainframe - March/April 2017 - Currents: A Layered Approach: Using microservices on z Systems with CICS improves flexibility and reliability
IBM Systems Magazine, Mainframe - March/April 2017 - 15
IBM Systems Magazine, Mainframe - March/April 2017 - 16
IBM Systems Magazine, Mainframe - March/April 2017 - 17
IBM Systems Magazine, Mainframe - March/April 2017 - IT Today: Choosing the Right Cloud: What to consider when using a managed service provider
IBM Systems Magazine, Mainframe - March/April 2017 - 19
IBM Systems Magazine, Mainframe - March/April 2017 - 20
IBM Systems Magazine, Mainframe - March/April 2017 - 21
IBM Systems Magazine, Mainframe - March/April 2017 - R&D: Move Along: IBM Research and partners help traffic run smoothly in Madrid
IBM Systems Magazine, Mainframe - March/April 2017 - 23
IBM Systems Magazine, Mainframe - March/April 2017 - Trends: How to Improve Your Sales Skills: Tips for techies on showing the value of their services
IBM Systems Magazine, Mainframe - March/April 2017 - 25
IBM Systems Magazine, Mainframe - March/April 2017 - 26
IBM Systems Magazine, Mainframe - March/April 2017 - 27
IBM Systems Magazine, Mainframe - March/April 2017 - Feature: Strength in Collaboration: Linux on z Systems accelerates new and traditional workloads
IBM Systems Magazine, Mainframe - March/April 2017 - 29
IBM Systems Magazine, Mainframe - March/April 2017 - 30
IBM Systems Magazine, Mainframe - March/April 2017 - 31
IBM Systems Magazine, Mainframe - March/April 2017 - 32
IBM Systems Magazine, Mainframe - March/April 2017 - 33
IBM Systems Magazine, Mainframe - March/April 2017 - Feature: Community Computing: The Open Mainframe Project expands educational opportunities for Linux on z Systems users
IBM Systems Magazine, Mainframe - March/April 2017 - 35
IBM Systems Magazine, Mainframe - March/April 2017 - 36
IBM Systems Magazine, Mainframe - March/April 2017 - 37
IBM Systems Magazine, Mainframe - March/April 2017 - 38
IBM Systems Magazine, Mainframe - March/April 2017 - 39
IBM Systems Magazine, Mainframe - March/April 2017 - 40
IBM Systems Magazine, Mainframe - March/April 2017 - 41
IBM Systems Magazine, Mainframe - March/April 2017 - 42
IBM Systems Magazine, Mainframe - March/April 2017 - 43
IBM Systems Magazine, Mainframe - March/April 2017 - 44
IBM Systems Magazine, Mainframe - March/April 2017 - TECH Showcase: Shift-Left Testing Improves Success: Automated testing in the DevOps cycle improves quality and reduces risk
IBM Systems Magazine, Mainframe - March/April 2017 - 46
IBM Systems Magazine, Mainframe - March/April 2017 - 47
IBM Systems Magazine, Mainframe - March/April 2017 - 48
IBM Systems Magazine, Mainframe - March/April 2017 - 49
IBM Systems Magazine, Mainframe - March/April 2017 - Tech Corner: Database Development: IBM DB2 V12 enhances and integrates data for cloud, mobile and analytics
IBM Systems Magazine, Mainframe - March/April 2017 - 51
IBM Systems Magazine, Mainframe - March/April 2017 - 52
IBM Systems Magazine, Mainframe - March/April 2017 - 53
IBM Systems Magazine, Mainframe - March/April 2017 - 54
IBM Systems Magazine, Mainframe - March/April 2017 - Solutions: SMART TS XL V8.0, IN-COM Data Systems; Tubes, Macro 4; CleverView for TCP/IP on Linux V2.5, AES
IBM Systems Magazine, Mainframe - March/April 2017 - Stop Run: A Global View: Computer science and astrophysics prove a natural fit
IBM Systems Magazine, Mainframe - March/April 2017 - Cover3
IBM Systems Magazine, Mainframe - March/April 2017 - Cover4
IBM Systems Magazine, Mainframe - March/April 2017 - Reference Point - Global Events, Education, Resources for Mainframe
IBM Systems Magazine, Mainframe - March/April 2017 - 2017 Mainframe Solutions Edition
IBM Systems Magazine, Mainframe - March/April 2017 - SE2
IBM Systems Magazine, Mainframe - March/April 2017 - SE3
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