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IBM M2020-624 Exam Syllabus Topics:

SectionObjectives
Value-Based Selling and Solution Positioning- Competitive positioning
  • 1. Handling competitive scenarios
    • 2. Differentiation principles
      - Solution mapping
      • 1. Aligning IBM solutions to business problems
        • 2. Articulating business outcomes
          IBM Sales Mastery Fundamentals- IBM product and solution overview
          • 1. Core value propositions and positioning
            • 2. IBM software and cloud portfolio basics
              - Customer and market understanding
              • 1. Target customer segmentation
                • 2. Industry use cases and buyer needs
                  Sales Process and Opportunity Management- Customer engagement
                  • 1. Requirements gathering
                    • 2. Closing and proposal alignment
                      - Opportunity lifecycle
                      • 1. Pipeline progression and forecasting basics
                        • 2. Lead qualification and discovery
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