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IBM M2020-624 Exam Syllabus Topics:

SectionObjectives
Topic 1: Value-Based Selling and Solution Positioning- Solution mapping
  • 1. Articulating business outcomes
    • 2. Aligning IBM solutions to business problems
      - Competitive positioning
      • 1. Differentiation principles
        • 2. Handling competitive scenarios
          Topic 2: Sales Process and Opportunity Management- Opportunity lifecycle
          • 1. Pipeline progression and forecasting basics
            • 2. Lead qualification and discovery
              - Customer engagement
              • 1. Closing and proposal alignment
                • 2. Requirements gathering
                  Topic 3: 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

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