M2020-618 - IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
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IBM
Example Questions
What would you look for as an indication that an opportunity is ready to close?
The customer indicates the solution being offered balances functionality with affordability
A sales organization believes low sales value = low service value. What could you say to overcome that objection?
Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?
IBM Cognos Express Business Intelligence
You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
Are business users able to create reports and analyze information or are they reliant on IT for this information?
Identify the scenario where IBM Cognos Express will NOT be the correct choice:
Creating dashboards for Marketing
Where do Partner leads need to be registered to earn the Midmarket incentive?
Software Value Incentive
An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?
IBM SPSS Modeler Premium
Where can you find specific Business Analytics Midmarket customer success stories?
IBM.com Website
Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
IBM Cognos Express Consumer User
How many IBM sales stages are there?
There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?
Simple, Complete. Affordable
Which is an accurate description of the buyers in the Business Analytics Mid market?
Buyers in the Midmarket are shifting toward the Line of Business.
What is a common pain point for a Sales Department?
Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?
Customer Centric Outcomes and Operational Optimization
An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business. What capability would help them?
Business Intelligence
How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?
Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?
IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
Which is the most important question to focus on to address customer need?
Are they having specific business pains?
How would you overcome the objection "IBM is too expensive"?
Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.
Mobile
What is the definition of an IBM sales stage 04 qualified opportunity?
The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
When selling into an organization, what do you need to know from each individual on the customer team involved with the project?
What is their role in the project
What would be a good next step to develop the relationship with the customer after the sale?
Create a case study based on their successful implementation
Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio
Financial Performance Management
The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?
HR will own and influence over 50% of the of IT budgets
Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?
I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
What are the 4 (four) trends shaping the way we live, work and interact?
Social, Mobile, Data, Cloud
What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?
Easy to Install. Easy to Use. Easy to Buy
At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?
IBM Cognos Express Administrator and an IBM Cognos Express Connector
Within IBM we use BANT to qualify an opportunity. What does BANT stand for?
Budget. Authority, Need. Timeline
During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?
How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?
100
What is the software growth opportunity in the Business Analytics Midmarket?
The Midmarket is growing on par with the overall Business Analytics software market
Which pain point can IBM Midmarket solutions help overcome?
The customer needs an analytic solution that communicates information across the enterprise
What is the first and most important validation step that should be taken with any new opportunity?
Determine BANT
An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?
Entitlements for additional IBM Cognos Express users
What is a common pain point for a Marketing Department?
Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
Identify the offering that is NOT a part of the IBM Midmarket portfolio:
IBM Social Media Analytics
An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?
IBM Cognos Controller Express
What is a common pain point for a Finance Department?
Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?