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IBM Cloud and Smarter Infrastructure Storage Sales Mastery Test v5 Sample Questions:

1. A Prospect sees risks in buying TSM and using the progressive incremental / incremental forever backup approach incremental. How do you handle that objection?

A) Run a Butterfly to see how much of their data is unstructured vs. structured
B) A and B
C) Ask more about their full backups and encourage them to use fulls as long as they run TSM's efficient tape colocation and reclamation
D) Use "Feel, Felt, Found" to connect with them at a personal level and figure out how to minimize their risk of using this proven methodology while building confidence throughout customer examples and savings.

2. Which of these is NOT a kill point for Symantec NetBackup?

A) Limited sophistication with structured backup process
B) No Integration with the Flux Capacitor
C) Media server scalability, cost and complexity
D) Limited scalability of de-duplication building block
E) Architectural fundamentals still rely on regular FULL backup operations

3. Your Prospect is NOT interested in changing their competitive backup/recovery product. What should you do?

A) Ask how long they've owned their software(s) and if they can confidently recover their data as quickly as needed and are ready to handle their growth for next 3 years
B) A and C
C) Ask about their deduplication ratios and their encryption needs to comply with PCI and HIPAA regulations that require change
D) Offer a Butterfly analysis to help them see their environment including current and future total costs of running backup/recovery.

Solutions: