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Vendor Name : IBM
Exam Code : M2140-648
Exam Name : IBM Rational IT Sales Mastery Test v2
Questions and Answers : 81 Q & A
Updated On : April 25, 2019
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M2140-648 IBM Rational IT Sales Mastery Test v2

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M2140-648 exam Dumps Source : IBM Rational IT Sales Mastery Test v2

Test Code : M2140-648
Test Name : IBM Rational IT Sales Mastery Test v2
Vendor Name : IBM
Q&A : 81 Real Questions

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IBM IBM Rational IT Sales

IBM’s huge-Ticket buy gets a Vote of self assurance From Wall highway | killexams.com Real Questions and Pass4sure dumps

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credit score Suisse has excessive expectations for IBM ’s $34 billion acquisition of utility company pink Hat . Analysts Matthew Cabral, Dan Knauff, and Michael Allen initiated coverage of cloud providers nowadays and argued that IBM will become one of the most best of the bunch after it closes the deal.

The returned story. buyers haven’t appeared terribly positive about overseas business Machines’ (ticker: IBM) planned large-ticket purchase of pink Hat (RHT), which is expected to within sight the conclusion of this 12 months. IBM’s inventory is the third-worst performer in the Dow Jones Industrial average for the previous twelve months. Even after a 26% yr-to-date rally, shares are 7.7% under their fee from three hundred and sixty five days ago.

that is as a result of crimson Hat’s hefty rate tag—sixty six times its annual internet profits from operations—makes it important for IBM to efficiently combine the business and use it to generate money circulation and income increase. big Blue will probably difficulty $25 billion of debt to finance the deal, analysts say. IBM has pointed out it'll pause share buybacks in 2020 and 2021 and use that money instead to pay down debt.

What’s new. credit Suisse gave a vote of self belief to the deal in a note on Thursday.

The financial institution’s analysts are bullish on the theory of the “hybrid cloud,” or company technology methods that function partly with on-website servers and partly with cloud application. They referred to that most of agencies wish to maintain part of their utility on-website, as opposed to relocating all of it to the cloud. They argued so that it will give IBM an side since the deal will enable the business to present each ordinary on-web page company hardware and cloud-computing capabilities.

The analysts also stated that pink Hat will benefit from IBM’s significant revenue drive. past that, the acquisition should aid IBM’s enterprise-functions division gin up revenue from purchasers looking for consultants to support “control their broader hybrid cloud method.”

searching forward. quite a lot of questions continue to be about IBM’s skill to correctly combine crimson Hat.

“one of the crucial crucial risks to monitor may be the cultural healthy between IBM and purple Hat after the close. pink Hat’s lifestyle is built around the business’s dedication to the open-source community, with a company model established on selling ‘IP-much less’ utility,” the credit Suisse analysts wrote.

“Rightly or wrongly, IBM is every so often considered as much less dedicated to open source, despite its long-time investments and participation during this market,” they delivered. “If developers or purchasers experience a shift within the combined business’s embrace of the open-supply mannequin, they chance stifling innovation.”

IBM shares were recently up 0.5% at $143.seventy five.

Write to Alexandra Scaggs at alexandra.scaggs@barrons.com


Why IBM’s Turnaround Can Shine, If forex Headwinds Abate | killexams.com Real Questions and Pass4sure dumps

international company Machines Corp. (NYSE: IBM) ranks as one of the most three premiere-performing Dow Jones industrial typical stocks to this point in 2019, and it looks the bulls are calling for this inventory to upward push even better. With its acquisition of purple Hat closing later this yr, huge Blue is determining up steam at the least in response to one analyst.

Nomura reiterated a purchase rating for IBM with a $a hundred and sixty rate goal, implying an upside of 11.6% from essentially the most contemporary closing cost of $143.39.

The brokerage enterprise believes that organic growth in cloud and synthetic intelligence (AI) plus inorganic transformation places IBM in an amazing place for a return to sustained sales boom. ultimately here is blended, where on one hand Nomura is modeling 2% in biological increase within the fourth quarter, whereas on the other overseas alternate (FX) has worsened.

Nomura estimates cloud as a service sales will grow about 20%. IBM is profitable new, even cloud native, customers earlier than the pink Hat acquisition. A modest notwithstanding respectable 15% of respondents in Nomura’s CIO survey use the IBM Cloud. OpenShift should still support IBM win new shoppers and new workloads as enterprises start to usher mission important applications from on-premise to public or deepest clouds.

additionally Nomura expects “Watson on AWS/Azure/GCP” courtesy of OpenShift to develop its total addressable market. This plus new management should aid Watson news flow to improve from an (overstated) low remaining summer. greater than 30% of respondents in the CIO survey already use Watson.

within the document, the firm certain:

We accept as true with FX headwinds should still be at the least on the excessive-conclusion of IBM’s 1-2 aspect tips. We reduce our 2019 estimates from $78.0 billion / $13.ninety five to $77.2 billion / $13.ninety. Consensus of $seventy eight.0 billion / $13.ninety one doesn't seem to encompass FX headwinds. Our $one hundred sixty target cost is 11.3x our 2020E EPS of $14.17. We consider IBM’s return to increase merits a top class to its five-yr regular of 10x, notwithstanding the pricey purple Hat deal may still cap assorted growth.

aside from Tuesday’s circulation, IBM had outperformed the vast markets, with its stock up about 26% year thus far. despite the fact, over the past fifty two weeks, the inventory become really down nearer to five%.

Shares of IBM have been final considered down 1% at $142.29, in a 52-week range of $105.ninety four to $162.00. The consensus expense goal is $141.06.


IBM (IBM) Outpaces inventory Market features: What you should comprehend | killexams.com Real Questions and Pass4sure dumps

No outcomes found, are trying new key phrase!IBM (IBM) closed essentially the most fresh buying and selling day at $143.04 ... meanwhile, the Zacks Consensus Estimate for income is projecting internet income of $18.sixty five billion, down 2.2% from the year-ago duration. For the ...

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IBM Rational IT Sales Mastery Test v2

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IBM Software VARs: Get The Riffraff Out! | killexams.com real questions and Pass4sure dumps

software

But some worry whether they will be able to meet the new technical and sales certification requirements IBM will require for all software resellers starting in October. And some volume resellers that provide little in the way of value-add services could be in for trouble.

"We're very bullish on this whole thing. In the short term, it's going to be a lot of work. But in the long term it's going to help us," said Toby Banks, software sales director at Toronto-based Softchoice Optimus Solutions. While he was confident his company could meet the certification requirements for almost all the IBM software products Softchoice Optimus carries, he added: "We're not at 100 percent and I don't know if we're going to get to 100 percent."

Last month, IBM informed the approximately 100,000 solution providers that sell IBM software that it is switching from an uncontrolled distribution plan, under which solution providers were free to resell the company's software products after doing little more than registering as an IBM partner, to a controlled distribution plan with new certification requirements.

The change applies across all of IBM's software product lines, including WebSphere, Tivoli, Information Management, Lotus and Rational software. IBM channel executives said the "Growth Through Skills" initiative, known as "Tuscany" while the program was under development, is designed to ensure that channel partners have the skills to add value to the software they are selling customers and are not simply moving products.

"I'm actually rather encouraged by it," said Stan Duda, executive vice president of sales and marketing at Alpine Consulting, a Schaumburg, Ill.-based solution provider. "We're increasingly running into the issue of keeping the margin in a deal," he said, noting competition from low-cost resellers.

"This really is where IBM would like its partners to go. It keeps out the riffraff and the people who don't understand the solutions," Duda said. Poor implementations of IBM software and dissatisfied customers hurt all solution providers in that market, he added. "This affords us more margin in the long run."

"We view it as an opportunity," Dave Kemper, a managing partner at Dataskill, a San Diego-based solution provider, said at the time of the IBM announcement. "Many times partners sell [IBM software] as a commodity or don't recommend the right software. This program will ensure that the right skills are used in the sales process and on the technical side to make sure a solution is deployed properly."

One partner who asked not to be identified, however, said he has received calls from several other resellers who are nervous about meeting the certification requirements. "There's a lot of people freaking out about it," the executive said. The change also could lead to decreased sales of IBM software overall when the certification requirements kick in and push some potential customers to competing products.

Duda said the new distribution restrictions could also eliminate situations where a solution provider stumbles across a sales opportunity outside of their core business. Without the needed certification, they won't be able to close such deals.

Banks said the new distribution plan could have the most impact on volume resellers, such as Software House International and Dell's ASAP Software subsidiary, that provide few implementation services. "This allows organizations like us to compete more fairly against software houses that have been competing against us on a very, very cutthroat percentage," he said.

Under the new plan IBM created 14 categories of software products in which solution providers must have at least two technical employees certified by IBM to work with those products and at least one sales representative that has passed IBM's "sales mastery" test for those products. IBM software resellers are now evaluating what skills they have in-house to meet those requirements and where they need additional training.

Dataskill sells software from 10 of the 14 product groups and at the time of IBM's announcement Kemper said the solution provider already met the certification requirements for five of those groups. The company is making plans to train employees and hire expertise from outside -- increasing headcount in technical areas by 30 percent and in sales by as much as 50 percent.

Banks said Softchoice Optimus already has some 60 to 70 certified employees covering about 98 percent of the company's IBM software-related business. He said there's one product area the company is at "medium-risk" of not meeting the certification requirements and one at "high-risk." Because the company is based in Toronto, Banks said it has to get certifications in both the U.S. and Canada. "For me, that's very expensive."

Several IBM software resellers also raised concerns about the cost of the training partners need to get certified. IBM didn't announce a formal program to cover those costs, but at the time of the announcement, Salvatore Patalano, vice president of business partner program sales in the IBM Software Group, hinted the company would be assisting partners with training expenses. "You pass, we pay," he said at one point during an interview.

Banks said IBM has been offering discounts for some training, such as for Tivoli-related classes at last month's Pulse conference in Las Vegas, and vouchers to cover fees for certification tests.


IBM Certification Guide: Overview and Career Paths | killexams.com real questions and Pass4sure dumps

The International Business Machines Corporation, better known simply as IBM, is a world leader in IT products and services. It covers IT comprehensively, encompassing enterprise applications, middleware and operating systems, computing systems, storage, cloud computing, and business analytics.

IBM became known as Big Blue, most likely because of the color of its mainframes in the late 1960s. Some of IBM's best-known product brands include B2, Lotus, Tivoli and WebSphere. Today, the company is making its name known with Watson, IBM's cognitive technology.

IBM certification program overview

A company as large, widely followed and revered as IBM is bound to have a well-developed certification program, and indeed it does. The IBM Professional Certification Program boasts almost 300 credentials.

In the past, IBM classified its certifications according to software, hardware, IBM PureSystems, solutions and "other." While individual certifications may still fall into those general categories, certification classifications have been revamped to more closely align with the company's product portfolio. IBM currently classifies its certifications across 11 main categories:

  • Analytics
  • Cloud
  • Cognitive Solutions
  • Commerce
  • Global Financing
  • Global Technology Services
  • Security
  • Systems
  • Watson
  • Watson Health
  • Watson Internet of Things
  • Certifications are aimed at IT professionals who implement, support or sell IBM products at the Associate, Professional and Advanced Professional (including Expert) tiers. Most certifications can be achieved by passing one or two exams focused on a specific IBM application, system or service, although some expert-level certs require up to five exams.

    IBM exams and retake policy

    IBM certification exams are delivered through Pearson VUE testing centers. An exam may last 60 to 150 minutes, include anywhere from 22 to 97 questions, and cost $100 to $200. Exam details vary greatly across certifications, so we provide only high/low information here, and exam prices may change as of the first day of any calendar year. Exam prices also vary by geography, so candidates need to check prices for their localities.

    A candidate who fails an exam the first time may retake it as soon as possible but must wait 30 days before making subsequent attempts. To help defray costs, IBM occasionally offers a Take It Again promotion in which candidates can retake an exam for free if they fail the first attempt. IBM has also been known to offer exams for free at events such as InterConnect 2017. Seating is frequently limited, so interested professionals should check out event offerings and register early.

    IBM makes navigating certification easy with webpages dedicated to its certification process, along with one-stop shopping for test information (exam name and number, associated certification, number of questions, exam length, passing score requirements, plus links to the individual exam page) and easy-to-find exam pricing.

    The following sections provide a high-level view of IBM certifications in each of the main categories.

    IBM Analytics

    Featuring more than 100 certifications, IBM Analytics is IBM's largest certification category, reflecting the growing industry use of analytics and IBM's leadership in this area. Analytics certifications are designed for professionals working with IBM solutions for performance management and business intelligence.

    IBM offers Analytics certifications in four areas: Cloud Content Services, Cognos Analytics, Collaboration Solutions and Social Business, and Platform Analytics. While there is some overlap among products, each concentration area features credentials in different portions of the IBM Analytics product portfolio:

  • Analytics Cloud Content Services: Includes credentials for Content Manager onDemand, Datacap (Datacap Taskmaster Capture), Enterprise Records, FileNet (Business Process Manager and Content Manager), Case Manager, Content Collector, Content Navigator and Case Foundation
  • Cognos Analytics: Focused entirely on Cognos-related credentials, including Cognos TM1, Cognos TM1 Data Analysis, Risk Information Governance for BI, Cognos BI, BI Reports and Multidimensional Reports, BI Data Warehouse, BI Metadata Models, BI OLAP Models, BI Scorecards, and BI Controller
  • Analytic Platform: Includes credentials for DB2, Cognos, PureData System, Informix, SPSS, InfoSphere, Big Data and Apache Spark
  • IBM Collaboration Solutions and Social Business: Credentials focus on social business solutions such as Lotus Notes and Domino, Connections and Connections Cloud, Sametime, Social Business, OpenSocial, and SmartCloud Notes Hybrid
  • IBM offers Analytics credentials from entry level to expert.

    IBM Cloud

    Formerly IBM Cloud and Mobility, the IBM Cloud certification portfolio has grown exponentially and now offers more than 70 certifications, making it IBM's second largest certification portfolio. IBM Cloud credentials focus on six primary areas:

  • Cloud Integration – Application Platform: Includes credentials for Business Process Manager, WebSphere Application Server, Worklight Foundation, PureApplication System and WebSphere Application Server Network Deployment products
  • Cloud Integration – Dev Ops: Credentials focus on Rational, SmartCloud, Tivoli, Service Management, Control Desk and Workload Automation products
  • Cloud Integration – Hybrid Integration: Provides credentials for IBM Service Management Asset Management, CICS Transaction Server, API Management, MQ, Integration Bus, WebSphere, DataPower Gateway, API Connect and WebSphere DataPower SOA Appliances Firmware
  • Cloud Integration – Process Transformation: Includes credentials for WebSphere Business Modeler, Business Process Manager, Blueworks Live, Operational Decision Manager, and IBM BPM using Process Designer product families
  • Cloud Platform: Credentials in this category target Cloud Platform and SoftLayer.
  • Cloud Solutions: Includes credentials for Cloud Reference Architecture and Cloud Platform Solution
  • This portfolio features credentials for developers, administrators and solution architects.

    IBM Cognitive Solutions

    IBM Cognitive Solutions certifications focus mainly on the Cognos, OpenPages and Algo One products. Where Cognos is geared toward business intelligence, analytics and financial strategy management, OpenPages facilitates governance, risk and compliance management. Algo One is a tool used for analyzing risk factors and models. IBM's Cognitive Solutions certifications are available at the administrator, associate and advanced developer, solution designer, and specialist levels.

    IBM Commerce

    IBM Commerce certifications are all about the customer, and how professionals working with IBM technology can help the customer conduct and grow its business. Commerce certs come in three flavors: engaging the customer, partner and supplier relationships, and digital commerce. These certs cover a wide swath of credential roles, including business analysts, solution designers, system administrators, application developers, and deployment and implementation professionals.

    The Customer Engagement category features credentials that focus on maximizing the customer product experience for WebSphere Commerce, Digital Analytics, Tealeaf, Marketing Operations, Sterling (Configuration, Order Management), Campaign and Interact.

    Partner and Supplier Engagement certifications focus on professionals managing partner and supplier relationships. Products featured include Sterling Connect Direct, WebSphere Transformation Extender, Emptoris Contract Management and Sterling B2B Integrator.

    Digital Experience credentials target professionals charged with enhancing the customer's digital experience and focus on WebSphere Portal, Web Content Manager, Digital Experience, Forms, Forms Experience Builder and Web Experience Factory.

    IBM Global Financing

    IBM offers a single Global Financing credential, the IBM Global Financing Sales Master Specialist Professional certification. A single exam is required to earn the credential.

    IBM Global Technology Services

    IBM Global Technology Services is promoted as the IBM group that builds and manages "the backbone that powers the era of enterprise hybrid IT." Simply put, GTS is all about services (both outsourced and managed services) for Watson, hardware, software and general technical support.

    IBM offers a single cert in this category: the IBM Certified Specialist – IBM U.S. Technical Support Services V2. This certification is only available in the U.S. and is geared toward business partners who provide Level 1 or 2 technical support. Candidates must pass a single exam to earn the credential.

    IBM Security

    In today's cognitive era, IT infrastructure security is essential to ensuing IT services are not only predictable but compliant and secure as well. An individual with an IBM Security certification has proven skills in designing, implementing, configuring, testing and/or supporting specific IBM security products. Many IBM Security certifications target professionals who process and analyze specialized data geared toward law enforcement, government agencies and municipalities (utility-related).

    IBM security products include IBM Security Guardium, Security QRadar, i2 Analysts Notebook, Security SiteProtector, Endpoint Manager, MobileFirst Protect and many others. The IBM Security certification portfolio offers IT professionals 32 different options to hone and validate their security skills.

    Depending on the certification, available credentials include administrator and associate administrator, analyst and associate analyst, associate, deployment professional, integration professional, solution advisor, security intelligence, and specialist. Deployment professional certs make up approximately one-third of the available security credentials (11 total).

    IBM Systems

    IBM currently offers 29 different IBM Systems certifications aimed at users, advanced users, implementers and sellers. IBM Systems certs fall into five categories:

  • Power Systems: IBM offers five Power Systems certs. The three Sales credentials include certified sales specialist and technical sales specialist for professionals working with solutions for Power Systems with POWER8. Two certified system administrator credentials focus on either AIX or IBM i. Candidates for any of the IBM certified system administrator certifications should have two or more years of experience working with Power Systems server running AIX 7 or IBM i 7.1/7.2, and are required to pass a single exam.
  • Storage Software: There are nine different Storage Software certs, six of them targeting Spectrum products (Storage Management, Cloud, Protect, Scale, Computing and Storage Family Solutions). The three remaining certs focus on Tivoli Storage Manager and Cloud Object Storage. Candidates may earn administrator, deployment professional or solution advisor credentials.
  • Storage Systems: There are nine certified specialist credentials in this category, with solutions targeting midrange and enterprise storage systems, as well as flash technical solutions, XIV storage systems and high-end tape technical solutions.
  • z Systems: IBM offers four certified specialist credentials for z Systems. Two are focused on sales, while two target technical support for z Systems.
  • Other: This category encompasses certs for systems that don't readily meet the criteria for the other areas. There are two credentials in this category: Certified Database Administrator – IMS and Certified System Programmer – IMS.
  • IBM Watson

    You may remember the now-famous bout where IBM's Watson supercomputer won the "Jeopardy" game show challenge, ushering in a new era in cognitive computing, big data and analytics. Since that time, IBM kick-started the IBM Watson Group with a healthy $1 billion in startup funding. Today, IBM Watson is rapidly becoming an industry leader for technology platforms that leverage the power of natural language and machine learning.

    Eighteen IBM Watson certs are available. Seven certifications focus on Maximo Asset Management solutions, while the remaining certs are divided between TRIRIGA, Collaborative Lifecycle Management, Rhapsody, Predictive Maintenance and Quality, and Rational. Available credentials include associate, consultant, solutions (specialist, expert and advisor), deployment (infrastructure and advanced) and application developer.

    IBM Watson Health

    A brainchild of The Watson Group, Watson Health is one of the newest rising stars at IBM. Watson Health boasts numerous partnerships with healthcare industry leaders.

    There are currently two Watson Health certs available: IBM Certified Application Developer – Curam V604 and IBM Certified Associate Business Process Analyst – Curam V605. The Certified Application Developer – Curam is an intermediate credential that targets Java professionals who also work as Curam developers. The Associate Business Process Analyst – Curam is an entry-level credential for testers, business analysts or consultants seeking to establish foundation-level Curam skills or implement Curam projects. A single test is required for each certification. Note: IBM Business Partner candidates who've purchased a Value Package qualify for IBM's You Pass, We Pay (YPWP) Program. Under the YPWP program, candidates are reimbursed for exams and some preparatory courses.

    IBM Watson: Internet of Things

    The internet of things, or IoT, is certainly changing the way we connect, interact and conduct business. The IBM Watson: Internet of Things portfolio is a new addition to the IBM family. Like IBM Watson certs, the IBM IoT certs focus primarily on Maximo Asset Management, Rational and TRIRIGA products. Credentials include specialists, associates, deployment professionals and more.

    Related jobs, careers and training resources

    You'll find IBM-certified professionals employed in a variety of job roles that span all industry sectors. A simple job search for "IBM professionals" on Simply Hired turned up more than 40,000 job postings. For example, we found these postings:

  • A major telecom company looking for a senior data scientist experienced in building predictive modeling tools, including IBM SPSS
  • A company in Illinois seeking a certified WebSphere system administrator
  • An Arizona-based solution team with an opening for an experienced IBM sales and marketing account executive
  • A New Jersey healthcare company seeking a systems analyst
  • Other common job roles included developers, business analysts, technical solution engineers, platform support engineers and integration leads. Career choices are limited only by your personal interests and aspirations.

    IBM maintains a list of training resources for each exam on the individual exam webpage. Here, candidates will find test objectives, sample exams and assessment tests, as well as links to more formal training and other resources. Additional training materials, including books and e-books, may be purchased from the IBM Professional Certification Marketplace. On the IBM Training and Skills webpage, candidates will find links to blogs, articles, learning opportunities, events, Redbooks and PartnerWorld.


    The New Face of Confidence | killexams.com real questions and Pass4sure dumps

    Two years ago Stephen Satterwhite was a very confident guy, and today he's a very confident guy, and there the similarity ends. Satterwhite, the CEO of Entelligence, an IT staffing and services provider, tells the story while driving back to his home in Houston. He has just finished a meeting at Dell Computer in Austin, where he impressed the attendees with his pragmatic promises and subdued conviction. Satterwhite says that doing the right thing is now number one on his dashboard, and it's not until he's said it two or three times that it becomes clear that he's talking about a kind of spiritual/ethical barometer and not the control panel on his BMW 528i. After five years in which almost everything went right and six months in which nothing did, he's figured out there's more than one kind of confidence.

    "Our early confidence was euphoric, egotistical," says the CEO. "We thought there was nothing we could touch we wouldn't make a success of." But then, in 2001, Entelligence took three disabling hits: a sputtering technology market, September 11, and Enron's implosion, which rattled all of Houston. Satterwhite, who realized too late that back in the glory days his company was just one boat on a rising tide, watched as the water swirled down the drain, threatening to take him with it. Things got so bad that he started bringing home backup tapes from the company's PCs in case his landlord locked them out. "One of my partners said, 'Maybe you're not the right guy to run the company," says Satterwhite. "And I thought, 'Maybe he's right."

    Satterwhite regained both confidence and financial stability through a series of humbling but fruitful negotiations with his landlord, his bank, the phone company, and other creditors, in which he laid everything on the table. "I got naked," he says. "I'd always been about looking good, but not anymore." The CEO was able to get out of his lease and into cheaper space, negotiate interest-free extensions on his debt, and significantly reduce operating costs. Now the company's financial position is healthier than it's ever been, and so, says Satterwhite, is his personal outlook. "I learned this last year about a confidence that's different from 'I feel good about a sale' or 'I feel invincible," he says. "I just feel in my gut every day that I'm going to do the right thing. I have to keep focused on my values and being straightforward and truthful. That's where I derive my confidence now. It's not something I have to pump myself up for."

    Satterwhite represents the new face of confidence among entrepreneurs who, having survived tough times, feel a less heady, more rational faith in their own skills. Another is Gary Berman of Greyhawk North America, a construction-management consulting firm on Long Island. Berman has scaled back his growth objectives after losing contracts when New York City canceled projects post-9/11. But he remains positive. "I know we're going to grow, and I know we're going to get there," he says. At ProSys Information Systems, in Norcross, Ga., founder Michelle Clery has drawn confidence from an unexpected source: her employees' loyalty. "During the dot-com boom, I was afraid every day that people were going to leave me for another $5,000 in salary," says Clery. "Now I'm sticking by them in tough times, and that's increasing their loyalty, which is so important to our future."

    The tempered optimism expressed by Satterwhite, Berman, and Clery showed up again and again in more than 50 interviews conducted for this story. Our objective was to gauge the current attitudes of business owners and to explore the deeper sources of confidence among them. The discovery that entrepreneurs' confidence is becoming more grounded in reality is to be expected. Failure, like imminent death, has a way of concentrating the mind. What surprised us was how often their confidence runs higher than their circumstances would appear to warrant.

    The evolving field of behavioral economics suggests a possible explanation. Terrance Odean, an assistant professor at the Haas School of Business at the University of California, Berkeley, has studied the cause and effect of overconfidence in investors and executives. He points to something called "attribution bias," the tendency of people to credit themselves unduly for successes that are heavily influenced by external factors (such as a boom market or a technology revolution) and to blame external factors disproportionately when they fail. He also suggests that it's a good thing for decision makers to be mildly overconfident because they are likely to assume a degree of risk that is healthy for their companies.

    The combination of these two insights -- that there is a still-healthy remnant of self-confidence among company leaders and that mildly overconfident leaders make the best decisions -- suggests an intriguing possibility: companies today may be better positioned than they have been in years to make smart calculations about growth and strategy. Just as there is an optimal level of available capital (too little and companies starve, too much and you get the excesses of the dot-com era), suppose that in the economy at large there is also an optimal level of confidence, one at which entrepreneurs en masse take on just the right amount of risk to flourish and no more. And suppose -- thanks to the effect of attribution bias on the post-bubble population -- we are in a period of optimal confidence right now. If investment in houses and cars and heavy machinery so far hasn't galvanized the economy, perhaps business leaders' belief in themselves will do it.

    While virtually all the entrepreneurs who were interviewed for this story identified confidence as one of their key assets, they disagreed sharply on the specifics: what confidence feels like, where it comes from, how one gets it, and how one gets it back. A few of the company founders described confidence as a kind of epiphany that visits them in isolated moments. Others called it a constant source of strength but only in discrete areas. Still others said it was a pervasive presence that infused everything they did. They differed over whether confidence is something you can build quickly, using the mind as a power tool, or whether it must develop gradually, over a lifetime of successes and failures.

    Deborah Weidenhamer, founder and president of Auction Systems Auctioneers & Appraisers Inc., in Phoenix, routinely lectures M.B.A. students on entrepreneurship, and she says they are hungry for information about confidence. "They've been inundated with case studies of successful companies," says Weidenhamer. "And successful companies have these stories of incredible perseverance, taking risks that make no business sense. But no one's taught the students how to do that. They can read financials. But they don't know how to work off of sheer guts and willpower."

    Weidenhamer is right about the paucity of such material. A check of the indexes of management books at Barnes & Noble, for instance, turned up no listings for confidence. Our interviews with business leaders, however, did uncover a few universal truths on the subject, as well as some practical advice on the care and feeding of the entrepreneurial ego.

    What exactly is confidence?

    Confidence is like one of those perfumes that react differently with each individual's body chemistry to produce something unique. The only point on which everyone agrees is that without confidence, nothing happens.

    Kenny Kramm, founder of FlavorX Inc., in Bethesda, Md., describes confidence as "perseverance; the knowledge that I will never give up." Jim Sharkey, founder of Linac Systems, in Lakewood, N.J., refers to "the assurance that I am being absolutely honest with myself." To Jane Sydlowski, founder and president of American Megacom, in Livonia, Mich., "confidence is synonymous with preparation." Jim Wanner, CEO of KeyMark, in Greenville, S.C., is among those who single out external influences, specifically "good people and good information." And Patrick Martucci, chairman and CEO of United Asset Coverage, in Naperville, Ill., insists that confidence is about one thing: clarity. "You don't have to be correct," explains Martucci. "You have to be clear. You have to choose clarity over certainty."

    The most-cited descriptions of confidence involve courage (tolerance for risk, the ability to manage fear, the possession and strategic leverage of balls). Next come references to goals: focus, vision, and -- most often -- clarity. (The clarity proponents are especially persuasive.) Mentioned often -- but less often than the others -- are perseverance, persistence, and determination. A few people describe themselves as stubborn or even insane, but we're probably expected not to take that seriously.

    Rich Harshaw, cofounder and CEO of Y2Marketing, in Desoto, Tex., says that confidence is simply "knowing you can make crap happen." OK, maybe that's not Emerson, but Harshaw knows a lot more about entrepreneurship than Ralph Waldo did. Harshaw once shuttered a successful consulting business -- eliminating all his clients in the process -- and plowed every cent of his and his partner's money into a riskier national venture. Both his company and the marketing program he sells run on a commando-style philosophy of guts and glory that he calls BBO, or "big brass ones." Harshaw gives this example: "In 1996 we met up with a seminar promoter who said that for $7,000 he could make us prominent in the seminar circuit. Back then my partner and I were making $3,000 a month apiece. But I went down to the bank with a check for $7,000 -- one of those fake-looking checks that credit-card companies send you to get you to run up your credit-card bill. I didn't tell my wife about it until three years later. The seminar thing didn't work out. But I did make one contact that turned into $85,000 the next year."

    Doesn't that smack of bravado? Not to Harshaw. "It isn't bravado when it works," he says.

    Where does confidence come from?

    The science on confidence, unfortunately, is thin. Generally, it falls under the purview of the self-help movement rather than psychology. But research in related areas -- such as narcissism and self-doubt -- suggest that confidence has many obvious nurture and a few still-hazy nature components.

    Temperament, for example, which is determined by chemicals produced by the brain, makes a "small contribution" to confidence, according to Jerome Kagan, a professor of psychology at Harvard. "There are a proportion of people -- maybe 10% or 15% -- who inherit a biology that makes it easy for them to feel tense, uncertain, unsure," explains Kagan. "Another 20% have the opposite temperament. These are the General Pattons of the world, the astronauts."

    Robert Arkin, a professor of psychology at Ohio State University, who has spent 20 years studying under- and overachievers, explains matters differently. "For a confident person there's probably more going on internally," says Arkin. "Their brain is fired up but in a way that's focused on the environment, not on themselves. The Zen philosophy suggests that you empty your mind of thoughts about self. That's what people with confidence do."

    Whatever nature gives you, of course, is modified by experience. Not surprisingly, conversations with confident people turn up no shortage of supportive parents and schools bursting with inspirational teachers, coaches, and debate-team instructors. Entrepreneurs who spent significant time watching their successful parents work were especially grateful. Greyhawk's Berman recalls tagging along with his father, "the world's greatest salesman," on calls for a clothing manufacturer in Kentucky. "I would sit there and watch him cut deals, and I thought, 'My God, so this is how it's done," says Berman. FlavorX's Kramm can still recite Calvin Coolidge's celebration of perseverance, which his mother framed and hung in the living room of his childhood home. "My parents don't give up on anything, which is why I don't give up either," says Kramm. "They own a pharmacy, and at times it was really tough, but they stuck it out when all the other pharmacies were selling to chains. When I was growing up, we worked together as a family. I saw their persistence every single day."

    More than a third of the business leaders interviewed, however, described young lives plagued with family and financial instability. Members of that group tend to trace their confidence to overcoming obstacles. "My father was married six times," says Kevin Price, founder and president of AccuCode Inc., in Denver. "I spent as much time out of the house as I could, and I became very focused on school and extracurricular activities. A lot of my overachievement and confidence comes from that." At age 17, Abid Abedi, an insecure kid who "didn't play sports and had no friends," found himself broke and alone in Columbia, Mo., after emigrating from India. "That experience taught me there was no one I could count on but myself," says Abedi, founder and CEO of Adea Solutions, in Dallas. "I realized all I had was between my two ears. That was when I started building confidence."

    What's the difference between false confidence and the real thing?

    Harshaw, the evangelist for big brass ones, recalls the first time he encountered what he considers confidence in its purest form. It was 1994, and he was trying to put together a marketing seminar in Dallas. His partner, Edward Earle, was living in Utah at the time, and Harshaw asked him to fly down and make a presentation. "He put on the most unbelievable seminar I'd ever seen," says Harshaw. "Full of confidence, full of passion. Two years later I found out that his wife and two kids had stayed behind in an apartment for three days with no heat because he couldn't afford to pay his bills. But he never gave a tip of the hat to having financial struggles. He gave a seminar on being prosperous in business and pulled it off with absolute conviction because that was what he felt: absolute conviction."

    Harshaw's notion of "real" confidence may accommodate a larger tolerance for risk than many people find acceptable. Other entrepreneurs had different perspectives on real and false confidence -- almost as many as on confidence itself. Many drew a distinction between false confidence (which they defined as a serious misreading of one's own abilities) and misplaced confidence (a misreading of a market, say, or of a trusted partner). Some described false confidence as the ultimate fair-weather friend, buoying you when times are good and deserting you when they're bad. The test of real confidence, they said, is if after you lose it, it comes back.

    "If you're not confident, you can't be a leader, and that's all there is to it."

    --Mark Burnett

    By that last standard Scott Earnest has real confidence. Earnest was the kind of kid who had an American Express card at age 17. Three years out of college, he was employed by a software company that put him in charge of a $20-million IBM account and more than 600 employees in five states. "Aren't you afraid you'll fail?" his mother once asked him. "I'm not going to fail," Earnest says he replied. "I am Confidence Man."

    He brought the same type of conviction with him when he bought his first company: a pool-cleaning outfit. But his confidence made him sloppy. Pool cleaning requires administering a chemical test to determine how much chlorine goes in the water. The results appear as colored bands, and Earnest was color-blind. "I had put everything on the line," he says, "and I was standing there looking at this test result, and I said, 'Shoot, I have no idea what this means." With the company collapsing, Earnest's wife staged a "confidence intervention," inviting 15 relatives to confront her demoralized husband and one by one remind him of his strengths. He lost the business but came back soon after with CEO Inc., a successful IT-staffing firm in Boca Raton, Fla.

    Should confidence be faked?

    False confidence is a flaw; faked confidence is a tactic. Still, it's a tactic that entrepreneurs disagree about. Certainly, former New York City mayor Rudy Giuliani became a national hero because he radiated strength yet never tried to mask his human vulnerability during an extremely tough time. But such honesty doesn't always play well in the confidence business. Brent Habig, founder and CEO of Tigris Consulting, in New York City, says that as a consultant he must appear confident at all times. "Otherwise why are they paying me?" he asks. Yet Habig believes that "acting confident when you don't feel that way is a complicated risk that's best avoided. If your confidence isn't based in the knowledge that you can deliver, you risk letting people down."

    Mark Burnett goes further, arguing that confidence can't be faked. "If you're not confident, you can't be a leader, and that's all there is to it," says Burnett, creator and executive producer of Eco-Challenge and Survivor, television programs that do for confidence what Iron Chef has done for nori and spiny lobster. "I've heard 100 times that you can fake confidence, but you can't. It takes too much of a toll. You waste too much energy."

    But Habig and Burnett are in the minority. "You can't show doubt," insists Kevin Price of AccuCode. "You've got to portray yourself as absolutely certain that you can do what you say you'll do. Even if you doubt that yourself, you've got to make it seem like you don't." Most entrepreneurs interviewed agreed with that argument, and many acknowledged faking confidence at one time or another -- particularly in their early sales careers. They described the practice as harmless, like using training wheels just long enough to gain psychic balance.

    That was certainly the case for Price, who started AccuCode because he needed a job. "I wasn't confident," he says, "and in many ways I wasn't qualified." Price admits that for the first three years he often faked confidence in front of customers, "and then one day I realized I was no longer faking it," he says. "I was sitting in a room of people that had more years of industry experience than I did, that were supposed to be more technically qualified than I was, but I knew more than they did. Those years gave me a chance to grow into my expertise so that now I no longer have to fake anything."

    How do you build confidence?

    "Both champion athletes and CEOs are good at mentally drawing upon their past successes to step into uncharted territory," says Chris Carmichael, founder and chairman of Carmichael Training Systems, in Colorado Springs, Colo., and the longtime coach of three-time Tour de France winner Lance Armstrong. "When I'm working with an athlete, I'll have them do a mental recall of what they've accomplished. If you do it right, the athlete starts to swell with confidence."

    Success, of course, derives from a combination of things: experience, mastery, native talent, propitious external factors, and luck. Most entrepreneurs we interviewed said they develop confidence through mastery and experience, principally in domains that are important to their jobs. They read business books. They attend conferences and seminars. They take classes in negotiating and salesmanship and public speaking (although many CEOs appear to view fear of public speaking as a charming flaw, like not being able to carry a tune).

    They also consult with peer groups, mentors, and coaches of various stripes. Jeff Sinelli began modeling his leadership style on Genghis Khan after launching the Genghis Grill restaurant chain in Dallas. He supplements the wisdom of the Mongolian marauder with advice from his pastor ("he's very business savvy"), a business coach ("he found out what makes me dynamic and what my gifts are"), a psychologist ("we talk on the phone once a month about business, family, girlfriends, everything"), and a growing gallery of mentors that includes restaurant magnate Norman Brinker.

    Some people seek to develop expertise in numerous disciplines, intent on becoming a human Swiss Army knife that can handle any task the business world throws at them. The confidence that helped Brent Habig launch Tigris Consulting "was in my ability to do a variety of things," he says. Proficient at programming, project management, recruiting, and accounting, he knew that whenever a problem arose, he could "jump in and solve it myself," he says.

    Psychologist Ros Taylor, founder of London-based consultancy Ros Taylor Ltd., has created a whole grab bag of exercises for developing confidence. Many of those techniques received widespread exposure in England when she served as the key presenter and adviser on Confidence Lab, a popular BBC program in which 12 shrinking violets set out to reinvent themselves in seven days using tools such as art therapy and salsa lessons. Taylor believes that a wide-ranging confidence can be built virtually from scratch -- and that it can be built quickly. "People learn to drive within a week," says Taylor. "They learn French in a week if they're rushing off. They live and breathe these skills. I think it's exactly the same with confidence."

    The skills that Taylor promotes are in such areas as making good first impressions, improving posture, and thinking positive thoughts. She asks clients to concoct 30-second commercials about themselves, to compile lists of self-descriptive adjectives, and to practice asking open-ended questions for conversation starters. It may sound a little too easy, but Taylor points to the Confidence Lab graduates who, within just nine months of the show's airing, had asked for and received promotions, landed prestigious new jobs, and -- in two cases -- launched companies.

    "Psychologically, action precedes change," insists Taylor. "If you start doing things in a more confident fashion, it feeds back to your nervous system that you might actually be confident. All these people went through profound cognitive shifts about what they could do internally."

    Is there such a thing as general confidence?

    No, there is not. For Kagan, that point is the postulate for everything else he has to say about the subject. "Individuals have confidence in specific domains," he says flatly. "I am very confident about my knowledge of child development. I have no confidence in my knowledge of how computers work. You don't have general confidence."

    Yet some factors that contribute to confidence have nothing to do with particular talents or fields of expertise. A belief in God is one. Environment is another: many entrepreneurs stress the salutary effects of familiar, controllable surroundings. That's one reason that Stephen Rosa, founder and CEO of Advertising Ventures, in Providence, purposely built his business just across a bridge from the street where he was raised. "It keeps me grounded," says Rosa. "It's comforting to see the rooftop of the house I grew up in."

    Can't confidence gained in one area carry over into another?

    Some people believe it is possible to accumulate a kind of capital of confidence by stretching physical limits and conquering their fears. That capital, they believe, can then be drawn upon to meet the challenges of their business and personal lives. A full 10% of the entrepreneurs interviewed for this story have jumped from planes; another 10% either have climbed or are preparing to climb mountains. Don Preston, founder and CEO of Loss Mitigation Services, in Paris, Tex., jumped out of a plane six weeks after leaving a secure job to launch his first company, a carpet retail business. "We went out in a little Cessna, and I had to actually climb out on a wing before I jumped," says Preston, who has since sought confidence by walking on hot coals. "I'm afraid of heights, but I figured if I could sky dive, I wouldn't be scared of anything."

    If you lose your confidence, how do you get it back?

    Auction company CEO Deborah Weidenhamer expects to suffer occasional emotional ebbs and has something approaching a system for weathering them. She hoards successes, refusing to savor them when they happen so that in downtimes they can be pulled from her mental drawers and experienced afresh. She beefs up her mentoring and coaching of employees to remind herself of what she has to offer. And when things get really bad -- as they did five years ago -- she seeks help from friends and business associates. Hundreds of them.

    On February 24, 1997, Weidenhamer mailed -- by regular post, no less -- a letter to 350 friends, relatives, customers, vendors, and other associates. "This is a hard letter for me to write, because I don't like asking for help," the message began. She went on to describe working 15 to 17 hours a day, seven days a week, at a company that was teetering on the brink of failure. "I am not able to work any more hours in the day," Weidenhamer continued. "I can't afford to hire an administrative person right now, and I can't afford to pay a salesperson anything other than commission.... I can't borrow money for the interim on my contracts, because I have put everything into the company.... I need your prayers and support. If you have any ideas, please call me or write.... "

    Admitting that she needed help was "a life-changing experience," says Weidenhamer, who received more than 100 responses, including ideas that improved her operations and support that improved her morale. "I think when people see you as self-confident, they don't even bother to say anything. They think you've got it under control. They assume you don't need even a word of encouragement."

    Three months later the company was back on track, and Weidenhamer knew it would be viable. "What really helped most was my customers who called and said, 'You're the best we've ever worked with," she says. "That's when I said, 'I can keep doing this. I can keep pursuing the goal."

    Why is confidence like sex?

    Because for both, the most important organ is the brain.

    Confidence is by definition about action, but many entrepreneurs boost theirs using popular mental exercises or idiosyncratic sleights of mind. The technique most commonly mentioned was visualization. Carmichael says that detail is key to effective visualization. "You can't say, 'Oh, you'll go to the race, and it'll feel great, and you can feel yourself crossing the line and winning," he explains. "You've got to say, 'OK, there are four hills in that race. The first is only three kilometers long. It's not that hard. The average grade is about 6%. But the second hill. You know that hill. That climb is long, it's 12%, and you know after the third switchback it pitches up to 14%.' You have to get that detailed."

    Other techniques are less structured and more a matter of managing perspective. Take for example, Arkady Maydanchik, founder of Arkidata Corp., an information-integration company in Downers Grove, Ill. The supremely confident Maydanchik has challenged a friend to a game of golf at Pebble Beach next August. The friend has been playing for 30 years and has a 12 handicap. Maydanchik has been playing for five months and has yet to make it off the practice range.

    Maydanchik believes in his triumph on the links for the same reason he believes in Arkidata's continued success and in the success of pretty much every other endeavor he's embarked upon. That is, he is able to mentally defang the odds. "When you talk about something being a 1 to 10,000 chance, at the end of the day either it happens or it doesn't," says Maydanchik, a former researcher in probability and statistics. "And it might happen. Most people who started to play golf could not beat an experienced player in one year, so you might assign a 1 in 10,000 chance to that outcome. But every endeavor is unique. If I have the talent of Tiger Woods -- seemingly long odds, but nobody knows in advance whether or not I do -- I would argue that it is a sure bet that with significant practice and a good teacher I will beat my friend next year."

    And who has the confidence to argue with that?

    Leigh Buchanan is a senior editor at Inc.

    Please E-mail your comments to editors@inc.com.



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