Rafa shares how Kyndryl is breaking down silos between sales and delivery, driving value after the deal is signed, and helping sellers stay relevant in a world of AI and hyper-informed buyers.
Inside the conversation:
- Why customer growth starts with helping clients grow — and how evidence-based impact builds credibility.
- How to create tighter alignment between sales and delivery to ensure value is delivered.
- Why post-sale value and proactive partnerships matter more than ever.
- How enablement must evolve — and why sellers need to embrace self-enablement with AI.
- The pillars of leading strategic conversations: industry acumen, financial literacy, challenger mindset, and executive presence.
- How buying behavior is shifting — and why sellers must move from transactions to continuous value co-creation.
If you want to understand what it takes to turn customer relationships into lasting partnerships, this episode is full of actionable insights.