70. From Handoff to Partnership: Rethinking the Customer Lifecycle
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Rafa Mercado, VP, US Consumer & Travel Market Leader at Kyndryl, about redefining growth and building customer partnerships that last beyond the close. 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…
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