In this article, I’ll share our journey of sales enablement in IBM, how we focus on client-centricity, and how we fit to win and scale.

I’ll cover our guiding principles, our strategy, how important the role of the manager is in executing this strategy, and how we are evolving when it comes to skills and learning. I’ll finish by touching on the digital experience and power of gamification.

My name’s Mary Tafuri and I'm the VP, IBM Global Sales. What I want to share with you in this article is our journey of sales enablement in IBM, how we focus on client-centricity in what we do, and how we fit to win and scale, scale because of course, it's a large company.

Our ambition is to really have the best sales workforce in the market. What we do in every program has to have a tie between our clients and the value we bring to our clients.

When it comes to value, the most important thing we can think of is yes, of course, what we sell, but also how we sell, the skills of our sellers. We constantly focus on how we can lift up, open up, and step up, when it comes to skills and learning.

Agenda

I'll be focusing on: