Raffaella Serioli

Inquirer
DISC Type : cd

Sustainability Software channel Sales leader at IBM

Milan, Lombardy, Italy

Overview

Raffaella Serioli is a long-tenured software sales leader at IBM, currently heading the Sustainability Software channel. Her career has spanned cognitive solutions, cloud sales, and account management across various industries. She holds a Masters degree in Economics and Business Management from Università Bocconi.

She is passionate about the intersection of creativity and business, believing that innovative and unexpected ideas are the key to creating value. Raffaella champions thinking outside the box and fosters a collaborative environment to develop valuable solutions.

Unique fact: She believes that creativity, both in life and at work, is everything.

Personality Overview

Judgemental

Hard To Convince

Demanding

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Sustainable Business
Currently leads the Sustainability Software channel sales at IBM and actively posts about creating more resilient, responsible, and sustainable companies.
Creativity & Innovation
States that creating value through innovative and unexpected ideas is the part of her work she prefers most.
AI & Cognitive Solutions
Previously led sales for IBM Watson's cognitive solutions, demonstrating a strong background in applied AI for business.

Media Appearances

Raffaella has no verified media appearances

Work History

1-2022
Sustainability Software channel Sales leader at IBM
6-2019 - 1-2022
Cloud Channel Sales at IBM
3-2018 - 6-2019
Software Cognitive Sales at IBM
1-2018
Software Sales Client Executive at IBM Italia S.p.A.
1-2000 - 12-2006
IBM Account Manager at IBM Italia S.p.A.

Education

1989 - 1993
Laurea Magistrale LM in Scienze dell'Economia e della Gestione Aziendale from Università Bocconi

More Information

Social Presence :

Prographics :

Exp : 14 Location : Milan, Lombardy, Italy Job Level : Mid-senior Designation : Sustainability Software channel Sales leader at IBM
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Insights For Selling To Raffaella

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Tell them that you are there to help them create visible impact within their organization
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Raffaella is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Raffaella

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Raffaella move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Raffaella take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Raffaella

Personality Compatibility


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