1 hr 2 min
Stop Selling. Start Collaborating. with Christoph Senn The Selling Well
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- Marketing
Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses.
Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review “Stop Selling. Start Collaborating: The secret to fostering lasting client relationships.” Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples.
Highlights
Get to Know Him Better: Who is Christoph Senn? His journey to professional sales The nine building blocks of successful business relationships How companies can create future-proof relationships that can survive even during times of uncertainty What the client's first mentality is How to find out more about Christoph Senn and INSEAD
Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Christoph Senn INSEAD: Marketing & Sales Excellence Initiative (MSEI) Valuecreator Stop Selling. Start Collaborating. The secret to fostering lasting client relationships
Christoph Senn is the Founder and CEO of Valuecreator, a software company helping organizations build high-value relationships and advancing the practice of value co-creation across industries. He is an Adjunct Professor of Marketing at INSEAD and Co-Director of the INSEAD Marketing & Sales Excellence Initiative (MSEI). Christoph is also a co-author of Leveraging Knowledge in Global Key Account Management: Findings from a Benchlearning Group Project in the Industry (2001) and Managing Key, Strategic, Global Customers (2012), a supplementary text for global management courses.
Join us as we discuss the Triple Fit Canvas framework shared in his latest article in the Harvard Business Review “Stop Selling. Start Collaborating: The secret to fostering lasting client relationships.” Christoph takes us through the planning, execution, and resourcing phases of the framework with real-world examples.
Highlights
Get to Know Him Better: Who is Christoph Senn? His journey to professional sales The nine building blocks of successful business relationships How companies can create future-proof relationships that can survive even during times of uncertainty What the client's first mentality is How to find out more about Christoph Senn and INSEAD
Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Christoph Senn INSEAD: Marketing & Sales Excellence Initiative (MSEI) Valuecreator Stop Selling. Start Collaborating. The secret to fostering lasting client relationships
1 hr 2 min