Stop Selling. Start Collaborating. with Christoph Senn

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