Triple Fit Strategy

Informationen zum Autor Christoph Senn is an Adjunct Professor of Marketing and Codirector of the Marketing and Sales Excellence Initiative (MSEI) at INSEAD. He is also the founder and CEO of Valuecreator, a global provider of B2B growth tools and programs. Mehak Gandhi is Head of Research and Training at Valuecreator, where she designs and implements B2B growth-accelerator programs and next-generation sales organization strategies for companies around the globe and across industries. Klappentext "Business-to-business selling is still dominated by "value selling"--trying to match products to needs and making deals. It's a buyer-seller relationship built on transactions, and it's not the way you should be doing business. There's a better way--"value creation"--in which supplier and customer collaborate as partners to build joint strategies and grow together. If you can escape the product-centric mindset of value sellers and put customers at the heart of your sales strategy, results will follow. What kind of results? The authors' own data shows that customers who get value creation right can double account values in three years. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the framework, called Triple Fit Strategy, for helping you move to value creation. Their process, along with their Triple Fit Canvas tool, ensures a fit between customer and supplier across three areas: planning, execution, and resources. It's a proven approach they've implemented with many B2B companies over twenty years and validated with data from those engagements. This breakthrough approach has the power to transform B2B businesses, better aligning them with customers, creating better internal organization, and uncovering new opportunities for growth. Your journey to becoming a value creator starts here"-- Zusammenfassung Business relationships are still dominated by a narrow perspective trying to match products to customer needs and making deals. It's a buyer-seller relationship built on a transactional mindset, and it's not how you should be doing business....

Auteur

Christoph Senn is an Adjunct Professor of Marketing and Codirector of the Marketing and Sales Excellence Initiative (MSEI) at INSEAD. He is also the founder and CEO of Valuecreator, a global provider of B2B growth tools and programs.

Mehak Gandhi is Head of Research and Training at Valuecreator, where she designs and implements B2B growth-accelerator programs and next-generation sales organization strategies for companies around the globe and across industries.

Texte du rabat

"Business-to-business selling is still dominated by "value selling"--trying to match products to needs and making deals. It's a buyer-seller relationship built on transactions, and it's not the way you should be doing business. There's a better way--"value creation"--in which supplier and customer collaborate as partners to build joint strategies and grow together. If you can escape the product-centric mindset of value sellers and put customers at the heart of your sales strategy, results will follow. What kind of results? The authors' own data shows that customers who get value creation right can double account values in three years. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the framework, called Triple Fit Strategy, for helping you move to value creation. Their process, along with their Triple Fit Canvas tool, ensures a fit between customer and supplier across three areas: planning, execution, and resources. It's a proven approach they've implemented with many B2B companies over twenty years and validated with data from those engagements. This breakthrough approach has the power to transform B2B businesses, better aligning them with customers, creating better internal organization, and uncovering new opportunities for growth. Your journey to becoming a value creator starts here"--

Résumé
Business relationships are still dominated by a narrow perspective trying to match products to customer needs and making deals. It's a buyer-seller relationship built on a transactional mindset, and it's not how you should be doing business.