The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving
498: INSEAD Professor on Rethinking Your Growth Logic with Triple Fit Strategy
Nov 6, 2024
This week’s guest is Christoph Senn, an adjunct professor at INSEAD and founder of Valuecreator. He introduces the transformative Triple Fit Strategy, which aligns planning, execution, and resources to enhance customer relationships and drive growth. Christoph discusses the interplay between B2B and B2C marketing, emphasizing structured frameworks for success. He also highlights essential leadership qualities needed for nurturing customer connections and shares resources for further learning, making this conversation a must-listen for aspiring business leaders.
50:36
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Quick takeaways
- The Triple Fit Strategy enhances business growth by aligning planning, execution, and resources to foster lasting customer relationships.
- Effective relationship-building in sales involves asking strategic questions that deepen understanding and collaboration beyond simple satisfaction metrics.
Deep dives
The Journey to Value Creation
The speaker reflects on a pivotal moment that initiated their journey into value creation research, which occurred during their early career in the coding industry. While observing the sales strategies of various representatives, one stood out for avoiding tough negotiations through effective relationship building with customers. This experience led to the realization that understanding and codifying successful behaviors in sales could greatly benefit not just themselves, but their entire sales team. This pivotal insight laid the groundwork for developing methodologies aimed at enhancing value creation in business relationships.
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