[Read] PDF/Book Triple Fit Strategy: How to Build Lasting Customer Relationships and Boost Growth Christoph Senn
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Description It's time for B2B companies to rethink their growth logic. 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