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 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 custom
