Tackling the Third Sales Transformation

Jun 25, 2024 · 25m 20s
Tackling the Third Sales Transformation
Description

Today’s uncertain and disrupted world has had a major impact on how firms do business. It has led to a gradual strategic shift from the era of “bigger is better”...

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Today’s uncertain and disrupted world has had a major impact on how firms do business. It has led to a gradual strategic shift from the era of “bigger is better” and a narrow fixation on increased sales growth to a more nuanced, broader vision of corporate value growth.

In this podcast, Jean-Claude Larreche, an Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus, builds on the themes of his new book Value Capture Selling to explore this transformation further, examining the reasons behind the shift and what it specifically means for the role of salespeople within firms.
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Author INSEAD Knowledge
Organization INSEAD Knowledge
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