How CEOs Can Drive Sales — or Kill Deals

Christoph Senn, marketing professor at INSEAD, has spent years studying how top executives involve themselves in B2B sales. Some are very hands-off. Others make only social calls. Still others sit at the negotiating table. Outcomes vary widely. Senn explains the best combination of approaches for top executives engaging with core customers. And he shares how account managers and other employees can benefit from knowing their leader’s style. Senn is the coauthor, with Columbia Business School's Noel Capon, of the HBR article "When CEOs Make Sales Calls."

Share Podcast

[HBR IdeaCast podcast series]

HBR IdeaCast
Episode 781

How CEOs Can Drive Sales — or Kill Deals

Listen | Podcast loading...

###

A conversation with INSEAD professor Christoph Senn on proven approaches to engaging with strategic customers.

• Subscribe:

Apple Podcasts

Spotify

RSS

All episodes

Details

Transcript

February 23, 2021

Christoph Senn, marketing professor at INSEAD, has spent years studying how top executives involve themselves in B2B sales. Some are very hands-off. Others make only social calls. Still others sit at the negotiating table. Outcomes vary widely. Senn explains the best combination of approaches for top executives engaging with core customers. And he shares how account managers and other employees can benefit from knowing their leader’s style. Senn is the coauthor, with Columbia Business School’s Noel Capon, of the HBR article “When CEOs Make Sales Calls.”

• Subscribe On:

Apple

Spotify

RSS

Latest in this series

All episodes

This article is about SALES AND MARKETING

** Follow this topic

** Following

Related Topics:

• Customer experience

• Leadership

Original source