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AI Summary
- INSEAD professor Christoph Senn studied CEO involvement in B2B sales and found that hands-off, social calls, and direct negotiation approaches produce widely varying outcomes
- The most effective CEO engagement strategy depends on combining multiple approaches tailored to core customer relationships
- Understanding a leader's sales involvement style helps account managers and employees optimize their interactions and improve deal outcomes
Guests on This Episode
CS
Christoph Senn
1 podcast appearance