JC Larreche - Capturing Value: The Third Sales Transformation

Selling From the Heart Podcast

Jean-Claude (JC) Larreche is Emeritus Professor of Marketing and the Alfred H. Heineken Chaired Professor of Marketing, Emeritus at INSEAD. His book The Momentum Effect: How to Ignite Exceptional Growth, published by Pearson, was named the 4th Best Book of the Year by Amazon USA in its Business and Investing category. It has been translated into several languages.

Building on his research in The Momentum Effect, Professor Jean-Claude (JC) Larreche currently works on developing “leadership talents for powering growth” on a global scale. He has designed the learning simulation DiG (Discovery, Innovation, and Growth) which is currently available in six languages (English, French, Spanish, Russian, Chinese, and Korean) and is offered internationally by a network of local certified DiG instructors. The research objective of the simulation is to test if the leadership skills for growth are different in a variety of contexts (country, industry, the size of company…) and to explore if personal development approaches have to be adapted accordingly.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy dive into the third sales transformation with special guest JC Larreche. Learn how to go beyond creating value to mastering the capture of corporate value, essential for any sales professional navigating today's competitive business environment.

KEY TAKEAWAYS

• Understanding the evolution of sales transformations: from product pushing to solution selling to value capture selling.
• The importance of vulnerability in sales leadership and the challenge of bridging from one person's heart to another's.
• The significance of corporate value drivers: profitability, market share, and customer satisfaction.
• Developing competencies for long-term success: juggling multiple objectives, leadership, empathy, and business acumen.
• Bridging the gap between top management and the sales force for mutual respect and strategic alignment.

QUOTES

• "When you talk from the heart, it's from the heart of one person to the heart of another person."
• "The deep root cause of short-term vision in sales is the lack of respect that top executives have for the sales force."
• "Salespeople are not just selling; they're managing a business."

Learn more about Jean-Claude (JC) Larreche:

LinkedIn: https://www.linkedin.com/in/jclarreche/

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

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