ONLINE COURSE 2
10x Your Value Creation
How to apply Triple Fit Strategy Advanced Analytics
Empower your sales leadership to move from tactical management to strategic coaching. Master the analytic tools needed to drive disproportionate growth across the entire portfolio.
Who Is This Course For?
This curriculum is tailored for Sales Managers, VP of Sales, Regional Directors, and Key Account Program Directors—those who manage sales teams, set portfolio strategy, and are responsible for coaching account growth.
In this course, Sales Leaders will gain fluency in powerful analytic tools to segment key accounts, allocate resources efficiently, and coach their teams for maximum impact.
Actionable Course Modules to Write Your Own Triple Fit Strategy Playbook
Chapter 1: Framing the Value Creation Opportunity
This chapter sets the strategic context for implementing the Triple Fit Strategy (TFS) across a sales organization. Leaders learn to define the high-level business case for 10x value creation, identifying exactly where and how the team creates value within their customers' business models, and establishing the criteria for selecting high-potential pilot cases for an effective TFS rollout.
Chapter 2: Diagnosing Priorities and Planning for Growth
This chapter provides advanced analytical tools for strategic planning and portfolio prioritization. Sales leaders master the Hot Issues Matrix to segment accounts based on urgency and opportunity, enabling them to strategically prioritize the entire portfolio. This chapter also details the methodology for building a structured, three-year masterplan that provides a foundational, long-term strategic vision for key accounts.
Chapter 3: Managing Your Relationship Portfolio
This foundational chapter introduces the Triple Fit Canvas (TFC) framework, establishing the three core levels of Planning, Execution, and Resources Fit. Account Managers learn the nine specific building blocks (e.g., Strategies, Systems, People) used to systematically diagnose the current health and structure of any key client relationship, providing a robust, repeatable foundation for all subsequent account action and analysis.
Chapter 4: Scaling and Operationalizing Triple Fit
This chapter addresses the practical challenges of scaling and operationalizing the TFC methodology across the team. It provides techniques for coaching sales teams by integrating TFC into performance reviews, outlines best practices for running high-impact Triple Fit interviews and workshops with customers, and details strategies for allocating organizational resources to accounts where they will drive the maximum breakthrough growth.
Chapter 5: Sustaining Momentum and Avoiding Traps
This final chapter focuses on risk management and sustainability. Sales Leaders learn to beware of common value creation killers (internal resistance, misalignment) that can derail strategic partnerships. The chapter provides strategies for leveraging the Triple Fit principles to instill a culture of continuous improvement, ensuring the methodology is embedded for enduring, scalable success throughout the sales function.
Meet Your Instructor
Prof. Dr. Christoph Senn is a renowned B2B Sales Expert. He is the co-author of the HBR-published book 'Triple Fit Strategy' and is the leading global authority on key account management, sales leadership, and customer-centricity, bringing 25+ years of research and consulting experience to these courses.
Complete Your Learning Package
Harvard Business Review Press
Triple Fit Strategy
Forbes Top 10 Book List for 2024
Consider this question posed in the introduction: “What if we—supplier and customer—were one company?” The answer to that question is the foundation of what this book is about. At the end of each chapter are reflection questions. The answers to these questions will be what brings the book’s content to life.
Triple Fit Strategy is featured in
We are in good company.
Triple Fit 360
Your toolset to develop validated one-page business roadmaps
The Triple Fit 360 toolset is a powerful way to assess B2B relationships and fast-track your growth plan. You will not only develop a one-page business roadmap, but also find analytical features for game-plan coaching, hot issues management, benchmarking, and strategy checks.
