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Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business - Softcover
Synopsis
With more people involved in B2B buying decisions and key accounts becoming more complex than ever, it's imperative to have clear visibility into who the decision makers are and a strategy for how you will engage with them.
Building B2B Relationships presents a step-by-step guide to identifying, mapping and developing key stakeholder relationships, helping you to win more and win faster.
Providing a flexible methodology that can sit alongside whatever sales process you have in place, this book supports your end-to-end relationship management effort, whether it's helping you win more large complex deals, making new or important engagements a success or putting a framework in place to support the growth of your largest and most strategic accounts. By mapping, monitoring and measuring your relationships with all relevant stakeholders, you'll be able to better utilize each one. With real-world examples from major global organizations, learn how you can leverage your B2B relationships to maximize outcomes for all parties.
"synopsis" may belong to another edition of this title.
About the Author
Ryan O'Sullivan, based in London, UK is Head of professional services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilise their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals before completing his Doctorate researching B2B relationships. Now a regular speaker at industry events, he also guest lectures at various universities such as the Cranfield School of Management and Portsmouth Business School.
"About this title" may belong to another edition of this title.
- PublisherKogan Page
- Publication date2024
- ISBN 10 1398615412
- ISBN 13 9781398615410
- BindingPaperback
- LanguageEnglish
- Edition number1
- Number of pages256
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Paperback. Condition: new. Paperback. With more people involved in B2B buying decisions and deals becoming more complex than ever, it's imperative to properly understand who the key stakeholders in each of your deals are and how to engage with them. Building B2B Relationships presents a step-by-step guide to mapping, researching and leveraging the relevant relationships, helping you to win more and win faster.Providing a flexible methodology that can sit alongside whatever sales process you have in place, this book supports all kinds of deals, whether it's providing a better understanding of your Key Accounts, helping guide large complex deals, or winning new pilots and new business. By mapping, monitoring and measuring your relationships with all relevant stakeholders, you'll be able to better utilize each one in order to drive business. With real-world examples from major global clients who have successfully implemented this methodology, such as KPMG, Deloitte, Cognizant and PwC, learn how you can leverage your B2B relationships to maximize results. Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9781398615410
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