Building B2B Relationships
Kogan Page Ltd (Verlag)
978-1-3986-1541-0 (ISBN)
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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.
Dr Ryan O'Sullivan is a senior executive, board member, business adviser, university lecturer and author. He has spent his career perfecting and then evangelizing a 'relationship first' approach to growing revenue. Based near Nice, France he currently works for relationship mapping company Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilize their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys, applying the same relationship mapping methodology to improve the win rate of strategic deals and to better manage key accounts.
Chapter - 00: Introduction
Chapter - 01: Why do relationships matter?
Chapter - 02: What are trusted business relationships and the key steps to build them
Chapter - 03: Introducing relationship mapping: what it is, its origins and why it's important
Chapter - 04: How to build and execute a relationship map: step 1, initial mapping of relationships
Chapter - 05: How to build and execute a relationship map: step 2, desktop research and intelligence gathering
Chapter - 06: How to build and execute a relationship map: step 3, relationship engagement strategy
Chapter - 07: Relationship maps applied to key deals
Chapter - 08: Relationship maps applied to key projects
| Erscheint lt. Verlag | 3.12.2024 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 156 x 234 mm |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 1-3986-1541-2 / 1398615412 |
| ISBN-13 | 978-1-3986-1541-0 / 9781398615410 |
| Zustand | Neuware |
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