Building B2B Relationships

Beschreibung

Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.
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.
Offers a practical and actionable methodology for mapping, measuring and leveraging key stakeholder relationships
Demonstrates how to implement the new methodology across key accounts, large complex deals and on new business
Explains how to integrate it into your Account Based Marketing activities to support more effective Key Account Management
Showcases successful real-world examples from companies such as PwC, Deloitte and KPMG

Autor*in

Ryan O'Sullivan
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.

Themen in »Building B2B Relationships«

Key account management Strategic selling B2B customer experience Account-based marketing Account-based selling Strategic accounts Client relationships Executive Engagement Relationship management

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