Building B2B Relationships
eBook - ePub

Building B2B Relationships

How to Identify, Map and Develop Key Relationships to Win More Business

  1. 256 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Building B2B Relationships

How to Identify, Map and Develop Key Relationships to Win More Business

About this book

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.

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Yes, you can access Building B2B Relationships by Ryan O'Sullivan in PDF and/or ePUB format, as well as other popular books in Business & Customer Relations. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Kogan Page
Year
2024
Print ISBN
9781398615410
eBook ISBN
9781398615427
Edition
1
Topic
Business
Subtopic
Customer Relations
Index
Business

Table of contents

  1. List of figures
  2. About the author
  3. Foreword
  4. Acknowledgements
  5. List of abbreviations
  6. Introduction
  7. PART ONE What are trusted relationships and why do they matter?
  8. 1 Why relationships matter
  9. 2 What are trusted business relationships and the key steps to build them
  10. 3Introducing relationship mapping: What it is, its origins and why it is important
  11. PART TWO An overview of how to build and execute a relationship map
  12. 4How to build and execute a relationship map: Step 1, initial mapping of relationships
  13. 5How to build and execute a relationship map: Step 2, desktop research and intelligence gathering
  14. 6How to build and execute a relationship map: Step 3, relationship engagement strategy
  15. PART THREE Putting the relationship-mapping process into action
  16. 7Relationship maps applied to key deals
  17. 8Relationship maps applied to key projects
  18. 9Relationship maps applied to key account management
  19. 10What now? Implementing the relationship-mapping process and taking it to the next level
  20. References
  21. Index