Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business - Hardcover

O'Sullivan, Ryan

Hardcover

ISBN 10: 1398615447 ISBN 13: 9781398615441

Publisher: Kogan Page, 2024

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.

About 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.

Edition details

• Publisher: Kogan Page
• Publication date: 2024
• Language: English
• ISBN 10: 1398615447
• ISBN 13: 9781398615441
• Binding: Hardcover
• Edition number: 1
• Number of pages: 256