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

O'Sullivan, Ryan

 
9781398615410: Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business
Softcover
ISBN 10: 1398615412 ISBN 13: 9781398615410
Verlag: Kogan Page, 2024

Inhaltsangabe

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 Relationshipspresents 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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Über die Autorin bzw. den Autor

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.

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Verlag
Kogan Page
Erscheinungsdatum
2024
Sprache
Englisch
ISBN 10 
1398615412
ISBN 13 
9781398615410
Einband
Taschenbuch
Auflage
1
Anzahl der Seiten
256
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
gpsr@libri.de
gpsr@libri.de

Europaallee 1
Bad Hersfeld
36244
Deutschland