- 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
Building B2B Relationships
How to Identify, Map and Develop Key Relationships to Win More Business
Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.
Key features at a glance
EAN: 9781398615410
Edition: 1
Published:
Format: 234x156
256 pages
About the 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.
About the authors
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.
Relationships shape how we prioritise our time in life, and they largely drive how successful we are in life. In the professional services world, everyone will say they invest solid time in building trusted relationships. A little like everyone is client focused. The reality is often quite different. I firmly believe that a lead indicator of the future success of any professional can be found in the quality of their relationship maps - both inside and outside of their organisations. I challenge anyone in our industry not to find at least one actionable insight from Ryan's book. I found several. He is the right guy to be writing this book.
Related products
