01700nam a22001937a 4500 251003b |||||||| |||| 00| 0 eng d 9781398615410 tbs eng HF5415.1263 .O88 2024 O'Sullivan, Ryan 26003 author Building B2B relationships : how to identify, map and develop key relationships to win more business / Ryan O'Sullivan. London ; New York, NY : Kogan Page, 2025. xxi, 227 pages ; illustrations, charts (black and white) 24 cm. With more people involved in B2B buying decisions and deals becoming more complex than ever, it's imperative to properly understand who the key stakeholders in each of your deals are and how to engage with them. Building B2B Relationships presents a step-by-step guide to mapping, researching and leveraging the relevant 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 all kinds of deals, whether it's providing a better understanding of your Key Accounts, helping guide large complex deals, or winning new pilots and new business. By mapping, monitoring and measuring your relationships with all relevant stakeholders, you'll be able to better utilize each one in order to drive business. With real-world examples from major global clients who have successfully implemented this methodology, such as KPMG, Deloitte, Cognizant and PwC, learn how you can leverage your B2B relationships to maximize results. Industrial marketing 2314 Relationship marketing 7636 lcc 0 0 lcc 0 0 TBS TBS 2025-10-03 0 HF5415.1263 OSU B05744 2025-10-03 1 2025-10-03 1 5005 5005