01812nam a22002057a 4500008004100000020001800041040000800059041000800067050002700075100003600102245012800138260004900266300007000315520103400385650003101419650003301450942000801483952010001491999001501591251003b        |||||||| |||| 00| 0 eng d  a9781398615410  ctbs  aeng  aHF5415.1263b.O88 2024  aO'Sullivan, Ryan926003eauthor  aBuilding B2B relationships b: how to identify, map and develop key relationships to win more business c/ Ryan O'Sullivan.  a London ; New York, NY :bKogan Page,c2025.  axxi, 227 pages ;billustrations, charts (black and white)c24 cm.  aWith 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. 0aIndustrial marketing92314 0aRelationship marketing97636  2lcc  00102lcc4070aTBSbTBSd2025-10-03l0oHF5415.1263 OSUpB05744r2025-10-03t1w2025-10-03y1  c5005d5005