000			01700nam a22001937a 4500
008			251003b |||||||| |||| 00| 0 eng d
020			_a9781398615410
040			_ctbs
041			_aeng
050			_aHF5415.1263 _b.O88 2024
100			_aO'Sullivan, Ryan _926003 _eauthor
245			_aBuilding B2B relationships _b: how to identify, map and develop key relationships to win more business _c/ Ryan O'Sullivan.
260			_a London ; New York, NY : _bKogan Page, _c2025.
300			_axxi, 227 pages ; _billustrations, charts (black and white) _c24 cm.
520			_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.
650		0	_aIndustrial marketing _92314
650		0	_aRelationship marketing _97636
942			_2lcc
999			_c5005 _d5005