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Full Description
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.
Contents
Chapter - 00: Introduction
Chapter - 01: Why do relationships matter?
Chapter - 02: What are trusted business relationships and the key steps to build them
Chapter - 03: Introducing relationship mapping: what it is, its origins and why it's important
Chapter - 04: How to build and execute a relationship map: step 1, initial mapping of relationships
Chapter - 05: How to build and execute a relationship map: step 2, desktop research and intelligence gathering
Chapter - 06: How to build and execute a relationship map: step 3, relationship engagement strategy
Chapter - 07: Relationship maps applied to key deals
Chapter - 08: Relationship maps applied to key projects
