Publisher's Synopsis
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.
