Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.
Secure more B2B business faster by effectively measuring and mapping your key stakeholder relationships to better leverage these in the B2B buying process.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Ryan O'Sullivan, based in London, UK is Head of professional services EMEA & APAC at Introhive where he advises clients such as PwC, Deloitte and KPMG on how they can better utilise their firmwide relationships to improve business performance. Prior to this, he spent 8 years at Infosys Infosys, applying the same relationship mapping processes to improve the win rate of strategic deals before completing his Doctorate researching B2B relationships. Now a regular speaker at industry events, he also guest lectures at various universities such as the Cranfield School of Management and Portsmouth Business School.
Inhaltsangabe
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
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
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