Sign-In
Cart
Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business
Paperback
ISBN13: 9781398615410
Publisher: Kogan Page
Published: Dec 31 2024
Pages: 256
Weight: 0.80
Height: 0.70 Width: 6.14 Depth: 9.21
Language: English
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.1 different editions
Also available
Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business
O'Sullivan, Ryan
Hardcover
Also from
O'Sullivan, Ryan
Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business
O'Sullivan, Ryan
Hardcover
Also in
Management
Strong Ground: The Lessons of Daring Leadership, the Tenacity of Paradox, and the Wisdom of the Human Spirit
Brown, Brené
Hardcover
Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect
Guidara, Will
Hardcover
Hbr's 10 Must Reads on Mental Toughness (with Bonus Interview Post-Traumatic Growth and Building Resilience with Martin Seligman) (Hbr's 10 Must Reads
Seligman, Martin E. P.
Review, Harvard Business
Schwartz, Tony
Paperback
Hbr's 10 Must Reads on Managing Yourself (with Bonus Article How Will You Measure Your Life? by Clayton M. Christensen)
Christensen, Clayton M.
Review, Harvard Business
Drucker, Peter F.
Paperback
Hbr's 10 Must Reads on Mental Toughness, Updated and Expanded (Featuring How to Stop Worrying about What Other People Think of You by Michael Gervais)
Gervais, Michael
Duckworth, Angela L.
Review, Harvard Business
Paperback
Hbr's 10 Must Reads 2026: The Definitive Management Ideas of the Year from Harvard Business Review (Featuring the Strategic Genius of Taylor Swift by
Meyer, Erin
Flyvbjerg, Bent
Review, Harvard Business
Paperback
The Year in Tech, 2026: The Insights You Need from Harvard Business Review
Anthony, Scott D.
Webb, Amy
Review, Harvard Business
Paperback
What the Heck Is Eos?: A Complete Guide for Employees in Companies Running on EOS
Bouwer, Tom
Wickman, Gino
Hardcover
Dirtbag Billionaire: How Yvon Chouinard Built Patagonia, Made a Fortune, and Gave It All Away
Gelles, David
Hardcover
Influence and Persuasion (HBR Emotional Intelligence Series)
Review, Harvard Business
Morgan, Nick
Cialdini, Robert B.
Paperback
Never Split the Difference: Negotiating as If Your Life Depended on It
Voss, Chris
Raz, Tahl
Hardcover
A CEO for All Seasons: Mastering the Cycles of Leadership
Malhotra, Vikram
Dewar, Carolyn
Keller, Scott
Hardcover
Inner Excellence: Train Your Mind for Extraordinary Performance and the Best Possible Life
Murphy, Jim
Paperback
How to Work with Complicated People: Strategies for Effective Collaboration with (Nearly) Anyone
Leak, Ryan
Hardcover
G.O.A.T. Wisdom: How to Build a Truly Great Business--From the Founders of Beekman 1802
Kilmer-Purcell, Josh
Ridge, Brent
Hardcover
The Coaching Habit: Say Less, Ask More, and Change the Way You Lead Forever
Stanier, Michael Bungay
Paperback
Biblia del Vendedor: Tecnicas Efectivas Para El Vendedor Competitivo
Dey, Alejandro
Dey, Alex
Paperback
Fearless Pricing: Ignite Your Team, Own Your Value, and Command What You Deserve
Brown, Casey
Paperback
Hbr's 10 Must Reads on Managing Yourself, Updated and Expanded (Featuring How Will You Measure Your Life? by Clayton M. Christensen)
Drucker, Peter F.
Gallo, Amy
Review, Harvard Business
Paperback
Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential and How You Can Achieve Yours
Chamine, Shirzad
Hardcover
The First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter
Watkins, Michael D.
Hardcover
Hbr's 10 Must Reads 2025: The Definitive Management Ideas of the Year from Harvard Business Review (with Bonus Article Use Strategic Thinking to Creat
Sutton, Robert I.
Review, Harvard Business
Rometty, Ginni
Paperback
The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
Fitzpatrick, Rob
Paperback
Hbr's 10 Must Reads on Emotional Intelligence, Updated and Expanded (Featuring What Makes a Leader by Daniel Goleman)
Ibarra, Hermina
Review, Harvard Business
Goleman, Daniel
Paperback
Hbr's 10 Must Reads on High Performance, Updated and Expanded (Featuring Nine Things Successful People Do Differently by Heidi Grant)
Goleman, Daniel
Review, Harvard Business
Grant, Heidi
Paperback
Hbr's 10 Must Reads on Leadership, Updated and Expanded (Featuring Begin with Trust by Frances X. Frei and Anne Morriss)
Ibarra, Herminia
Review, Harvard Business
Edmondson, Amy C.
Paperback
Hbr's 10 Must Reads on Managing People, Updated and Expanded (Featuring Are You a Good Boss--Or a Great One? by Linda A. Hill and Kent Lineback)
Goleman, Daniel
Hill, Linda A.
Review, Harvard Business
Paperback
Getting to Yes: Negotiating Agreement Without Giving in
Ury, William
Patton, Bruce
Fisher, Roger
Paperback
The Ideal Team Player: How to Recognize and Cultivate the Three Essential Virtues
Lencioni, Patrick M.
Hardcover
Generative Ai: The Insights You Need from Harvard Business Review
Cremer, David De
Review, Harvard Business
Mollick, Ethan
Paperback
Difficult Conversations: How to Discuss What Matters Most
Patton, Bruce
Stone, Douglas
Heen, Sheila
Paperback
The 15 Commitments of Conscious Leadership: A New Paradigm for Sustainable Success
Dethmer, Jim
Chapman, Diana
Klemp, Kaley
Paperback
Feedback That Works: How to Build and Deliver Your Message, Second Edition
Center for Creative Leadership
Paperback
Begin With WE: 10 Principles for Building and Sustaining a Culture of Excellence
McDowell, Kyle
Paperback
The Founder's Mentality: How to Overcome the Predictable Crises of Growth
Allen, James
Zook, Chris
Hardcover
Scaling Up: How a Few Companies Make It...and Why the Rest Don't (Rockefeller Habits 2.0)
Harnish, Verne
Paperback
From Drift to Drive: A High Achievers Guide to Breaking the Chains of Complacency
Robinson, Chris
Hardcover
The Practice of Adaptive Leadership: Tools and Tactics for Changing Your Organization and the World
Heifetz, Ronald A.
Grashow, Alexander
Linsky, Marty
Hardcover
The 6 Types of Working Genius: A Better Way to Understand Your Gifts, Your Frustrations, and Your Team
Lencioni, Patrick M.
Hardcover
Hbr's 10 Must Reads on Leadership (with Featured Article What Makes an Effective Executive, by Peter F. Drucker)
Review, Harvard Business
Drucker, Peter F.
Goleman, Daniel
Paperback
The Experimentation Machine: Finding Product-Market Fit in the Age of AI
Bussgang, Jeffrey J.
Hardcover
Software as a Science: Unlock Limitless Recurring Revenue Without Losing Control
Verlaque, Matt
Martell, Dan
Page, Johnny
Hardcover
The Asshole Survival Guide: How to Deal with People Who Treat You Like Dirt
Sutton, Robert I.
Paperback
The Emotionally Intelligent Team: Building Collaborative Groups That Outperform the Rest
Druskat, Vanessa Urch
Hardcover
Get Scalable: The Operating System Your Business Needs To Run and Scale Without You
Deiss, Ryan
Paperback
The Oz Principle: Getting Results Through Individual and Organizational Accountability
Smith, Tom
Hickman, Craig
Connors, Roger
Paperback
Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress
Moesta, Bob
Engle, Greg
Hardcover
Our Iceberg Is Melting: Changing and Succeeding Under Any Conditions
Rathgeber, Holger
Kotter, John
Hardcover
Hbr's 10 Must Reads on Managing People (with Featured Article Leadership That Gets Results, by Daniel Goleman)
Review, Harvard Business
Goleman, Daniel
Katzenbach, Jon R.
Paperback
The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You
Maxwell, John C.
Hardcover
Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business
Wickman, Gino
Winters, Mark C.
Paperback
The Black Swan: Second Edition: The Impact of the Highly Improbable: With a New Section: On Robustness and Fragility
Taleb, Nassim Nicholas
Paperback
The Way of the Shepherd: Seven Secrets to Managing Productive People
Pentak, William
Leman, Kevin
Hardcover
Unicorn Team: The Nine Leadership Types You Need to Launch Your Big Ideas with Speed and Success
Kem, Jen
Hardcover
The Need to Lead: A Topgun Instructor's Lessons on How Leadership Solves Every Challenge
Berke, Dave
Hardcover
Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. (Large Print Edition)
Brown, Brené
Paperback
How to Win Friends and Influence People: Updated for the Next Generation of Leaders
Carnegie, Dale
Hardcover
The One Thing: The Surprisingly Simple Truth about Extraordinary Results
Papasan, Jay
Keller, Gary
Hardcover
Hbr's 10 Must Reads on Strategy, Updated and Expanded (Featuring the Five Competitive Forces That Shape Strategy by Michael E. Porter)
Porter, Michael E.
Kim, W. Chan
Review, Harvard Business
Paperback
Hbr's 10 Must Reads on High Performance (with Bonus Article the Right Way to Form New Habits" an Interview with James Clear)
Goleman, Daniel
Review, Harvard Business
Clear, James
Paperback
The 360 Degree Leader: Developing Your Influence from Anywhere in the Organization
Maxwell, John C.
Paperback
Profit Generating Pipeline: A Proven Formula to Earn Trust and Drive Revenue
Venetz, Leslie
Hardcover
The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People
White, Paul
Chapman, Gary
Paperback
Masters of Uncertainty: The Navy Seal Way to Turn Stress Into Success for You and Your Team
Diviney, Rich
Hardcover
The Maxwell Daily Reader: 365 Days of Insight to Develop the Leader Within You and Influence Those Around You
Maxwell, John C.
Paperback
Main Street Millionaire: How to Make Extraordinary Wealth Buying Ordinary Businesses
Sanchez, Codie
Hardcover
The Hard Thing about Hard Things: Building a Business When There Are No Easy Answers
Horowitz, Ben
Hardcover
Find Your Why: A Practical Guide for Discovering Purpose for You and Your Team
Mead, David
Docker, Peter
Sinek, Simon
Paperback
The New Gold Standard: 5 Leadership Principles for Creating a Legendary Customer Experience Courtesy of the Ritz-Carlton Hotel Company
Michelli, Joseph A.
Hardcover
Hbr's 10 Must Reads on Emotional Intelligence (with Featured Article What Makes a Leader? by Daniel Goleman)(Hbr's 10 Must Reads)
Boyatzis, Richard E.
Review, Harvard Business
Goleman, Daniel
Hardcover
Tax-Free Wealth: How to Build Massive Wealth by Permanently Lowering Your Taxes
Wheelwright, Tom
Paperback
The Leadership Challenge: How to Make Extraordinary Things Happen in Organizations
Kouzes, James M.
Posner, Barry Z.
Hardcover
The Advantage: Why Organizational Health Trumps Everything Else in Business
Lencioni, Patrick M.
Hardcover
Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant
Mauborgne, Renée a.
Kim, W. Chan
Hardcover
Who Believed in You: How Purposeful Mentorship Changes the World
Powell McCormick, Dina
McCormick, David
Hardcover
The Phoenix Project: A Novel about It, Devops, and Helping Your Business Win
Spafford, George
Kim, Gene
Behr, Kevin
Paperback
Hardball: Are You Playing to Play or Playing to Win?
Stalk, George
Lachenauer, Rob
Butman, John
Hardcover
The Broken Rung: When the Career Ladder Breaks for Women--And How They Can Succeed in Spite of It
del Mar Martinez, Maria
Ellingrud, Kweilin
Yee, Lareina
Hardcover
Hbr's 10 Must Reads on Strengthening Your Soft Skills (with Bonus Article You Don't Need Just One Leadership Voice--You Need Many by Amy Jen Su)
Gallo, Amy
Review, Harvard Business
Goleman, Daniel
Paperback
The Trusted Advisor: 20th Anniversary Edition
Green, Charles
Maister, David H.
Galford, Robert
Paperback
Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business
Winters, Mark C.
Wickman, Gino
Hardcover
Leadership and Self-Deception, Fourth Edition: The Secret to Transforming Relationships and Unleashing Results
Arbinger Institute
Paperback
Team of Teams: New Rules of Engagement for a Complex World
McChrystal, Stanley
Collins, Tantum
Silverman, David
Hardcover
There's Got to Be a Better Way: How to Deliver Results and Get Rid of the Stuff That Gets in the Way of Real Work
Repenning, Nelson P.
Kieffer, Donald C.
Hardcover
The 4 Disciplines of Execution: Achieving Your Wildly Important Goals
Covey, Sean
McChesney, Chris
Huling, Jim
Paperback
Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine
Michalowicz, Mike
Hardcover
Start with Why 15th Anniversary Edition: How Great Leaders Inspire Everyone to Take Action
Sinek, Simon
Hardcover
Obvious Adams -- The Story of a Successful Businessman: New Business Edition
Updegraff, Robert R.
Paperback
The Unaccountability Machine: Why Big Systems Make Terrible Decisions--And How the World Lost Its Mind
Davies, Dan
Paperback
Team Topologies, 2nd Edition: Organizing Business and Technology for Fast Flow of Value
Skelton, Matthew
Pais, Manuel
Paperback
The 360 Degree Leader Workbook: Developing Your Influence from Anywhere in the Organization
Maxwell, John C.
Paperback
Leadership on the Line: Staying Alive Through the Dangers of Change
Linsky, Marty
Heifetz, Ronald A.
Hardcover
More Human: How the Power of AI Can Transform the Way You Lead
Hougaard, Rasmus
Carter, Jacqueline
Hardcover
Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others
Kasperson, David
Covey, McKinlee
Covey, Stephen M. R.
Paperback
The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses
Ries, Eric
Hardcover
Measure What Matters: How Google, Bono, and the Gates Foundation Rock the World with OKRs
Doerr, John
Hardcover
The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success
Thorndike, William N.
Hardcover