This blog sets out to be of interest to those people who have to work in environments where complicated decisions are taken: complex sales, international account and project management, journalists, people interested in politics, jobseekers, etc. It’s also, we hope, going to satisfy the curious who’d just like to know a bit more about how their own relationships work, without a particular goal in mind.
Mastering the Art of Stakeholder Mapping in Strategic Sales
In complex B2B sales, success doesn’t just depend on understanding your customer’s needs — it depends on understanding their people. Strategic deals often involve dozens of stakeholders, each with their own goals, alliances, biases, and levels of influence. Traditional org charts won’t help you here. What you need is a clear, dynamic view of who really holds power — and how to engage them.
Welcome to the art of stakeholder mapping.
How to Build Long-Term Business Relationships That Drive Revenue Growth
In this article, we’ll explore the key principles and practices behind building long-term, revenue-generating business relationships—and how tools like Powerscope and the RIIM methodology can give you a competitive edge.
How to Navigate Complex Decision-Making Processes in Large Organizations
In this article, we’ll break down how to successfully navigate complex decision-making processes, identify the key players involved, and leverage influence networks to move deals forward with confidence.
Key Insights from 20 Years of Research on Relationship Capital Management
This article explores key insights from 20 years of research on relationship capital management, highlighting its impact on business success and the best practices that have emerged over time.