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.

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.

This article explores how effective relationship capital management drives long-term business success by fostering trust, creating value, and positioning companies as indispensable partners in their networks.

In this article, we’ll explore why influence networks play a critical role in securing major deals and how businesses can map, understand, and leverage these networks to gain a competitive advantage.

In this article, we’ll explore why ecosystem mapping is critical for optimizing sales strategies and how tools like Powerscope help turn complex relationships into a strategic advantage.

In this article, we will explore the top 5 challenges in managing key business relationships and provide actionable strategies on how to overcome them.

This article explores why relationship intelligence and influence management are crucial for the future of sales and how businesses can integrate these strategies to improve their sales outcomes.

The ability to identify and leverage the right influencers can be the key to winning high-stakes deals. This article explores effective strategies to identify key influencers and how to engage them to drive success in complex sales environments.

In today’s rapidly evolving business landscape, the ability to foster and maintain strong relationships is more important than ever, especially in complex sales. The term relationship capital refers to the wealth of connections a business or individual develops and nurtures over time. These connections are not just social—they’re strategic assets that can have a profound influence on the outcome of large, complex sales cycles. This article explores how organizations can leverage relationship capital to maximize their influence and improve their chances of closing high-value deals.

In today's competitive market, the role of a Key Account Manager (KAM) is crucial for maintaining vital client relationships and ensuring the ongoing success of the business. Succession planning for KAMs is therefore a strategic imperative to safeguard business continuity and maintain customer trust during transitions.