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001			u12681
003			SA-PMU
005			20210418124532.0
008			140317s2014 nyu b 001 0 eng
010			_a 2014008761
040			_aDLC _beng _erda _cDLC _dIG# _dBTCTA _dYDXCP _dBDX _dSINLB _dOCLCF _dAU@ _dOCLCQ
019			_a864700415 _a889726403
020			_a9780071822374 _q(hardback)
020			_a0071822372 _q(hbk.)
035			_a(OCoLC)864847501 _z(OCoLC)864700415 _z(OCoLC)889726403
042			_apcc
050	0	0	_aHD69.S8 _bT38 2014
082	0	0	_a658/.046 _223
084			_aBUS025000 _2bisacsh
100	1		_aTaub, Alexander.
245	1	0	_aPitching & closing : _beverything you need to know about business development, partnerships, and making deals that matter / _cby Alexander Taub, Ellen DaSilva.
246	3		_aPitching and closing
246	3	0	_aEverything you need to know about business development, partnerships, and making deals that matter
264		1	_aNew York : _bMcGraw-Hill Education, _c2014.
300			_axvii, 263 pages ; _c24 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	0		_aMachine generated contents note: pt. 1 Business Development -- 1. What Is Business Development? -- 2. Types of Business Development -- 3. BD Team Structure -- 4. Business Development Versus Sales -- 5.Networking -- 6. International BD -- 7. Finding Your BD Mentor -- 8. APIs and BD -- 9.A Career in BD -- 10. Digital Identity -- pt. 2 Introduction to Partnerships -- 11. Understanding Other Companies -- 12. Four Golden Rules of Partnerships -- 13. Three Types of Partnerships -- 14. Identifying the Right Person at the Partner Company -- 15. Partner Feedback -- 16. Doing a Deal Versus Doing the Best Deal -- 17. Sincere Selling -- 18. Vapor Sales -- pt. 3 Pitching and Closing -- 19. Pipelines and Prepitch Execution -- 20. Making the Pitch and Closing the Deal -- 21. The Legality of Deal Making: Contracts and Beyond -- 22. Launching Deals and Compounding Effects -- 23. Keeping the Deal -- pt. 4 Best Practices: Preparation and Execution -- 24. Introductions: Best Practices.
505	0		_aContents note continued: 25. Reaching Out and Corresponding -- 26. Following Up and Other Best Practices for Correspondence -- 27. Persistence -- 28. Rejection -- 29. Being Helpful and Adding Value -- 30. Feeling the Pulse of the Market -- 31. The "Shiny Things" Disease -- 32. Internal Communication -- 33. Working with Big Companies -- 34. Working with the Press -- 35."Launch Partner" Strategy -- 36. Turning a Nice to Have into a Need to Have -- pt. 5 War Stories -- 37. Introduction to War Stories -- 38. Large-Company BD: Kristal Bergfield -- 39. Entrepreneurship and BD: Scott Britton -- 40. The Ultimate Connector: Charlie O'Donnell -- 41. BD and the Legal World: Richard Bloom -- 42. Trendsetter Partnerships: Gary Vaynerchuk -- 43. From BD to Founder: Tristan Walker -- 44. Day 1 Entrepreneur: Shaival Shah -- 45. Dorm Room Deal Maker: Andrew N. Ferenci -- 46. Sports, Private Jets, and Philanthropy: Jesse Itzler -- 47. Music BD and International Relations: Zeeshan Zaidi.
505	0		_aContents note continued: 48. Banking to BD: Nicole Cook -- 49. BD and Sales: Eric Friedman -- 50. Intern to VP: Erin Pettigrew.
520			_aEverything you need to build revenue-generating partnerships. Corporations have profited from strong business development strategies for years. So it's no surprise that of the half-million new businesses created each year, the most successful ones are driven by business development. Now, savvy professionals on the business side of a startup have a reliable guide to perfecting the partnership strategies that will quickly add value to any company. This book gives you concrete action steps for mastering the specific skill set today's business-development professionals need to define their roles and meet revenue expectations. Written in practical terms by playmakers at Twitter and Social Rank, this A-to-Z guide walks you through forging relationships, pitching a company's product, building a network, sourcing deals, making rejection positive, and staying cool while closing large deals. Firsthand accounts from business development executives across many industries, from tech to television to finance, bring to life such topics as: how to consistently identify and land the best strategic alliances for your business; and why people say yes and why they say no Etiquette for making introductions and reaching out to people in ways that elicit responses. Monitoring core metrics to know where to invest your time In addition to implementable advice and techniques from the top minds in the industry, this complete resource features an entire section of best practices for every step of the partnering process. Make your moves with the confidence of having a team of experts at your back.
650		0	_aStrategic alliances (Business)
650		0	_aBusiness networks.
650		0	_aIndustrial marketing.
650		7	_aBUSINESS & ECONOMICS _xEntrepreneurship. _2bisacsh
650		7	_aBusiness networks. _2fast _0(OCoLC)fst00842802
650		7	_aIndustrial marketing. _2fast _0(OCoLC)fst00971345
650		7	_aStrategic alliances (Business) _2fast _0(OCoLC)fst01134349
700	1		_aDaSilva, Ellen.
938			_aBrodart _bBROD _n107803380
938			_aBaker and Taylor _bBTCP _nBK0014140325
938			_aIngram _bINGR _n9780071822374
938			_aYBP Library Services _bYANK _n11393367
029	1		_aAU@ _b000053188497
029	1		_aNZ1 _b15663898
029	1		_aAU@ _b000053964685
942			_cBOOK
994			_aZ0 _bSUPMU
948			_hNO HOLDINGS IN SUPMU - 66 OTHER HOLDINGS
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