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Pitching & closing : everything you need to know about business development, partnerships, and making deals that matter /
"Alex Taub and Ellen DaSilva have written the bible for business development in startup land--a well-researched, easily accessible accounting of best practices and tips of the trade from the people who are leaders in opening and closing deals that define some of the most exciting new companies...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill Education,
©2014.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Acknowledgments
- Introduction
- Part 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 35
- 8 APIs and BD
- 9 A Career in BD
- 10 Digital Identity
- Part 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
- Part 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
- Part 4 Best Practices: Preparation and Execution
- 24 Introductions: Best Practices
- 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
- Part 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
- 48 Banking to BD: Nicole Cook
- 49 BD and Sales: Eric Friedman
- 50 Intern to VP: Erin Pettigrew
- Sources
- Index
- About the Authors