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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter
EVERYTHING 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.
Pitching & Closing 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 SocialRank, 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
How to consistently identify and land the best strategic alliances for your business 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.
The road from startup to IPO starts with Pitching & Closing.
PRAISE FOR PITCHING & CLOSING
"This book is a must-read for anyone in the business of transforming professional relationships into powerful strategic partnerships." -- Adam Bain, President of Global Revenue at Twitter
"Pitching & Closing does a phenomenal job of giving you a seat in the room during some of the biggest business development deals of late. Anyone who reads this book will come away with a deep understanding of business development in the world of startups." -- Dylan Smith, CFO of Box
"Pitching & Closing is the definitive guide to partnerships for the next generation of entrepreneurs and business leaders." -- Adam Braun, Founder and CEO of Pencils of Promise
"An honest and insightful look at the delicate and complex handling of business development [that] guides readers on how to turn good ideas into great partnerships." -- Kyle Kelly, Business Development & Analysis at Zappos.com
"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 on the landscape." -- Laurie Racine, Board Member, Creative Commons
"I never thought I'd read a book that not only explains how nuanced business development can be, but also actually gives you what you need to take teams big and small to grow their business through partnerships. Impressive and fun to read." -- Paul Murphy, CEO of Dots and Partner at Betaworks
Pitching & Closing 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 SocialRank, 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
How to consistently identify and land the best strategic alliances for your business 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.
The road from startup to IPO starts with Pitching & Closing.
PRAISE FOR PITCHING & CLOSING
"This book is a must-read for anyone in the business of transforming professional relationships into powerful strategic partnerships." -- Adam Bain, President of Global Revenue at Twitter
"Pitching & Closing does a phenomenal job of giving you a seat in the room during some of the biggest business development deals of late. Anyone who reads this book will come away with a deep understanding of business development in the world of startups." -- Dylan Smith, CFO of Box
"Pitching & Closing is the definitive guide to partnerships for the next generation of entrepreneurs and business leaders." -- Adam Braun, Founder and CEO of Pencils of Promise
"An honest and insightful look at the delicate and complex handling of business development [that] guides readers on how to turn good ideas into great partnerships." -- Kyle Kelly, Business Development & Analysis at Zappos.com
"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 on the landscape." -- Laurie Racine, Board Member, Creative Commons
"I never thought I'd read a book that not only explains how nuanced business development can be, but also actually gives you what you need to take teams big and small to grow their business through partnerships. Impressive and fun to read." -- Paul Murphy, CEO of Dots and Partner at Betaworks
- GenresBusiness
289 pages, Kindle Edition
First published July 21, 2014
16 people are currently reading
109 people want to read
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Displaying 1 - 4 of 4 reviews
March 25, 2017
After having worked in technical sales for most of my career, I thought I would see what some of those other related jobs were about. My company had a few business development folks, but they tended to hang around headquarters or were otherwise out of the office, and I rarely crossed paths. I found this book to be a very good introduction to the role. I learned a lot. It ends up that I actually was responsible for this role for a few months early in my career, but I never knew it by this name. Resume modification is in order.
The book describes business development, and provides a number of examples of how people approached the role. Many of the people profiled in the last chapter are pretty familiar, like Gary Vaynerchuk, and while I understood what they did before I read this, I never specifically named it “business development”. The book also provides some guidance into how to do the job. I found this of some interested, and I suspect those starting out in the industry will find it of value. I did, however, run across parts that were very basic. Rules of thumb were provided into how often to call targets, how to approach your contacts for referrals, and other business activities. Some suggestions were common sense, but I found value in reviewing everything. Overall, I found this a good book to get an overview of the business development role and how to actually do the job. I think it sets good expectations for one going into that role.
The book describes business development, and provides a number of examples of how people approached the role. Many of the people profiled in the last chapter are pretty familiar, like Gary Vaynerchuk, and while I understood what they did before I read this, I never specifically named it “business development”. The book also provides some guidance into how to do the job. I found this of some interested, and I suspect those starting out in the industry will find it of value. I did, however, run across parts that were very basic. Rules of thumb were provided into how often to call targets, how to approach your contacts for referrals, and other business activities. Some suggestions were common sense, but I found value in reviewing everything. Overall, I found this a good book to get an overview of the business development role and how to actually do the job. I think it sets good expectations for one going into that role.
October 1, 2020
The go-to-book to BD tips, tricks and insights. Complete information from the A to the Z of business development
November 10, 2025
Very interesting if you're working in business development!It shows how to make a good presentation for your product,how to make alliances with the best partners,how to close a deal and what are the best practices. last chapter brings the different approaches and perspectives of those who had huge success.I recommend it because it has at least one idea that brings you different perspectives 🤪
October 5, 2021
Pierdere de vreme. Generalitati peste generalitati. Nimic concret.
Displaying 1 - 4 of 4 reviews