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Pitching and Closing: Everything You Need to Know About Business Development, Partnerships, and Making Deals that Matter Hardcover – July 21, 2014

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Editorial Reviews

About the Author

Alex Taub is the cofounder of SocialRank, a tool that helps brands find out better information about the people who follow them on social networks. Alex previously led business development and partnerships for online integrations at Dwolla, one of the fastest growing startups in the country. Alex contributes to the Forbes Entrepreneur section twice a month.

Ellen DaSilva is a senior analyst of the business operations team at Twitter, which strategically targets revenue opportunities for -the company. Ellen's past positions include investment banking at Barclays Capital and financial planning at Hillary Clinton for President.

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Product Details

  • Hardcover: 256 pages
  • Publisher: McGraw-Hill Education; 1 edition (July 21, 2014)
  • Language: English
  • ISBN-10: 0071822372
  • ISBN-13: 978-0071822374
  • Product Dimensions: 9.3 x 6.4 x 1.1 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #358,054 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful By Matthew R. Heusser on April 23, 2015
Format: Audio CD Verified Purchase
If you want to get into business development and have no idea what it is, you might find this book helpful. Or you could just read this review.

According to the author, business development is less about 'sales', and more about forging new revenue streams by partnering with other businesses. For example, if you have a plugin for facebook that facebook can charge money for, you partner with facebook to get it in front of their users and pay them half of revenue. Other ways to partner are to make a product that saves the other company money, increases their productivity, makes their own product more sellable, provides more brand recognition, etc.

Most of the examples are web-based businesses - twitter, facebook, and other companies like them, but this can apply to anyone. Make a new widget and you need to make a deal with Wall*Mart, Target, or some other retail store to get it distributed. The author also discusses some traditional partnerships like an exclusive CD for a singer that goes in Starbucks, then also partnering with starbucks to promote concerts or dual-branding advertising, putting the CD on ads for starbucks "now in stores, pick up your copy of ..." (That worked great for a couple of years ... until it got over the top. You may remember all the biz media articles asking if Starbucks had lost it's way with too many tie-ins and not enough focus on making good coffee.)

It is in getting down the nuts and bolts of partnerships that the book loses it's way. In order to be good at business development you have to find who to partner with for your solution, then convince them. The author says this requires a combination of strategic thinking - as the businesses are puzzle pieces that will fit together - and social skills.
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7 of 7 people found the following review helpful By Paul Murphy on July 24, 2014
Format: Hardcover
I never thought I'd read a book that not only explains how nuanced business development can be, but actually gives you what you need to take teams big and small to grow their business through partnerships. Impressive and fun to read.
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6 of 6 people found the following review helpful By Wade Danielson on August 5, 2014
Format: Hardcover
We had Alexander on our podcast, The Entrepreneurs Library, to give a full run down of Pitching and Closing. He is extremely knowledgable and the book is phenomenal! If you want to get a review from the author himself, check out Episode 15.

You will want to pick it up immediately!!
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5 of 5 people found the following review helpful By Daniel Liss on July 25, 2014
Format: Hardcover
This book is a gem- detailed, but not verbose, visionary and still practical. It is an easy read but thought-provoking the whole way. Most business books lose steam. This only gains it as it moves toward the case studies, which are the most gripping part of the book. You end believing that you too can build businesses like these other entrepreneurs. This is a must read for any founder, investor or person looking to work on the business side of a start up.
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5 of 5 people found the following review helpful By brian on August 2, 2014
Format: Hardcover
Love this book. It's really not a book composed of theories with no data--these are real, actionable items that people can simply put to practice the moment they pick up the book. The tech world isn't something easy to navigate or is it something easy to succeed in without failing a bunch of times. The book really takes the veil off the startup world and empowers people pursuing a job in it or looking to get better in their role.
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3 of 3 people found the following review helpful By ann p wertheim on August 2, 2014
Format: Hardcover
Well written in language easily understood. Wonderful new ideas while having a classic practical approach to pitching and closing at the same time. Definitely a can't-go-wrong read.
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