This book shows managers how to identify opportunities for increasing productivity by enhancing commitment and provides tools for building a high-performing team.
• Clearly identifies interpersonal dynamics as the major factor for reducing the “commitment gap” and increasing job satisfaction and productivity
• Utilizes “real life” scenarios to demonstrate how the supplied blueprints and strategies enable managers to internalize and experiment to impact their own motivational issues
When two men meet in the Virginia state penitentiary in a maximum security visitation room on May 5, 1968, they have only one thing in common: they both want their lives back. On one side of a glass divider sits Kenneth Deatherage, who was sentenced to death for the brutal rape and murder of a young woman. The jury agreed with the prosecutor’s closing argument: that all evidence points to Deatherage as the killer. But Deatherage says the evidence was fabricated.
He claims that the judge and his own lawyer rigged the trial against him. On the other side of the divider sits Nate Abbitt, who was a successful prosecutor until he tried to drink his way through a midlife crisis. When he finally sobered up, he had lost his career, his marriage of 30 years, and his self-respect. He turned to criminal defense because it was the only work he could get.
When the court appoints Nate to represent Deatherage on appeal, Nate doesn’t believe there’s a grand conspiracy to send Deatherage to the electric chair. But when his investigation uncovers hints of corruption in the county justice system, he finds himself accused of murder by the same forces that convicted his client. To save himself, Nate risks his life and the lives of others, and in the process, discovers that he and Deatherage have much more in common than he wants to admit.
MAKE ‘EM SAY YES
All of us are involved in selling every day. Whenever we present a product or a principle, inform a client, or instruct a child, we are engaging in the art of effective persuasion. Allow America’s master of the art of selling explain proven, practical sales techniques all of us can use every day. He provides vital strategies for specific closes, hundred of sales questions, and dozens of persuasion procedures to help everyone sell their ideas, or themselves. No matter what your age, gender, occupation, or lifestyle, these proven techniques from America’s selling sensation can work for you.
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 as: 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
