CRC Press Getting from the Bar to the Boardroom: 25 Proven Sales Techniques for Relationship Building, Networking, Negotiating, and Dealmaking

Everyone is a salesperson. Whether you want to admit it or not, there is a point where you have to persuade an individual or group to change their current course of action in favor of a new one. This book is a sales guide, but more importantly, it is a guide on how to transition into the professional world and how to avoid the many pitfalls that have claimed countless numbers of victims. Drawn from his successful career in corporate sales and client services, Doug Gentilcore shares his first-hand experiences and knowledge for developing a promising business career. In this innovative and entertaining book, the author explains why at some point any business professional in sales or not has to persuade an individual or group to change their current course of action in favor a new one. Told via a clever and engaging narrative, this book delivers 25 proven skills for relationship building, networking, negotiating, business deal-making, and complex sales that business professionals can incorporate into their own work style. These include: 1. Have Your Credentials at The Door 2. Have an In 3. Set the Agenda for The Evening 4. Make Sure Everyone Has a Drink 5. Talk to The Locals 6. Keep Your Head on A Swivel 7. If You Don’t Have A “Big” Friend, Make One 8. Respect the Bouncers 9. Drink Responsibly 10. Bar Stool Selling 11. You’re Going to Get Shot Down -- Deal with It 12. Be the Center of Attention, To A Point 13. Know Your Time and Place 14. Don’t Sulk and Don’t Let Others Sulk 15. Don’t Focus on Who Isn’t There 16. Have A Full Wallet 17. Buy A Round 18. Never, Ever Turn Down a Free Drink 19. Be on The Prowl 20. Confidence Is King, Arrogance Is the Jester 21. Tip Appropriately 22. Close Out Your Tab 23. Send Pictures 24. Recover 25. Know When It’s “That Time” About the Author Doug started his career about as far from the Board room as you can imagine. As a golf professional in Scarsdale, NY he had aspirations of battling Tiger Woods on the PGA Tour. That dream was short-lived and soon he began his sales career with a business-to-business role in Annapolis, MD. Even though Doug’s professional golf career is long over, competition on the course, field, and in the business arena continues to be a defining part of his life. As Doug’s career advanced, he had stops at Pfizer and GE which helped build a foundation for his success in Sales, and where he began to develop his theories on Sales and Marketing. As Doug rose through the management ranks, he gained a deeper understanding of why his customers were motivated to buy from him. Doug’s growth and performance eventually led to him leading commercial teams on a global level. Doug has since founded Implerem, LLC and has worked with and for several organizations, helping them with strategy and commercialization. Whether it was large companies like Novartis, private equity firms like Bain Capital, or small organizations like ARTMS, Products Inc, Doug found that having strong principles, strategy, and finding people that can execute at a high level were all critically important success factors. In the course of his consulting, certain opportunities present that require his full time and attention. Recently, Doug became the Chief Commercial Officer at ARTMS Products, Inc., an exciting new medical technology still in its funding phase. Implement continues to serve customers with the principles established by Doug. Doug will continue consulting in a limited role while with clients in unrelated industries. Doug’s true passion is helping people grow and maximize their potential. He was fortunate to have an exceptional group of mentors and advocates during his career and he will continue to use his platform to help as many business professionals as possible. Whether it comes from his writing, speaking or customer relationships Doug’s first priority is to make those around him the best version of themselves.