Entrepreneurial Selling: The Facts Every Entrepreneur Must Know


This book, Entrepreneurial Selling addresses the unique challenges faced by entrepreneurs of all kinds in startup, small, medium, or large organizations in their quest to get buy-ins for novel ideas, products or services. In addition to describing typical sales hurdles, the book offers strategies and tactics for effectively overcoming them and growing their list of customers, collaborators, financiers, suppliers, board members, and other sympathizers. While most books on Entrepreneurship focus on the characteristics of Entrepreneurs, what it takes to be a successful entrepreneur, and how to get startup capital, Entrepreneurial Selling sheds light on how Entrepreneurs can excel at selling to build their team and obtain resources. The future of a novel idea hinges on reaching, engaging and convincing target audience about its merits. Basically, Entrepreneurial leadership without selling ability is unrealistic. Based on multiyear field studies and several consulting projects with Entrepreneurs of all kinds in Africa, Asia, Europe, Latin America, Middle East, and North America, this book shows how Entrepreneurs can effectively reach out, enroll collaborators, prospect for businesses, handle typical objections, ask for buy-ins, reach agreement, and treat requests for discounts (in the case of commercial exchanges). The insight contained in this book should give Entrepreneurs early head start, prevent costly mistakes, and increase the odds of realizing new venture dreams. The goal is to preempt fantasies by facilitating early reality checks that will inform productive usage of Entrepreneurs’ limited resources.

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About the Author(s)

Vincent Onyemah

Dr. Vincent (Vini) Onyemah is associate professor of sales and marketing at Babson College, the global leader in entrepreneurship education. As a teenager, he started two companies. His selling experi…

Martha Rivera-Pesquera

Dr. Martha Rivera-Pesquera is professor of marketing at IPADE Business School (México). She has consulted for over 30 companies and helped family businesses to scale-up. She teaches executive educatio…

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Pub Date

January 10, 2017





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