Notes and References
Chapter 1 A Curious Problem
- Dominic Barton quote: Interview with How Clients Buy research team, 2017.
- Chuck McDonald quote: Interview with How Clients Buy research team, 2017.
Chapter 2 Finders, Minders, and Grinders: The Business Development Imperative
- Russell Davis story: Interview with How Clients Buy research team, 2017.
- The Cravath System story: Robert T. Swaine, The Cravath Firm and Its Predecessors 1819–1948, The Lawbook Exchange, Ltd. (originally published 1946).
Chapter 3 Beyond Pixels: Selling a Service Is Much Different from Selling Things (and Harder, too)
- Credence Goods background: Asher Wolinsky, “Competition in Markets for Credence Goods,” Journal of Institutional and Theoretical Economics 151 (1995): 117–31.
- David Maister quote: Excerpt from his online article “Matters of Trust,” 1998. http://davidmaister.com/articles/a-matter-of-trust/
Chapter 4 Obstacle #1—What They Didn't Teach You in B-School: If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?
- Thomas Jefferson story: “Notes for the Biography of George Wythe,” Lipscomb, Andrew A. and Albert E. Bergh, eds. The Writings of Thomas Jefferson. Washington, D.C.: Thomas Jefferson Memorial Association of the United States, 1903–04. 20 vols., 1:166–70.
- Walter Friedman quote: Walter Friedman, Birth of a Salesman: The Transformation of Selling in America (Cambridge, MA: Harvard University Press, 2005).
- Ford Harding quote: Ford Harding, Rain Making, 2nd ed. (Avon, ...
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