March 2018
Beginner
272 pages
5h 1m
English
Content preview from How Clients Buy
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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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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.