rackham

Oliver Rackham (the woodland history bloke in the UK) used small notebooks.

(still does.) (asciidoc -- wikipedia.org/wiki/asciidoc -- stuart rackham) * and there were other early entrants that are still alive.

For example, Horace Rackham was an early investor in Ford and he received a 1300x RoI, Peter Thiel received a 3000x RoI on his investment in Facebook, while Kleiner and Sequoia capital each turned $12.5 million into $2 billion through their investments in google.

As Mazer Rackham from Ender's Game said: "Only the enemy shows you where you are weak."

I'm a dev who has spent many years closing largish deals, and the best thing I've ever read on the subject is "Spin Selling" by Neil Rackham.

Rackham and co are the first, in my opinion, to approach the topic from the psychology of the buyer and not primarily the seller.

The book you're looking for is Spin Selling by Neil Rackham.

+1 for mentioning Neil Rackham's (1988) classic "Spin Selling".

In my field of High Energy Nuclear Physics, data analyses usually are accompanied by so-called "Analysis WebPages" which I generate from the same AsciiDoc source files using Wordpress and Stuart Rackham's blogpost [1,2].

As Mazer Rackham from Ender's Game said: "Only the enemy shows you where you are weak."

I'm a dev who has spent many years closing largish deals, and the best thing I've ever read on the subject is "Spin Selling" by Neil Rackham.

+1 for mentioning Neil Rackham's (1988) classic "Spin Selling".

In my field of High Energy Nuclear Physics, data analyses usually are accompanied by so-called "Analysis WebPages" which I generate from the same AsciiDoc source files using Wordpress and Stuart Rackham's blogpost [1,2].

Rackham and co are the first, in my opinion, to approach the topic from the psychology of the buyer and not primarily the seller.

The book you're looking for is Spin Selling by Neil Rackham.