The Evolving Sales Engineer Review

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The Evolving Sales Engineer ReviewThis book contains very practical and well presented ideas that anyone involved in the technical sales process would benefit from knowing. Many sales-related books are available but this is the most on target for Sales Engineers and their managers that I have seen.
The range of topics covered is impressive as well. SE managers are given their own section on how to choose and develop SE teams. SEs are taught everything from how to deal with office politics to properly design presentation slides. The stories that are included help reinforce the points in ways that show that the author really understands the SE world.
I would advise SEs to buy this book and SE managers to consider this as recommended reading for their teams.

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The Complete Guide to Capital Markets for Quantitative Professionals (McGraw-Hill Library of Investment and Finance) Review

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The Complete Guide to Capital Markets for Quantitative Professionals (McGraw-Hill Library of Investment and Finance) ReviewIt is crucial to the success of a technologist on Wall Street to have a fluent understanding of the traders they support: More focused feature sets are developed, faster communication with traders (they have about a 2-second attention span) and correct assumptions are made.
Unfortunately, working in technology tends to isolate oneself from the trading floor. This is not necessary. Although, there are plenty of classics out there (read Fabozzi), they don't target the technologist who hasn't grown up on the trading floor. They still don't answer the questions, "Why would you do that", "What's the purpose", "What's driving everything"
This book turns the whole model upside down. The author goes into a very detailed and interesting history of the markets first. Then goes into the main areas any financial group handles: Treasuries, Futures, Interest Rate, Agencies, Options, Corporates (We won't mention mortgage).
After reading just the Treasuries and Futures section, I IMMEDIATELY saw a difference in my ability to communicate with the desk. I was able to suggest alternative approaches concerning enhancements and features, understand when problems arose, plus I actually understood EVERYTHING the trader said.
If you work in technology, be it QA, Software Development or even technology management, this is a must read.
Best of all, it's a great read. I found myself looking forward to reading the book every single day.
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