The 7 Bullets of Technology Selling is a proven sales qualification framework designed to help Account Executives and Solution Architects systematically identify, qualify, and advance complex technology deals. Originally developed by Edgar Perez, this framework distills decades of enterprise sales experience into seven critical dimensions that every technology seller must understand before investing significant time and resources in an opportunity. In today's fast-moving cloud and AI lands...

The definitive pocket guide for Account Execs and Solution Architects to qualify and close complex technology sales opportunities. Includes the top 75 questions you should be asking on all deals around your Customer's Goals, Problems, Needs, Competition, Budget, Decision Process, and Timeline. Sales teams are encouraged to utilize all of the outlined 7 Bullets when selling to technology customers. Taking a comprehensive and systematic approach will increase your close rate and the quality ...

The secrets of high-frequency trading revealed!“Edgar’s book is fantastic . . . I recommend it highly.”—Bart Chilton, Commissioner, United States Commodity Futures Trading Commission (CFTC)“I have interviewed the most successful high-frequency traders in New York and Chicago, but I have learned so much more by reading Perez’s book. He covers the most relevant topics we need to know today and tomorrow.”—Mark Abeshouse, Chairman, Augus...

This handbook offers a comprehensive review of the research on emotional development. It examines research on individual emotions, including happiness, anger, sadness, fear, and disgust, as well as self-conscious and pro-social emotions. Chapters describe theoretical and biological foundations and address the roles of cognition and context on emotional development. In addition, chapters discuss issues concerning atypical emotional development, such as anxiety, depression, developmental dis...

This book examines three decades of research on behavioral inhibition (BI), addressing its underlying biological, psychological, and social markers of development and functioning. It offers a theory-to-practice overview of behavioral inhibition and explores its cognitive component as well as its relationship to shyness, anxiety, and social withdrawal. The volume traces the emergence of BI during infancy through its occurrences across childhood. In addition, the book details the biological ...

Today, advances in portfolio theory, efficient investment pressures as well as the emergence of many new investment vehicles is a challenge at the same time help to improve skills for investment portfolio management institutional investors. Due to face the challenges and pressures on, the managers should be aware that behind the portfolio is "flesh and blood" of their personal prosperity greatly affected by the action of managers. Information media often remind us of the moral hazard can o...

Real Estate Development and InvestmentA Comprehensive ApproachWritten by real estate industry veteran Stephen Peca, this timely guide skillfully outlines the various phases of the real estate development process and addresses some of the most important issues associated with this discipline.Using numerous illustrations and anecdotes, this book takes you through the development process, from historical considerations and idea formulation to financial feasibility and ...

The markets have evolved at breakneck speed during the past decade, and change has accelerated dramatically since 2007's disastrous regulatory "reforms." An unrelenting focus on technology, hyper-short-term trading, speed, and volume has eclipsed sanity: markets have been hijacked by high-powered interests at the expense of investors and the entire capital-raising process. A small consortium of players is making billions by skimming and scalping unaware investors -- and, in so doing, they'...

The essential guide to quantifying risk vs. return has been updated to reveal the newest, most effective innovations in financial risk managementWritten for risk professionals and non-risk professionals alike, this easy-to-understand guide helps readers meet the increasingly insistent demand to make sophisticated assessments of their company’s risk exposureProvides the latest methods for measuring and transferring credit risk, increase risk-manageme...

Do you know what is on your credit report? Are you sure? Most people have no idea, but what you don't know can definitely hurt you. Even if you've never missed a payment there could be small mistakes that can lead to big problems.Don't leave yourself at the mercy of credit repair scam artists who make big promises that they can't keep. You can do it yourself, this book will show you how to:- Fix your own credit report- Avoid credit repair scams- Improve your c...

An up-to-date, accurate framework for credit analysis and decision making, from the experts at Standard & Poor's"In a world of increasing financial complexity and shorter time frames in which to assess the wealth or dearth of information, this book provides an invaluable and easily accessible guide of critical building blocks of credit analysis to all credit professionals."--Apea Koranteng, Global Head, Structured Capital Markets, ABN AMRO...

A straightforward guide to the evolution, benefits, and implementation of Solvency IIProviding a guide to the evolution, practice, benefits, and implementation of Solvency II, Executive′s Guide to Solvency II deftly covers this major European regulation which ensures that insurers can meet their risk–based liabilities over a one–year period to a 99.5% certainty. Part of the Wiley and SAS Business series, this book will guide you through Solvency II, especi...