The Work Before The Work The Hidden Habits Elite Sales Professionals Use To Outperform The Competition

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The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition

Author : Paul M. Caffrey
Publisher : Page Two Press
ISBN 13 : 9781774583005
Total Pages : 0 pages
Book Rating : 4.5/5 (83 download)

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Book Synopsis The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition by : Paul M. Caffrey

Download or read book The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition written by Paul M. Caffrey and published by Page Two Press. This book was released on 2022-09-06 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the 6 hidden habits of elite sales performers Have you ever wondered why some sales professionals consistently win year after year, while others have peaks and valleys-or simply fail to ever reach their true potential? Sure, hard work, dedicated effort, product knowledge, and an attractive personality (and even knowing Exactly What to Say) can all help with success in sales. And almost anyone who's reached elite sales performance status has all of these-but it's not enough to explain how they do it. In The Work Before the Work, leading sales professionals Paul M. Caffrey and Phil M. Jones reveal the six hidden habits that set sales superstars apart, and how to unlock them in yourself. But be advised: You will find approximately zero "hacks," and not a single "trick" in these pages. And at no point will you discover a "hidden secret". Instead, you'll discover the meticulous thinking, questioning and preparation that the best of the best practice unconsciously, and learn how to ritualize your sales preparation so you, too, can join their ranks. Think of it as a roadmap that gives you a fair advantage in almost every selling situation-akin to the ability to start a soccer match with a three-goal advantage, a tennis match already a set up, or a marathon at the eight-mile marker. Whether you're prospecting, selling, or looking for your next promotion, you'll achieve it, and more, when you learn to do The Work Before the Work.

40 Rules Every Sales Pro Needs to Know

Author : Gregg Jackson
Publisher : Jaj Publishing
ISBN 13 : 9781532374814
Total Pages : 80 pages
Book Rating : 4.3/5 (748 download)

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Book Synopsis 40 Rules Every Sales Pro Needs to Know by : Gregg Jackson

Download or read book 40 Rules Every Sales Pro Needs to Know written by Gregg Jackson and published by Jaj Publishing. This book was released on 2018-08 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: Millions of sales professionals work to earn a living around the globe every day. But very few are actual Sales Pros. A sales professional is somebody who is paid to sell a product or service. Sales Pros are the best of the best. Not only do they earn a living in sales, but in most cases, the best of the best Sales Pros earn a handsome living! These are the upper echelonthe top 1% of consistent over-achievers who consistently outperform the competition and win all the prestigious awards year after year. So, are these Elite Sales Pros just blessed with an inherent know how? Did they just inherit the rare sales gene? I do believe that the most Elite Sales Pros do actually possess many personality and character traits that are common among the most successful sales people. However, based on my own 25-plus years in sales and sales management in consumer products, hi-tech and the medical device industry, Ive noticed that the most successful sales people with whom Ive worked, managed and been around also regularly incorporate a lot of the same techniques, practices and habits which enable them to achieve success on a consistent basis. Success that most of their colleagues and competitors rarely achieve. This book lists the top 40 that no matter what industry you work in you can incorporate and apply to make you more successful as well! Ive learned the techniques, practices and habits in this book through many successes and, yes, many failures too. Applying these vital learned lessons has enabled me to regularly over-achieve sales plans, receive numerous promotions to leadership positions, and win numerous Presidents Clubs Awards trips, MVPs, and Sales Rep of the Year awards. Knowledge is power. And the application of knowledge is wisdom. And knowing what the most Elite Sales Pros do on a regular basis is vital if you desire to become an Elite Sales Pro! I hope and pray that this little book helps to better inform, encourage, and inspire you to greater heights in your sales career and in every other area of your life where you are engaged in the fine art of relationship building and persuasion! So read it and DO it!

Exactly Where to Start

Author : Phil M. Jones
Publisher : John Wiley & Sons
ISBN 13 : 1119484626
Total Pages : 181 pages
Book Rating : 4.1/5 (194 download)

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Book Synopsis Exactly Where to Start by : Phil M. Jones

Download or read book Exactly Where to Start written by Phil M. Jones and published by John Wiley & Sons. This book was released on 2018-09-25 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get out of your own way and bring your ideas to life! Exactly Where to Start is a playbook for everyone with a great idea, everyone with a goal in mind, and everyone with a specific destination but no journey. We’ve been told all our lives that “good things come to those who wait”—but that’s a myth. Good things come to those who do. Too often, we get stuck in the “getting ready” stage: research, analysis, brainstorming, and more research; we feel like we need to know everything there is to know about what we want to do before we ever take the first steps. Meanwhile, the people who actually go out and do the thing are taking risks, learning lessons, and making strides toward their goals every single day. Isn’t it time you joined them? This book coaches you through the journey with precise, actionable steps that help you take that all-important first leap and keep the momentum going. Discard the distractions, break through the overwhelm, and get going for real with this real-world blueprint for turning your vision into reality. Snap yourself out of “analysis paralysis” Stop thinking you need to know everything before you even begin Make those big decisions and focus in on your goals Chart your journey’s path, and get up and get started today Many of us have fallen into a trap: we no longer believe that “anything is possible”, yet we are surrounded by proof that everything is possible! But we are distracted, harried, overwhelmed, and maybe a little intimidated. Our dreams remain forever in limbo, and we may go to our graves before we venture beyond the “planning stage”. Don’t let that happen—don’t you deserve to realize your goals? Exactly Where to Start gives you the kick in the pants and the practical plan you need to stand up, step up, and make it happen.

Critical Selling

Author : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052572
Total Pages : 227 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Critical Selling by : Nick Kane

Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-27 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

Make Winning a Habit: Five Keys to Making More Sales and Beating Your Competition

Author : Rick Page
Publisher : McGraw Hill Professional
ISBN 13 : 0071592938
Total Pages : 2 pages
Book Rating : 4.0/5 (715 download)

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Book Synopsis Make Winning a Habit: Five Keys to Making More Sales and Beating Your Competition by : Rick Page

Download or read book Make Winning a Habit: Five Keys to Making More Sales and Beating Your Competition written by Rick Page and published by McGraw Hill Professional. This book was released on 2008-07-08 with total page 2 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author of the national bestseller "Hope Is Not a Strategy" reveals 20 sales best practices from top sales organizations for achieving results and identifies five universal areas of sales effectiveness--Talent, Technique, Teamwork, Technology, and Trust.

Walk the Sales Plank

Author : Larry Young
Publisher :
ISBN 13 : 9781733495301
Total Pages : pages
Book Rating : 4.4/5 (953 download)

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Book Synopsis Walk the Sales Plank by : Larry Young

Download or read book Walk the Sales Plank written by Larry Young and published by . This book was released on 2019-08-27 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day, sales professionals lose deals to price, can't secure enough prospect appointments, and struggle trying to figure out how to follow up on leads. In the days when pirates ruled the seas, there was no fate worse than being forced to walk the plank-and in the new era of selling, average sales professionals know the feeling all too well.Elite sales professionals take back control of this process and force their competitors to walk the plank, not them. In Walk the Sales Plank, B2B sales strategist Larry Young offers battle-tested insights on how to dominate the most-overlooked part of the business development process: from the first call to presenting an opportunity. Today, with buyers exercising more power over the process, Young shows how to enter the buying cycle before your competition, take control of the value-added follow-up process, and close the deal before your competition even knows about it.Above all, you will learn how to create immense value by building connections that open doors, how to obtain expertise your competition can't, and how to conduct a meeting so powerful that your customers would gladly pay you for the time.So let's get ready to conquer the sales process and seize your competitors' prize clients!

The 6 Sales Habits

Author : Joe Connelly
Publisher : CreateSpace
ISBN 13 : 9781500501747
Total Pages : 198 pages
Book Rating : 4.5/5 (17 download)

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Book Synopsis The 6 Sales Habits by : Joe Connelly

Download or read book The 6 Sales Habits written by Joe Connelly and published by CreateSpace. This book was released on 2014-07-28 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: So what makes this book different from the rest? I don't talk about sales theory or things I have not tried personally and had success with. This is a book aimed at doer's not talkers! Sales is getting tougher, targets getting higher and profits getting lower, all putting commissions under threat. Yet the top 1% of sales professionals continue to overachieve. This elite group has figured out the necessary sales habits for long-term success. Whether you are new to sales or have many years of experience under your belt, this book contains enough nuggets of sales wisdom to take your performance to the next level. Sales skills implemented consistently become habit-forming. 'The 6 Sales Habits' will rapidly accelerate your earnings potential, and get you consistently in the Top 1% of all sales professionals.

The 25 Sales Habits of Highly Successful Salespeople

Author : Stephan Schiffman
Publisher : Bob Adams Incorporated Publishers
ISBN 13 : 9781558500402
Total Pages : 125 pages
Book Rating : 4.5/5 (4 download)

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Book Synopsis The 25 Sales Habits of Highly Successful Salespeople by : Stephan Schiffman

Download or read book The 25 Sales Habits of Highly Successful Salespeople written by Stephan Schiffman and published by Bob Adams Incorporated Publishers. This book was released on 1991 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stephen Schiffman, president of DEI Management Group, has trained over 250,000 salespeople. In his latest book, he outlines the winning traits and work habits of the truly stellar sales performer. Schiffman's 25 simple "sales keys" don't require large investments of energy or time--but they do pay large benefits as they become second nature.

The Magic Of Words

Author : Phil Jones
Publisher :
ISBN 13 : 9780578966380
Total Pages : 38 pages
Book Rating : 4.9/5 (663 download)

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Book Synopsis The Magic Of Words by : Phil Jones

Download or read book The Magic Of Words written by Phil Jones and published by . This book was released on 2021-08-25 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if you could help your children understand the power and importance of the words they speak each day? From the very first sound that leaves the mouth of a child, both you and they learn that what they say has the ability to impact and influence the behavior of others; that what we say holds power. The Magic of Words captures profound lessons shared in the book Exactly What to Say by best-selling author and multiple award-winner Phil M. Jones, who has trained more than two million people across five continents in the lost art of spoken communication. Kids will love following a little girl and boy, as they are making their way through a magical world of make-believe. Fueled by their never-ending imagination, they discover and come to understand the true magic of words.

Zero to One

Author : Peter Thiel
Publisher : Crown Currency
ISBN 13 : 080413930X
Total Pages : 225 pages
Book Rating : 4.8/5 (41 download)

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Book Synopsis Zero to One by : Peter Thiel

Download or read book Zero to One written by Peter Thiel and published by Crown Currency. This book was released on 2014-09-16 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: #1 NEW YORK TIMES BESTSELLER • “This book delivers completely new and refreshing ideas on how to create value in the world.”—Mark Zuckerberg, CEO of Meta “Peter Thiel has built multiple breakthrough companies, and Zero to One shows how.”—Elon Musk, CEO of SpaceX and Tesla The great secret of our time is that there are still uncharted frontiers to explore and new inventions to create. In Zero to One, legendary entrepreneur and investor Peter Thiel shows how we can find singular ways to create those new things. Thiel begins with the contrarian premise that we live in an age of technological stagnation, even if we’re too distracted by shiny mobile devices to notice. Information technology has improved rapidly, but there is no reason why progress should be limited to computers or Silicon Valley. Progress can be achieved in any industry or area of business. It comes from the most important skill that every leader must master: learning to think for yourself. Doing what someone else already knows how to do takes the world from 1 to n, adding more of something familiar. But when you do something new, you go from 0 to 1. The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. Tomorrow’s champions will not win by competing ruthlessly in today’s marketplace. They will escape competition altogether, because their businesses will be unique. Zero to One presents at once an optimistic view of the future of progress in America and a new way of thinking about innovation: it starts by learning to ask the questions that lead you to find value in unexpected places.

Authentic Leadership and Organizations: The Goffee-Jones Collection (2 Books)

Author : Rob Goffee
Publisher : Harvard Business Review Press
ISBN 13 : 1633691977
Total Pages : 512 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Authentic Leadership and Organizations: The Goffee-Jones Collection (2 Books) by : Rob Goffee

Download or read book Authentic Leadership and Organizations: The Goffee-Jones Collection (2 Books) written by Rob Goffee and published by Harvard Business Review Press. This book was released on 2015-11-10 with total page 512 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Harvard Business Review digital collection showcases the ideas of Rob Goffee and Gareth Jones, authors of Why Should Anyone Be Led by You? and Why Should Anyone Work Here? In Why Should Anyone Be Led by You?, Goffee and Jones argue that leaders don’t become great by aspiring to a list of universal character traits. Rather, effective leaders are authentic: they deploy individual strengths to engage followers’ hearts, minds, and souls. In Why Should Anyone Work Here?, the authors argue that it used to be that businesses could ask individuals to conform to the organization’s needs but that now today’s leaders are charged with creating the best company on earth to work for: they must transform their organizations to attract the right people, keep them, and inspire them to do their best work.

The Sticking Point Solution

Author : Jay Abraham
Publisher : ReadHowYouWant.com
ISBN 13 : 1458778304
Total Pages : 354 pages
Book Rating : 4.4/5 (587 download)

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Book Synopsis The Sticking Point Solution by : Jay Abraham

Download or read book The Sticking Point Solution written by Jay Abraham and published by ReadHowYouWant.com. This book was released on 2010-06 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: Businesses can plateau, stall, OR stagnatewithout the owners or key executives even realizing it. A business might be achieving incremental year-on-year growth and yet still be in a situation of stagnation or stall. Why? Because entrepreneurs and ...

Management Information Systems

Author : Kenneth C. Laudon
Publisher : Pearson Educación
ISBN 13 : 9789702605287
Total Pages : 618 pages
Book Rating : 4.6/5 (52 download)

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Book Synopsis Management Information Systems by : Kenneth C. Laudon

Download or read book Management Information Systems written by Kenneth C. Laudon and published by Pearson Educación. This book was released on 2004 with total page 618 pages. Available in PDF, EPUB and Kindle. Book excerpt: Management Information Systems provides comprehensive and integrative coverage of essential new technologies, information system applications, and their impact on business models and managerial decision-making in an exciting and interactive manner. The twelfth edition focuses on the major changes that have been made in information technology over the past two years, and includes new opening, closing, and Interactive Session cases.

The Only Sales Guide You'll Ever Need

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 240 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Only Sales Guide You'll Ever Need by : Anthony Iannarino

Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

Good Strategy Bad Strategy

Author : Richard Rumelt
Publisher : Currency
ISBN 13 : 0307886239
Total Pages : 338 pages
Book Rating : 4.3/5 (78 download)

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Book Synopsis Good Strategy Bad Strategy by : Richard Rumelt

Download or read book Good Strategy Bad Strategy written by Richard Rumelt and published by Currency. This book was released on 2011-07-19 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Good Strategy/Bad Strategy clarifies the muddled thinking underlying too many strategies and provides a clear way to create and implement a powerful action-oriented strategy for the real world. Developing and implementing a strategy is the central task of a leader. A good strategy is a specific and coherent response to—and approach for—overcoming the obstacles to progress. A good strategy works by harnessing and applying power where it will have the greatest effect. Yet, Rumelt shows that there has been a growing and unfortunate tendency to equate Mom-and-apple-pie values, fluffy packages of buzzwords, motivational slogans, and financial goals with “strategy.” In Good Strategy/Bad Strategy, he debunks these elements of “bad strategy” and awakens an understanding of the power of a “good strategy.” He introduces nine sources of power—ranging from using leverage to effectively focusing on growth—that are eye-opening yet pragmatic tools that can easily be put to work on Monday morning, and uses fascinating examples from business, nonprofit, and military affairs to bring its original and pragmatic ideas to life. The detailed examples range from Apple to General Motors, from the two Iraq wars to Afghanistan, from a small local market to Wal-Mart, from Nvidia to Silicon Graphics, from the Getty Trust to the Los Angeles Unified School District, from Cisco Systems to Paccar, and from Global Crossing to the 2007–08 financial crisis. Reflecting an astonishing grasp and integration of economics, finance, technology, history, and the brilliance and foibles of the human character, Good Strategy/Bad Strategy stems from Rumelt’s decades of digging beyond the superficial to address hard questions with honesty and integrity.

Good Economics for Hard Times

Author : Abhijit V. Banerjee
Publisher : PublicAffairs
ISBN 13 : 1541762878
Total Pages : 398 pages
Book Rating : 4.5/5 (417 download)

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Book Synopsis Good Economics for Hard Times by : Abhijit V. Banerjee

Download or read book Good Economics for Hard Times written by Abhijit V. Banerjee and published by PublicAffairs. This book was released on 2019-11-12 with total page 398 pages. Available in PDF, EPUB and Kindle. Book excerpt: The winners of the Nobel Prize show how economics, when done right, can help us solve the thorniest social and political problems of our day. Figuring out how to deal with today's critical economic problems is perhaps the great challenge of our time. Much greater than space travel or perhaps even the next revolutionary medical breakthrough, what is at stake is the whole idea of the good life as we have known it. Immigration and inequality, globalization and technological disruption, slowing growth and accelerating climate change--these are sources of great anxiety across the world, from New Delhi and Dakar to Paris and Washington, DC. The resources to address these challenges are there--what we lack are ideas that will help us jump the wall of disagreement and distrust that divides us. If we succeed, history will remember our era with gratitude; if we fail, the potential losses are incalculable. In this revolutionary book, renowned MIT economists Abhijit V. Banerjee and Esther Duflo take on this challenge, building on cutting-edge research in economics explained with lucidity and grace. Original, provocative, and urgent, Good Economics for Hard Times makes a persuasive case for an intelligent interventionism and a society built on compassion and respect. It is an extraordinary achievement, one that shines a light to help us appreciate and understand our precariously balanced world.

How I Became a Quant

Author : Richard R. Lindsey
Publisher : John Wiley & Sons
ISBN 13 : 1118044754
Total Pages : 406 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis How I Became a Quant by : Richard R. Lindsey

Download or read book How I Became a Quant written by Richard R. Lindsey and published by John Wiley & Sons. This book was released on 2011-01-11 with total page 406 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for How I Became a Quant "Led by two top-notch quants, Richard R. Lindsey and Barry Schachter, How I Became a Quant details the quirky world of quantitative analysis through stories told by some of today's most successful quants. For anyone who might have thought otherwise, there are engaging personalities behind all that number crunching!" --Ira Kawaller, Kawaller & Co. and the Kawaller Fund "A fun and fascinating read. This book tells the story of how academics, physicists, mathematicians, and other scientists became professional investors managing billions." --David A. Krell, President and CEO, International Securities Exchange "How I Became a Quant should be must reading for all students with a quantitative aptitude. It provides fascinating examples of the dynamic career opportunities potentially open to anyone with the skills and passion for quantitative analysis." --Roy D. Henriksson, Chief Investment Officer, Advanced Portfolio Management "Quants"--those who design and implement mathematical models for the pricing of derivatives, assessment of risk, or prediction of market movements--are the backbone of today's investment industry. As the greater volatility of current financial markets has driven investors to seek shelter from increasing uncertainty, the quant revolution has given people the opportunity to avoid unwanted financial risk by literally trading it away, or more specifically, paying someone else to take on the unwanted risk. How I Became a Quant reveals the faces behind the quant revolution, offering you?the?chance to learn firsthand what it's like to be a?quant today. In this fascinating collection of Wall Street war stories, more than two dozen quants detail their roots, roles, and contributions, explaining what they do and how they do it, as well as outlining the sometimes unexpected paths they have followed from the halls of academia to the front lines of an investment revolution.