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portada Signals, Not Scripts
Type
Physical Book
Publisher
Author
Language
English
Pages
99
Format
Paperback
ISBN13
9798173289452

Signals, Not Scripts

Keller, Jeremy (Author) · Independently published · Paperback

Signals, Not Scripts - Keller, Jeremy

New Book Imported to Taiwan
Delivery: 30 Oct - 09 Nov Shipping: 5 to 6 business days.
NT$ 575
NT$ 575

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Synopsis "Signals, Not Scripts"

Most Solutions Engineers are taught the demo. Nobody teaches the part that decides the deal. This is a book about what actually happens in the room. The chief who summarizes an hour of your work in one sentence you did not want to hear. The analyst who does not care how good the software looks. The seven seconds of silence you have to let sit there when everything in you wants to fill it. Jeremy Keller has spent his career as an SE selling into public safety: police, fire, EMS, dispatch. This is not a book about public safety. It is a book about the part of the job that resists process, which is noticing what a customer just told you without meaning to, and knowing what to do next. It is short on purpose. There is no framework, no methodology, and no chapter on RFPs. What there is instead: real rooms, deals lost for clear-eyed reasons, moves that worked, moves that did not, and an honest account of the ones that only work once you have the standing to make them. For anyone in their first year, every high-exposure move in this book comes with the lower-exposure version you can practice before you have earned the real one. Notice. Ask. Test. Act. Signals, not scripts.

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The book is written in English.

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The binding of this edition is Paperback.

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