Alan Hinchman

Energizer
DISC Type : I

Chief Revenue Officer at | GrayMatter |

Portage, Michigan, United States

Overview

Alan Hinchman is the Chief Revenue Officer at GrayMatter, leveraging over two decades of experience in the water industry and a background in electrical engineering. He is an Industrial IoT advocate, focusing on transforming operations in manufacturing, energy, and water through technology, consulting, and managed services. Colleagues have described him as a trailblazer.

Alan is passionate about solving global water challenges, a commitment demonstrated by co-authoring the book "Damned If We Dont" and contributing to the "Water Wise Blog. " He has also held leadership roles at The Water Initiative, an organization dedicated to deploying clean water systems to communities in need.

He is a published author of a book of essays written for and by members of the water sector to accelerate innovation.

Personality Overview

Relationship Oriented

Enthusiastic

Full Of Energy

They excel at seeing the bigger picture, and the long-term impact of their decisions.  They are people oriented, friendly and like creating new connections. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Water Industry Transformation
With 20+ years in the water sector, he has held roles like VP of Water/Wastewater and COO of The Water Initiative, and has authored multiple publications on the subject.
Industrial IoT (IIoT)
Identifies as an IIoT Advocate and focuses on helping industrial companies improve operations by connecting assets and people, frequently speaking on the topic at industry events.
OT Cybersecurity
His work at GrayMatter involves helping clients who are worried about the threat of cyber-attacks in their Operational Technology (OT) environments.

Media Appearances

Alan has no verified media appearances

Work History

9-2018
Chief Revenue Officer at | GrayMatter |
1-2018
Chief Innovation Officer at | GrayMatter |
9-2015 - 1-2018
Vice President - Water/Wastewater at | GrayMatter |
10-2014 - 12-2017
Chief Operating Officer - Senior Advisor at The Water Initiative
10-2011 - 10-2014
Global Market Director - Infrastructure at GE

Education

1991 - 1995
Electrical Engineer from Kellogg Community College

More Information

Social Presence :

Prographics :

Exp : 34 Location : Portage, Michigan, United States Job Level : Leadership Designation : Chief Revenue Officer at | GrayMatter |
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Insights For Selling To Alan

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Talk anecdotally about the customer experience that your product offers
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t be excessively objective, be a storyteller
  • Avoid cutting into their flow
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alan is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Alan

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Alan move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Alan take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Alan

Personality Compatibility


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