Alan Smith

Enigma
DISC Type : Dic

World Wide Sales Leader - Envizi at IBM

Baldwinsville, New York, United States

Overview

Alan is a global sales leader at IBMs Envizi with 25 years of experience in asset lifecycle management and ESG reporting. He excels at solving complex operational problems for clients in various industries. Colleagues describe him as dedicated, customer-centric, and a fast learner with a knack for storytelling.

He is a self-described "out of the box thinker" who proudly champions his neurodivergence. Alan values building strong personal relationships and helping others succeed. A colleague noted he enjoys discussing online gaming, such as World of Warcraft, when the time is right.

Unique fact: Alan views his neurodivergence as a professional superpower that enables creative problem-solving.

Personality Overview

Hard To Convince

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

ESG & Sustainability
Leads global sales for IBM's ESG platform, Envizi, and actively posts about the business impact of climate-related reporting and the low-carbon economy.
Asset Management
His career focus involves helping clients increase asset utilization and reduce operational costs and risks using solutions like Maximo and TRIRIGA.
Operational Efficiency
Passionate about helping organizations reduce costs, mitigate risks, and achieve better returns on their investments by eliminating tedious tasks.

Media Appearances

Alan has no verified media appearances

Work History

1-2024
World Wide Sales Leader - Envizi at IBM
1-2022 - 1-2024
IBM Sustainability Solution Sales - Northeast Region at IBM
1-2020 - 1-2022
Asset Management Sales Leader - Financial Services Market at IBM
1-2015 - 3-2017
International Account Executive at CXtec
1-2013 - 1-2015
International Team Lead at CXtec

Education

Alan has no verified education history

More Information

Social Presence :

Prographics :

Exp : 20 Location : Baldwinsville, New York, United States Job Level : N/A Designation : World Wide Sales Leader - Envizi at IBM
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Insights For Selling To Alan

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alan is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Alan

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Alan move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Alan take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Alan

Personality Compatibility


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