Andy Sullivan

Wildcard
DISC Type : sci

Vice President, Channel Sales at Bottomline

Andover, Massachusetts, United States

Overview

Andy has no verified overview

Personality Overview

Friendly But Slow

ROI Driven

Requires Proof

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Andy has no verified topics they care about

Media Appearances

Andy has no verified media appearances

Work History

12-2023
Vice President, Channel Sales at Bottomline
10-2020 - 11-2023
Senior Director of Channel Sales at Bottomline
9-2019 - 10-2020
Manager of Business Development Global Corporate Services at American Express
12-2011 - 9-2019
American Express Business Consultant at American Express
7-2009 - 12-2011
Account Executive at William Gallagher Associates

Education

1996 - 2000
BA from Boston College
2019 - 2019
Leadership Excellence from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 24 Location : Andover, Massachusetts, United States Job Level : Senior Designation : Vice President, Channel Sales at Bottomline
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Insights For Selling To Andy

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andy is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Andy

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Andy move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Andy take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Andy

Personality Compatibility


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