Bob Carthage

Pioneer
DISC Type : dsi

Director - IT Cloud Security at Premier Inc.

Charlotte, North Carolina, United States

Overview

Bob has no verified overview

Personality Overview

Decisive But Friendly

Driven But Considerate

Friendly But Fast

They have the unique ability to win both love and respect from their team (or outsiders)  If they are convinced, they can become very strong champions for your product They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

9-2019
Director - IT Cloud Security at Premier Inc.
8-2017
Manager - IT Cloud Security at Premier Inc.
1-2016 - 8-2017
Manager - End User Computing at Premier Inc.
Sr. Systems Consultant at sanofi-aventis
Senior Consultant at NewAgeSys, Inc

Education

2003 - 2005
MIS from Stevens Institute of Technology
1989 - 1991
B.S. from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 10 Location : Charlotte, North Carolina, United States Job Level : Mid-senior Designation : Director - IT Cloud Security at Premier Inc.
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • During followups, use calls or text if needed, they should be fine
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Bob

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They are generally fast movers and can take quick decisions
  • Can Bob take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Bob

Personality Compatibility


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