Bob Catalano

Galvanizer
DISC Type : Id

Managing Director, Enterprise Sales East at Citrix

North Reading, Massachusetts, United States

Overview

Bob has no verified overview

Personality Overview

Persuader

Socially Adept

People-Oriented

They do not mind taking risks and can make hard decisions, if necessary.  They are charming and have the ability to align others behind their decisions. If they come to believe in your value proposition, they will be your champion.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

4-2022
Managing Director, Enterprise Sales East at Citrix
4-2015 - 4-2022
Director, Enterprise Sales East at Citrix
8-2007 - 4-2015
Enterprise Relationship Manager at Citrix
1-2004 - 8-2007
National Account Manager at EMC
Vice President Technology and Service Management at GiantLoop Network

Education

Education details unavailable from University of Massachusetts Lowell
Education details unavailable from Northeastern University

More Information

Social Presence :

Prographics :

Exp : 21 Location : North Reading, Massachusetts, United States Job Level : Mid-senior Designation : Managing Director, Enterprise Sales East at Citrix
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Focus on building a relationship, it can play a key role in their decision making
  • Present testimonials from existing customers about their experience with your product
  • Find ways to push them a little if they don’t start giving a clear yes or no in due course

DONT's

  • Don’t be excessively objective, focus on building a story first
  • Do not come across as negative or non-supportive, work with them as a partner
  • Do not look like someone who doesn’t know what they are talking about

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Bob

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Bob move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Bob take some risk or not?

  • They can take risks if necessary.

You And Bob

Personality Compatibility


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