Bob Cornelius

Inquirer
DISC Type : cd

Area Vice President - Strategic Accounts at Elastic at Elastic

New York, New York, United States

Overview

Bob has no verified overview

Personality Overview

Demanding

ROI Conscious

Judgemental

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They respond well to confident salespeople. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

11-2023
Area Vice President - Strategic Accounts at Elastic at Elastic
12-2021 - 5-2024
Area Vice President - America East at Elastic
5-2019 - 12-2021
Vice President - Strategic Verticals at Reputation.com
2-2014 - 5-2019
Strategic Account Director at Coupa Software
4-2009 - 2-2014
Global Account Manager - Financial Services at Salesforce

Education

1992 - 1996
MS from Drexel University
1984 - 1988
BS from Rider University

More Information

Social Presence :

Prographics :

Exp : 25 Location : New York, New York, United States Job Level : Senior Designation : Area Vice President - Strategic Accounts at Elastic at Elastic
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Be crisp while making the pitch
  • Highlight the competitive differentiation of your product

DONT's

  • Refrain from asking too many questions
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Bob

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Bob take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Bob

Personality Compatibility


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