Bob Endicott

Questioner
DISC Type : c

Manager of Infrastructure Engineering at iManage

Burbank, Illinois, United States

Overview

Bob has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

1-2021
Manager of Infrastructure Engineering at iManage
1-2019 - 1-2021
Lead Infrastructure Engineer at iManage
10-2016 - 1-2019
Infrastructure Engineer at iManage
4-2016 - 9-2016
Systems Engineer at ComPsych
5-2015 - 3-2016
Systems Engineer at SAVO Group

Education

1993 - 1995
Liberal Arts from Bob Jones University
1991 - 1993
General Education from Moraine Valley Community College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Burbank, Illinois, United States Job Level : Middle Designation : Manager of Infrastructure Engineering at iManage
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Bob

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Bob take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Bob

Personality Compatibility


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