Bob Fanelli

Examiner
DISC Type : cs

Senior Vice President, Client Development at Qualus

Greater Chicago Area, United States

Overview

Bob has no verified overview

Personality Overview

Unexpressive

Late Adopter

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

3-2014
Senior Vice President, Client Development at Qualus
1-2009 - 3-2014
Vice President of Sales at Planet Forward
7-2004 - 12-2008
Branch Manager at Robert Half Technology
4-1997 - 6-2004
Account Executive/Technical Recruiter at Aerotek/Onsite Companies
1996 - 1997
Account Representative at Moore Document Solutions

Education

9-1991 - 6-1995
BA from Northwestern University
1987 - 1991
Education details unavailable from Brother Rice High School

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater Chicago Area, United States Job Level : Leadership Designation : Senior Vice President, Client Development at Qualus
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Bob

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Bob take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Bob

Personality Compatibility


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