Bob Hopfenberg

Editor
DISC Type : SC

Vice President, National Business Development at PCL Construction Enterprises, Inc.

Denver, Colorado, United States

Overview

Bob has no verified overview

Personality Overview

Sometimes Friendly

Fact-Driven

Skeptic

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

2-2008
Vice President, National Business Development at PCL Construction Enterprises, Inc.
2-1996 - 2-2008
Vice President at BE&K Building Group

Education

1998 - 1998
Executive MBA from UNC Chapel Hill
1983 - 1987
B.S. from North Carolina State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Denver, Colorado, United States Job Level : Senior Designation : Vice President, National Business Development at PCL Construction Enterprises, Inc.
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid emotional and informal language, stay objective and to the point instead
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • 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 are some of the slowest movers and take their time reaching decisions.
  • Can Bob take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Bob

Personality Compatibility


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