Bob J. Grannan

Examiner
DISC Type : sc

Managing Director Sales & Marketing at Integrity Marketing Group

Raleigh-Durham-Chapel Hill Area, United States

Overview

Bob has no verified overview

Personality Overview

Tough To Convince

Late Adopter

Process Oriented

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

4-2019
Managing Director Sales & Marketing at Integrity Marketing Group
6-2016
President & CEO at Grannan Enterprises
8-1987 - 4-2016
Vice President IMO Distribution at Transamerica

Education

1970 - 1974
BS from University of Southern Indiana

More Information

Social Presence :

Prographics :

Exp : 38 Location : Raleigh-Durham-Chapel Hill Area, United States Job Level : Mid-senior Designation : Managing Director Sales & Marketing at Integrity Marketing Group
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Insights For Selling To Bob J.

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob J. 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 J.

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Bob J. move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Bob J. take some risk or not?

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

You And Bob J.

Personality Compatibility


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