Bob Kelly

Critic
DISC Type : C

Visiting Adjunct Professor at C. T. Bauer College of Business (University of Houston)

Atlanta, Georgia, United States

Overview

Bob has no verified overview

Personality Overview

Information Seeker

Precise

Negotiator

They are quite likely to negotiate on pricing or other key terms.  They enjoy working alone and do not rely on others very often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

6-2020
Visiting Adjunct Professor at C. T. Bauer College of Business (University of Houston)
12-2012
Adjunct Professor at Goizueta Business School
1-2010
Chairman at The Sales Management Association
10-2002 - 12-2009
VP Sales Operations and Strategy at Genuine Parts Company/S.P. Richards
1998 - 2001
Senior Director Marketing at Intermedia Communications

Education

MBA from Emory University - Goizueta Business School
BA from Washington and Lee University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Atlanta, Georgia, United States Job Level : N/A Designation : Visiting Adjunct Professor at C. T. Bauer College of Business (University of Houston)
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Bob

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Bob take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Bob

Personality Compatibility


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