Bob Krohn

Enigma
DISC Type : dci

Partner at Information Services Group

Millersville, Maryland, United States

Overview

Bob has no verified overview

Personality Overview

Persuasive & Assertive

Fast Follower

Hard To Convince

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

1-2015
Partner at Information Services Group
12-2010 - 12-2014
Director at Information Services Group
3-2003 - 12-2010
Vice President and CIO at Hydro Aluminum North American, Inc
4-2001 - 3-2003
Vice President of Information Technology at CP Kelco Inc
9-1999 - 3-2001
Director of Information Technology at Hercules Inc

Education

1986 - 1987
MBA from University of Notre Dame - Mendoza College of Business
1982 - 1986
BS from University at Buffalo

More Information

Social Presence :

Prographics :

Exp : 38 Location : Millersville, Maryland, United States Job Level : N/A Designation : Partner at Information Services Group
URL has been copied!

Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Bob

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Bob take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Bob

Personality Compatibility


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