Bob Penick

Questioner
DISC Type : c

Business Development Manager at Valcourt Group

Arlington, Virginia, United States

Overview

Bob has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

8-2000
Business Development Manager at Valcourt Group
10-2022 - 10-2023
Retired at Valcourt Group
8-2000 - 10-2022
Director of Business Development at Valcourt Group
Circulation Manager at Indianapolis Star
7-1994 - 6-1999
Associate Publisher at The Baltimore Sun

Education

1974 - 1978
Education details unavailable from Purdue University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Arlington, Virginia, United States Job Level : Middle Designation : Business Development Manager at Valcourt Group
URL has been copied!

Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Bob

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Bob take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Bob

Personality Compatibility


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