Bob Serrano

Enigma
DISC Type : idc

Managing Partner at Kx Advisors

Washington, District of Columbia, United States

Overview

Bob has no verified overview

Personality Overview

Hard To Convince

Challenger

Friendly Yet Blunt

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. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

2019
Managing Partner at Kx Advisors
2017 - 2019
Senior Vice President, Healthcare Practice at Kaiser Associates
2013 - 2017
Vice President, Healthcare Practice at Kaiser Associates
2012 - 2013
Senior Manager, Healthcare Practice at Kaiser Associates
2010 - 2012
Senior Marketing Manager at QIAGEN

Education

MBA from Northwestern University - Kellogg School of Management
MHA from Cornell University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Washington, District of Columbia, United States Job Level : N/A Designation : Managing Partner at Kx Advisors
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first

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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