Bob Shade

Judge
DISC Type : Dc

Sr. Manager, Compensation at NRECA

Mechanicsburg, Pennsylvania, United States

Overview

Bob has no verified overview

Personality Overview

Features Driven

Fast But Wary

Quality Focused

They prefer to be the ones controlling the conversation or defining the terms.  They are not always relationship oriented. More than the product, they care about the impact of the product.

Topics They Care About

Bob has no verified topics they care about

Media Appearances

Bob has no verified media appearances

Work History

8-2015 - 3-2022
Sr. Manager, Compensation at NRECA
9-2002 - 8-2015
Sr. Manager, Compensation & Wealth Plans at AvalonBay Communities
12-1998 - 6-2001
Director, Compensation at Washington Hospital Center
2-1997 - 12-1998
Manager, Compensation at Freddie Mac
Compensation Manager at Marriott Management Services

Education

1980 - 1983
Masters from Saint Francis University
1977 - 1979
Masters from Duquesne University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Mechanicsburg, Pennsylvania, United States Job Level : Middle Designation : Sr. Manager, Compensation at NRECA
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Refer to testimonials from well-known industry leaders

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t take too much time in sending them information if they ask for any
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Bob

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Bob take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Bob

Personality Compatibility


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