Brendan Gorman, ARM

Questioner
DISC Type : c

Senior Managing Director, Risk Engineering at The Hartford

Hartford, Connecticut, United States

Overview

Brendan has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

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

Topics They Care About

Brendan has no verified topics they care about

Media Appearances

Brendan has no verified media appearances

Work History

10-2019
Senior Managing Director, Risk Engineering at The Hartford
3-2016 - 10-2019
Director, National Accounts at The Hartford
1-2013 - 3-2016
Risk Engineering Manager at The Hartford
9-2010 - 1-2013
National Account Executive, Risk Engineering at The Hartford
2002 - 10-2010
Technical Director, Risk Control at The Travelers Insurance

Education

1984 - 1988
BS from Massachusetts Maritime Academy

More Information

Social Presence :

Prographics :

Exp : 36 Location : Hartford, Connecticut, United States Job Level : Senior Designation : Senior Managing Director, Risk Engineering at The Hartford
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Insights For Selling To Brendan

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brendan 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 Brendan

  • 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 Brendan move?

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

  • Can Brendan take some risk or not?

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


You And Brendan

Personality Compatibility


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