Brian Barney

Enigma
DISC Type : dci

Regional Vice President, ECS for Wealth & Insurance at Salesforce

Downers Grove, Illinois, United States

Overview

Brian Barney is a Regional Vice President at Salesforce, specializing in the Wealth and Insurance sectors. With a long tenure at the company, he leads high-performing sales teams to drive revenue growth. Described by colleagues as a decisive, empathetic, and visionary leader, he holds a B. S. from Arizona State University.

Brian appears to be a dedicated family man who values work-life integration. He has proudly shared his childrens long-standing excitement for attending Salesforces annual "bring your kids to work" day, highlighting the importance of a positive and connected company culture that extends to family.

Brian recently achieved "Ranger Status" on Salesforces learning platform, showcasing his deep, ongoing commitment to mastering the companys ecosystem.

Personality Overview

Fast Follower

Challenger

Hard To Convince

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

Topics They Care About

Financial Services Sales
His current role is focused on leading sales teams and driving revenue growth for clients within the wealth management and insurance industries.
Sales Team Leadership
He manages and coaches quota-carrying Account Executives. Recommendations frequently praise his ability to build a strong, positive team culture and lead with empathy.
C-Level Engagement
His stated goal is to help business champions craft and deliver messaging that effectively resonates with C-suite executives to drive strategic alignment.

Media Appearances

Brian has no verified media appearances

Work History

8-2016
Regional Vice President, ECS for Wealth & Insurance at Salesforce
6-2015 - 8-2016
Director of Sales, Enterprise Corporate at Salesforce
8-2013 - 6-2015
Manager, Enterprise Business Development at Salesforce
6-2012 - 8-2013
Account Executive at Salesforce
12-2009 - 6-2012
Senior Channel Executive at Ifbyphone

Education

B.S. from Arizona State University
Education details unavailable from Benet Academy

More Information

Social Presence :

Prographics :

Exp : 19 Location : Downers Grove, Illinois, United States Job Level : Senior Designation : Regional Vice President, ECS for Wealth & Insurance at Salesforce
URL has been copied!

Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • 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 Brian is

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

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

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Brian 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 Brian

Personality Compatibility


Other Salesforce Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.