Brian Boyce

Questioner
DISC Type : c

Chief Information Officer at Porter and Chester Institute

Ashford, Connecticut, United States

Overview

Brian has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

8-2018
Chief Information Officer at Porter and Chester Institute
2-2009 - 8-2018
Corporate Director of Information Technology at Porter and Chester Institute
4-2005 - 2-2009
Executive Director at Porter and Chester Institute
2001 - 2005
Director at Porter and Chester Institute
1999 - 7-2001
Service Desk Analyst at Advest

Education

1984 - 1989
BA from University of Connecticut
Diploma from Porter and Chester Institute

More Information

Social Presence :

Prographics :

Exp : 27 Location : Ashford, Connecticut, United States Job Level : Leadership Designation : Chief Information Officer at Porter and Chester Institute
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

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

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Brian

  • 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 Brian move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Brian take some risk or not?

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


You And Brian

Personality Compatibility


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