Brian Burchett

Questioner
DISC Type : c

Director of Sales at FedEx Freight

Greater Chicago Area, United States

Overview

Brian has no verified overview

Personality Overview

Price-Sensitive

Systematic

Value Seeker

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

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

3-2025
Director of Sales at FedEx Freight
1-2019 - 3-2025
Director of Sales at Federal Express Corporation
5-2014 - 1-2019
Manager of Sales at Federal Express Corporation
12-2011 - 6-2014
Strategic Development - Sales Executive at Federal Express Corporation
8-2006 - 3-2010
Account Manager at UPS Freight

Education

1998 - 2003
BA from Saint Xavier University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Director of Sales at FedEx Freight
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brian

Personality Compatibility


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