Brian Burns

Energizer
DISC Type : I

Senior Customer Success Manager at Digital Realty

Itasca, Illinois, United States

Overview

Brian has no verified overview

Personality Overview

Relationship Oriented

Imaginative

Big Picture Person

They excel at seeing the bigger picture, and the long-term impact of their decisions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are naturally enthusiastic, so take their promise with a pinch of salt.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

7-2018
Senior Customer Success Manager at Digital Realty
11-2008 - 7-2018
Customer Success Manager at Equinix
1-2006 - 11-2008
Network Technician at Equinix
2-2002 - 2-2006
Network Switching Systems Operator at US Army

Education

Brian has no verified education history

More Information

Social Presence :

Prographics :

Exp : 23 Location : Itasca, Illinois, United States Job Level : Middle Designation : Senior Customer Success Manager at Digital Realty
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Do some small talk, ask them how things are going on their side
  • Talk about their team and how your product will help them do things better and easier

DONT's

  • Don’t be excessively objective, be a storyteller
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid overloading them with too much detail

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Brian

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Brian take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Brian

Personality Compatibility


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