Brian Cobb

Researcher
DISC Type : Cs

Chief Technology Officer at Brown Advisory

Washington, District of Columbia, United States

Overview

Brian has no verified overview

Personality Overview

Cost Conscious

Self-Disciplined

Perfectionist

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2015
Chief Technology Officer at Brown Advisory
10-2019
Board of Trustees at Cristo Rey Jesuit High School-Baltimore
4-2022
Board of Trustees at Chesapeake Bay Foundation
11-2021
Board of Directors at InfraGardMD
9-2017
Board of Trustees at Suburban Hospital

Education

Executive Certificate from MIT Sloan School of Management
Master of Science (M.S.) from University of Maryland Global Campus
Graduate Certificate from University of Maryland Global Campus
Graduate Studies from Rochester Institute of Technology
Bachelor of Science (B.S.) from Kettering University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Washington, District of Columbia, United States Job Level : Leadership Designation : Chief Technology Officer at Brown Advisory
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Use a presentation with information before getting into a live product walkthrough
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Brian

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Brian take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Brian

Personality Compatibility


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