Brian Cortell

Questioner
DISC Type : c

Program Manager at BGI, LLC

Cleveland, Ohio, United States

Overview

Brian has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2023
Program Manager at BGI, LLC
3-2020
Operational Analyst at BGI, LLC
1-2018 - 3-2020
Phase Manager at US Navy
3-2015 - 1-2018
Division Officer at US Navy
3-2013 - 3-2015
System Planning Manager at US Navy

Education

2007 - 2011
Bachelor's of Science from Carnegie Mellon University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Cleveland, Ohio, United States Job Level : Middle Designation : Program Manager at BGI, LLC
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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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

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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