Brian Costello

Go-getter
DISC Type : d

Director Civilian Sales at CDW•G

Geneva, Illinois, United States

Overview

Brian Costello is a seasoned technology sales leader with over 20 years of experience, currently serving as the Director of Civilian Sales at CDW. He specializes in the U. S. Federal Government market, focusing on mission-critical IT investments in cloud, cybersecurity, and workforce modernization. He holds a Masters from Northern Illinois University.

Based on his Illinois-based education and long tenure with Illinois-headquartered CDW, Brian may have an affinity for the region and its culture. He has shown interest in major technology companies like Microsoft and Cadence.

Early in his career, he demonstrated an entrepreneurial spirit by co-founding NIE, an IT managed services firm for small and medium businesses.

Personality Overview

Decisive

Direct & Candid

Vision Oriented

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They care equally about the product and its potential impact.

Topics They Care About

Federal IT Modernization
His role centers on helping federal agencies align IT investments with priorities like cloud adoption, cybersecurity, and service delivery, as seen in his focus on the FDA.
AI Adoption Strategy
He frequently shares content on the strategic importance of AI for organizations, focusing on aligning initiatives with business outcomes and securing AI environments.
Strategic Partnerships
His headline and role descriptions emphasize his focus on working closely with OEM partners and internal teams to deliver comprehensive, outcome-driven solutions for federal clients.

Media Appearances

Brian has no verified media appearances

Work History

11-2020
Director Civilian Sales at CDW•G
11-2015 - 11-2020
Director Federal Service and Solutions at CDW•G
7-2010 - 11-2015
District Sales Manager at CDW
3-2005 - 7-2010
Technology Services Sales Manager at CDW
1-2000 - 12-2005
Managing Partner at NIE

Education

2003 - 2005
Masters from Northern Illinois University
1995 - 1998
Bachelors from Illinois State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Geneva, Illinois, United States Job Level : Mid-senior Designation : Director Civilian Sales at CDW•G
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Get to the point quickly instead of spending too much time on pleasantries
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Brian

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Brian take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Brian

Personality Compatibility


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