Brian Dillon

Enthusiast
DISC Type : i

Account Executive at Malbek

Baltimore, Maryland, United States

Overview

Brian has no verified overview

Personality Overview

Consensus Focused

Story Driven

Non-Confrontational

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

8-2021
Account Executive at Malbek
8-2017 - 7-2021
Business Development Director at Gartner
7-2013 - 8-2017
Account Executive at GP Strategies Corporation
4-2012 - 7-2013
Resource Coordinator at GP Strategies Corporation
8-2010 - 4-2012
OTC Clearing Transition at Deutsche Bank

Education

2005 - 2009
Finance from Lehigh University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Baltimore, Maryland, United States Job Level : N/A Designation : Account Executive at Malbek
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Maintain high, positive energy and convey confidence
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Avoid overloading them with too much information
  • Don’t be excessively objective, be like a storyteller with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Brian

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Brian take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Brian

Personality Compatibility


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