Brian Fergusson

Captain
DISC Type : DS

General Sales Manager - Chain Accounts at Northeast Sales Distributing Company

Atlanta Metropolitan Area, United States

Overview

Brian has no verified overview

Personality Overview

Output-Driven

Dynamic But Sincere

Long-Term Thinker

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

11-2022
General Sales Manager - Chain Accounts at Northeast Sales Distributing Company
Principal at BFerg Properties
10-2022
Sales Director at Kopparberg Cider, Spirits, Innovations
State Manager - Georgia at Pabst Brewing Company
National Account Manager at CentiMark Corporation

Education

MBA from Washington University in St. Louis - Olin Business School
B.A. from Webster University

More Information

Social Presence :

Prographics :

Exp : 3 Location : Atlanta Metropolitan Area, United States Job Level : Senior Designation : General Sales Manager - Chain Accounts at Northeast Sales Distributing Company
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Brian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Brian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Brian

Personality Compatibility


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