Brian Friend

Examiner
DISC Type : cs

Director, Business Applications at Deluxe

Burbank, California, United States

Overview

Brian has no verified overview

Personality Overview

Late Adopter

Process Oriented

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  Being observant comes to them naturally. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

7-2021
Director, Business Applications at Deluxe
4-2019 - 7-2021
Senior Manager, IT Applications at Deluxe
4-2011 - 4-2019
Manager, IT Applications at Deluxe
2-2002 - 7-2010
IT Solutions Consultant, Global Accounts at Arvato Digital Services

Education

1995 - 1999
Computer Science from San Diego State University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Burbank, California, United States Job Level : Mid-senior Designation : Director, Business Applications at Deluxe
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Brian

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Brian take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Brian

Personality Compatibility


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