Brian Garback

Evaluator
DISC Type : csd

Data & AI Account Executive at IBM

Washington DC-Baltimore Area, United States

Overview

Brian has no verified overview

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

8-2024
Data & AI Account Executive at IBM
12-2023 - 8-2024
Sales Director at SQream
5-2022 - 12-2023
Head of Sales at bodo.ai
1-2021 - 5-2022
Software Leader at IBM
1-2017 - 1-2021
Account Executive, Retail & Travel, IBM Data & AI at IBM

Education

2004 - 2006
Master's in Computer Science from University of Virginia
2000 - 2004
Bachelor of Science from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 11 Location : Washington DC-Baltimore Area, United States Job Level : Middle Designation : Data & AI Account Executive at IBM
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Brian take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Brian

Personality Compatibility


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