Brian Herington

Questioner
DISC Type : c

Chief Executive Officer at PureStar

Greater Houston, United States

Overview

Brian has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

9-2020
Chief Executive Officer at PureStar
3-2019 - 9-2020
Chief Commercial Officer (CCO) at Univar Solutions
10-2016 - 3-2019
Executive Vice President - Chemicals at Nexeo Solutions
1-2014 - 12-2015
Region Division Head, Americas, Low Voltage Products & President, Thomas & Betts at ABB
6-2011 - 12-2013
President, Electrical Division, US & Latin America at Thomas & Betts

Education

B.S. from Illinois State University
MBA from Ashford University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Houston, United States Job Level : Leadership Designation : Chief Executive Officer at PureStar
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Brian

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Brian take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brian

Personality Compatibility


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