Brian Herring, WSET II

Questioner
DISC Type : c

Southeast Region Sales Manager at RD1 Spirits

Bradenton, Florida, United States

Overview

Brian has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

3-2024
Southeast Region Sales Manager at RD1 Spirits
3-2012 - 11-2023
Maryland Off Premise Division Sales Manager at Republic National Distributing Company
9-2009 - 2-2012
Orion Division Sales Manager - Constellation Brands Firewall Team at Republic National Distributing Company
1-2005 - 8-2009
Pinnacle Fine Wine Division Sales Manager at Republic National Distributing Company

Education

8-1989 - 5-1990
Business from Frederick Community College
Education details unavailable from WSET

More Information

Social Presence :

Prographics :

Exp : 20 Location : Bradenton, Florida, United States Job Level : Middle Designation : Southeast Region Sales Manager at RD1 Spirits
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Brian take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Brian

Personality Compatibility


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