Brian Hopkins

Questioner
DISC Type : c

Deputy CIO for Academic Technology at University of Mississippi

University, Mississippi, United States

Overview

Brian has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

7-2016
Deputy CIO for Academic Technology at University of Mississippi
10-2010 - 6-2016
Director of the Mississippi Center for Supercomputing Research at University of Mississippi
8-2008 - 9-2010
Supercomputer User Consultant II at University of Mississippi
8-2006 - 7-2008
Postdoctoral Research Fellow at University of Utah - Employment

Education

2002 - 2006
Doctor of Philosophy (Ph.D.) from University of Mississippi
1998 - 2001
Bachelor’s Degree from University of Mississippi

More Information

Social Presence :

Prographics :

Exp : 19 Location : University, Mississippi, United States Job Level : Leadership Designation : Deputy CIO for Academic Technology at University of Mississippi
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

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?

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


You And Brian

Personality Compatibility


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