Brian Johnson

Questioner
DISC Type : c

PR & Marketing Committee at International Play Equipment Manufacturers Association

Fond du Lac, Wisconsin, United States

Overview

Brian has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. 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

12-2020
PR & Marketing Committee at International Play Equipment Manufacturers Association
2-2015
Chief Operating Officer at BCI Burke Company, LLC
5-2013 - 2-2015
Sr. Manager of Marketing & Communications at MEC (Mayville Engineering Company)
6-2007
Director of Sales & Marketing at BCI Burke Company
1-2005 - 5-2007
Vice President of Marketing at J. P. King Auction Company

Education

4-2022 - 6-2022
Certificate of Professional Achievement from Kellogg Executive Education
1988 - 1993
B.S. from University of Wisconsin-Parkside

More Information

Social Presence :

Prographics :

Exp : 20 Location : Fond du Lac, Wisconsin, United States Job Level : Leadership Designation : PR & Marketing Committee at International Play Equipment Manufacturers Association
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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?

  • 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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