Brian Johnston

Researcher
DISC Type : Cs

Chief Information Security Officer at Glenmede

Philadelphia, Pennsylvania, United States

Overview

Brian has no verified overview

Personality Overview

Detail Oriented

Cost Conscious

Self-Disciplined

They are thorough and always follow a systematic approach.  Being observant comes to them naturally. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2020
Chief Information Security Officer at Glenmede
7-2012 - 12-2019
Vice President, IT Infrastructure Manager at Glenmede
3-2011 - 6-2012
Infrastructure Specialist at Duane Morris LLP
11-2008 - 2-2011
Network Manager at Siemens IT Solutions and Services
3-2008 - 9-2011
Adjunct Instructor at Drexel University

Education

2004 - 2006
Masters of Science from Drexel University
1990 - 1994
BS from Widener University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Philadelphia, Pennsylvania, United States Job Level : Leadership Designation : Chief Information Security Officer at Glenmede
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Brian

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Brian take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Brian

Personality Compatibility


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