Brian Kummer

Energizer
DISC Type : I

Senior Executive Account Manager at IBM

San Francisco, California, United States

Overview

Brian has no verified overview

Personality Overview

Relationship Oriented

Informal

Believer

They are naturally enthusiastic, so take their promise with a pinch of salt.  They excel at seeing the bigger picture, and the long-term impact of their decisions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2008 - 8-2015
Senior Executive Account Manager at IBM
7-2007 - 2-2008
Senior Account Executive, Global Major Accounts at Cognos
8-2002 - 7-2007
Senior Account Executive at Pitney Bowes Information and Technology Services
Director of Strategic Sales at HEAVY.AI
Director of North American Strategic Sales at DataClarity Corporation

Education

Education details unavailable from Purdue University

More Information

Social Presence :

Prographics :

Exp : 13 Location : San Francisco, California, United States Job Level : Mid-senior Designation : Senior Executive Account Manager at IBM
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Be friendly and entertaining in your conversation
  • Do some small talk, ask them how things are going on their side
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Don’t be excessively objective, be a storyteller
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Brian

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Brian take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Brian

Personality Compatibility


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