Brian Lawrence

Questioner
DISC Type : c

Enterprise Sales Director at Message Broadcast

United States

Overview

Brian has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

4-2025
Enterprise Sales Director at Message Broadcast
1-2019
Strategy Consultant at InHome InFusion Care
1-2024 - 4-2025
VP, Major Accounts at OSG
3-2022 - 4-2025
Account Executive at OSG
6-2015 - 3-2022
Account Director, Energy Practice at J.D. Power

Education

Education details unavailable from Valencia College

More Information

Social Presence :

Prographics :

Exp : 19 Location : United States Job Level : Mid-senior Designation : Enterprise Sales Director at Message Broadcast
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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
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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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