Brian Little

Inquirer
DISC Type : dc

Territory Director at ACUITY, A Mutual Insurance Company

Portland, Maine, United States

Overview

Brian has no verified overview

Personality Overview

Judgemental

Hard To Convince

Upfront

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2015
Territory Director at ACUITY, A Mutual Insurance Company
4-2007 - 1-2015
Sales Executive at Travelers Insurance
8-2005 - 4-2007
Consultant at IBM Global Services

Education

1992 - 1996
Bachelor's Degree from University of Southern Maine - School of Business

More Information

Social Presence :

Prographics :

Exp : 20 Location : Portland, Maine, United States Job Level : Mid-senior Designation : Territory Director at ACUITY, A Mutual Insurance Company
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Get to the point quickly instead of spending too much time on pleasantries
  • Highlight the competitive differentiation of your product

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Brian take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Brian

Personality Compatibility


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