Brian McCrady

Supporter
DISC Type : s

Enterprise Account Executive, Insurance at Salesforce

Greater Indianapolis, United States

Overview

Brian is a top-performing Enterprise Account Executive at Salesforce, specializing in the financial services and insurance sectors. With a background in marketing from Indiana Wesleyan University, he has a proven track record in sales, leadership, and recruiting, previously holding management roles at Cintas.

Based on his education and work history in Indiana, Brian may have an interest in local sports. He follows financial companies like Prudential and PGIM Investments, indicating a keen interest in the industry he serves.

He is described by colleagues as a caring, compassionate, and effective leader who excels at balancing employee, client, and shareholder priorities.

Personality Overview

Calm

Procedural

Social Proof Driven

They are motivated by the potential impact of their decision on the organization.  They are unlikely to become strong champions as they don't prefer pushing other people. They prefer to follow rules and procedures.

Topics They Care About

AI in Marketing
He actively shares content about how AI agents will transform marketing and customer experience strategies, and follows Salesforce's developments in their AI transformation journey.
Customer Experience
His work focuses on unifying the customer journey across all channels, from digital marketing to advisor interactions, to elevate relationships with personalized strategies.
Data-Driven Sales
He is interested in leveraging data and AI to dramatically reduce 'speed to lead' times, enabling sales teams to convert inquiries into customers more efficiently.

Media Appearances

Brian has no verified media appearances

Work History

3-2024
Enterprise Account Executive, Insurance at Salesforce
8-2019 - 3-2024
Marketing Cloud Account Executive at Salesforce
10-2015 - 8-2019
Global Account Manager at Cintas
4-2013 - 10-2015
Senior Sales Executive at Cintas
6-2006 - 4-2013
Sales Manager at Cintas

Education

2000 - 2004
Marketing from Indiana Wesleyan University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Indianapolis, United States Job Level : Mid-senior Designation : Enterprise Account Executive, Insurance at Salesforce
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Pause and ask them if they have any questions
  • Talk about refund and cancellation policy if the need arises
  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.

DONT's

  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Avoid saying anything that sounds like a risky proposition
  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Brian

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Brian take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Brian

Personality Compatibility


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