Brian McKinney

Enthusiast
DISC Type : i

Senior Manager, Global IT Implementations at ICU Medical

Johnson City, Tennessee, United States

Overview

Brian has no verified overview

Personality Overview

Non-Confrontational

Amiable & Agreeable

Story Driven

Unlike D or C types, they are convinced more by stories and testimonials.  They are more about building relationships than just cutting deals. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

5-2022
Senior Manager, Global IT Implementations at ICU Medical
1-2020
Customer Success, Sr. Project Manager at ICU Medical
6-2019 - 1-2020
Program Manager - Interoperability - Services IT at ICU Medical
10-2013 - 5-2018
Project Manager at True Process
4-2012 - 10-2013
Field Engineer IV (Field Service Lead) at True Process

Education

1989 - 1993
Bachelor of Arts (B.A.) from Emory University
1986 - 1989
Education details unavailable from Dobyns Bennett High School

More Information

Social Presence :

Prographics :

Exp : 19 Location : Johnson City, Tennessee, United States Job Level : Middle Designation : Senior Manager, Global IT Implementations at ICU Medical
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Speak from experience about success that the product has seen with other customers
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t be too formal with them, they trust informality more
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Brian

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Brian take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Brian

Personality Compatibility


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