Brian Paul

Enthusiast
DISC Type : i

Managing Director at Tenaya Capital

Waltham, Massachusetts, United States

Overview

Brian has no verified overview

Personality Overview

Amiable & Agreeable

Optimistic

Story Driven

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

2-2009
Managing Director at Tenaya Capital
11-1999 - 2-2009
Managing Director at Lehman Bothers Venture Partners
7-1994 - 11-1999
Vice President at Lehman Brothers
7-1990 - 7-1993
Associate at First Boston

Education

1994 - 1994
MBA from Northwestern University - Kellogg School of Management
1986 - 1990
BS from The Wharton School

More Information

Social Presence :

Prographics :

Exp : 34 Location : Waltham, Massachusetts, United States Job Level : Mid-senior Designation : Managing Director at Tenaya Capital
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Ask them how their day is going or exchange some other pleasantries
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • 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?

  • They can take some low-probability risks if needed.

You And Brian

Personality Compatibility


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