Brian Shea

Enigma
DISC Type : dci

Principal & Co-founder at Simon Everett, Ltd.

Arlington, Virginia, United States

Overview

Brian has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Challenger

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2014
Principal & Co-founder at Simon Everett, Ltd.
1-2012 - 4-2014
Director, Government Services at Eurasia Group
4-2010 - 1-2012
Director, Analytic Solutions at Aveshka, Inc
1-2006 - 4-2010
Business Area Manager, Intelligence at DFI International / DeticaDFI / Detica / BAE Systems
11-1993 - 8-2005
Arabic Cryptologic Language Analyst and Instructor at United States Air Force

Education

Education details unavailable from Defense Language Institute
Education details unavailable from Vanderbilt University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Arlington, Virginia, United States Job Level : Leadership Designation : Principal & Co-founder at Simon Everett, Ltd.
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Brian

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Brian take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Brian

Personality Compatibility


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