Brian Smith

Enigma
DISC Type : icd

Technology Executive, Servicing Technologies (formerly CTO, Servicing Technology @ Black Knight) at ICE

Saint Johns, Florida, United States

Overview

Brian has no verified overview

Personality Overview

Fast Follower

Challenger

Friendly Yet Blunt

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

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

4-2021
Technology Executive, Servicing Technologies (formerly CTO, Servicing Technology @ Black Knight) at ICE
9-2018 - 4-2021
Vice President, Technology Strategy Director - Servicing Technology at Black Knight
3-2013 - 8-2018
Vice President, Software Development at Black Knight
10-2010 - 3-2013
Assistant Vice President - Development Manager at Lender Processing Services, Inc. (LPS)
12-2009 - 10-2010
Assistant Vice President - Development Manager at Lender Processing Services, Inc. (LPS)

Education

1997 - 2001
Bachelor of Science from University of Florida

More Information

Social Presence :

Prographics :

Exp : 24 Location : Saint Johns, Florida, United States Job Level : Leadership Designation : Technology Executive, Servicing Technologies (formerly CTO, Servicing Technology @ Black Knight) at ICE
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

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

DONT's

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

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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