Brian Stutts

Evaluator
DISC Type : dcs

Station Director and Lecturer - School of Chemical Engineering Practice at Massachusetts Institute of Technology

Okemos, Michigan, United States

Overview

Brian has no verified overview

Personality Overview

Quality Focused

Fast But Analytical

Hard To Convince

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

3-2017
Station Director and Lecturer - School of Chemical Engineering Practice at Massachusetts Institute of Technology
10-2009 - 3-2016
Corporate Engineering Director at Corning Incorporated
10-2009
Division Engineering Director – Diesel Technologies at Corning Incorporated
Division Engineering Director – Environmental Technologies at Corning Incorporated

Education

1978 - 1983
Ph.D. from Purdue University
1974 - 1978
B.S. from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Okemos, Michigan, United States Job Level : Mid-senior Designation : Station Director and Lecturer - School of Chemical Engineering Practice at Massachusetts Institute of Technology
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Brian take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Brian

Personality Compatibility


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