Brian Whaley

Observer
DISC Type : ci

Founder & CEO at Technundrum

Greater Phoenix Area, United States

Overview

Brian has no verified overview

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They ask a lot of questions and rely heavily on information and collaterals. They are generally strong communicators and are not easy to convince.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

8-2024
Founder & CEO at Technundrum
4-2022 - 3-2024
Regional Vice President of Enterprise Sales at 8x8
7-2015 - 3-2022
Sr. Enterprise Team Lead at RingCentral
7-2013 - 6-2015
Director, Named Accounts at Act-On Software, Inc.
6-2012 - 5-2013
Chief Operating Officer at Recruiting.com (Parent of Jobing.com)

Education

1987 - 1991
BA from Saint Mary's College of California

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Phoenix Area, United States Job Level : Leadership Designation : Founder & CEO at Technundrum
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Persuade objectively how your product will help them achieve their goals
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal
  • 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 testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Brian

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to analyze well and then make their decisions.
  • Can Brian take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Brian

Personality Compatibility


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