Brock Glessner

Questioner
DISC Type : c

Vice President of Sales at GIS Benefits, Inc.

Scottsdale, Arizona, United States

Overview

Brock Glessner is the Vice President of Sales at GIS Benefits, Inc. , specializing in employee benefits distribution. An alumnus of The University of Kansas, he has a proven track record in benefit administration, plan design, and employee engagement, having progressed through roles including Director of Sales at Principal Financial Group.


He is a vocal advocate for leveraging technology to enhance efficiency, promoting solutions that save employers time and money.

Personality Overview

Price-Sensitive

Cautious & Analytical

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Benefits Automation
He actively promotes GIS's Self-Bill PLUS solution, emphasizing how automation drives efficiency, accuracy, and cost savings for employers managing benefits.
Building Sales Teams
As a sales leader, he is focused on growth and talent acquisition, evidenced by his public posts about hiring experienced account managers for his team.
HR Technology
His professional content highlights a clear interest in "BenefitsInnovation" and leveraging HR tech to solve real-world problems for brokers and clients.

Media Appearances

Brock has no verified media appearances

Work History

4-2022
Vice President of Sales at GIS Benefits, Inc.
1-2019 - 4-2022
Director of Sales - Group Benefits at Principal Financial Group
4-2016 - 1-2019
Sr. Sales Rep - Group Benefits at Principal Financial Group
12-2011 - 4-2016
Sr. Sales Rep - Group Benefits at Principal Financial Group
6-2008 - 12-2011
Employee Benefits Specialist at The Standard

Education

2003 - 2007
Bachelor from The University of Kansas

More Information

Social Presence :

Prographics :

Exp : 17 Location : Scottsdale, Arizona, United States Job Level : Senior Designation : Vice President of Sales at GIS Benefits, Inc.
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Insights For Selling To Brock

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brock is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Brock

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brock move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Brock take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brock

Personality Compatibility


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