Bruce Hilton, MBA, PMP, CISSP, CCSP

Questioner
DISC Type : c

Security Architect at Shutterfly, Inc.

Greater Phoenix Area, United States

Overview

Bruce has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Bruce has no verified topics they care about

Media Appearances

Bruce has no verified media appearances

Work History

2-2021
Security Architect at Shutterfly, Inc.
12-2019 - 2-2021
Senior Network Security Engineer at Shutterfly, Inc.
10-2018 - 12-2019
IT Security Manager at Plexus Worldwide
6-2016 - 8-2018
Information Security Manager, Network Security at American Airlines
5-2010 - 6-2016
Lead Information Security Engineer at American Airlines / US Airways

Education

2003 - 2007
MBA from Webster University
8-1991 - 5-1996
Bachelor of Science - BS from Lander University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Phoenix Area, United States Job Level : Mid-senior Designation : Security Architect at Shutterfly, Inc.
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Insights For Selling To Bruce

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bruce 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 Bruce

  • 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 Bruce move?

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

  • Can Bruce take some risk or not?

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

You And Bruce

Personality Compatibility


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