Bruce Hoernecke

Inquirer
DISC Type : cd

Pres/CEO at BBH Solutions, Inc.

New York, New York, United States

Overview

Bruce has no verified overview

Personality Overview

Hard To Convince

Upfront

ROI Conscious

They don’t always try to control the conversation but neither do they like yielding it fully.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Bruce has no verified topics they care about

Media Appearances

Bruce has no verified media appearances

Work History

Pres/CEO at BBH Solutions, Inc.

Education

1982 - 1986
Bachelor of Science from DeVry University

More Information

Social Presence :

Prographics :

Exp : N/A Location : New York, New York, United States Job Level : N/A Designation : Pres/CEO at BBH Solutions, Inc.
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Insights For Selling To Bruce

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Tell them that you are there to help them create visible impact within their organization
  • Highlight the competitive differentiation of your product

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bruce is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Bruce

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Bruce move?

  • Their decision making speed is somewhere in the middle.
  • Can Bruce take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Bruce

Personality Compatibility


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