Bruce Schonk

Commander
DISC Type : D

Head of Enterprise Sales - Southeast at Glean

Cumming, Georgia, United States

Overview

Bruce has no verified overview

Personality Overview

Impact-Driven

Very Quick

Candid & Clear

More than the product, they care about the impact of the product.  They are not always relationship oriented. They respond better to strong and respectful interactions.

Topics They Care About

Bruce has no verified topics they care about

Media Appearances

Bruce has no verified media appearances

Work History

8-2024
Head of Enterprise Sales - Southeast at Glean
1-2024 - 8-2024
Majors Account Executive at Glean
12-2019 - 1-2024
Sales Director - Major Accounts at Snowflake
5-2013 - 12-2019
Account Executive at MuleSoft
4-2013
Sales Executive at IBM

Education

2008 - 2009
GEMBA from Georgia Institute of Technology
2008 - 2009
MBA from Georgia Tech Scheller College of Business

More Information

Social Presence :

Prographics :

Exp : 12 Location : Cumming, Georgia, United States Job Level : Mid-senior Designation : Head of Enterprise Sales - Southeast at Glean
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Insights For Selling To Bruce

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Be respectful but crisp
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Do not spend too much time focusing on product tech or features
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bruce is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Bruce

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Bruce move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Bruce take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Bruce

Personality Compatibility


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