Caleb Wagner

Wildcard
DISC Type : sic

Senior Account Executive at Gartner

Greater St. Louis, United States

Overview

Caleb is a results-driven Senior Account Executive at Gartner with a consistent track record of exceeding sales quotas over 17 years. A graduate of Illinois State University, he specializes in relationship building and client satisfaction. People who have worked with him describe him as confident, conscientious, and attentive.

Based on his professional history in the St. Louis market and his Illinois-based education, he likely follows local sports. He may have an interest in teams like the St. Louis Cardinals and the collegiate Illinois State Redbirds.

Unique fact: Caleb is a twelve-time incentive trip contest winner, highlighting his consistent high performance in sales.

Personality Overview

ROI Driven

Curious But Skeptical

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Generative AI Strategy
Shares Gartner research on helping IT leaders navigate GenAI hype and establish action plans for its use, indicating an interest in its practical business applications.
Cyber Risk Mitigation
Promotes webinars focused on pressing cyber risk issues, suggesting he is focused on helping clients understand and manage contemporary security threats.
IT Infrastructure Sales
His background includes selling complex professional services for cloud enablement, DevOps, automation, and data centers to Fortune 500 companies.

Media Appearances

Caleb has no verified media appearances

Work History

8-2021
Senior Account Executive at Gartner
1-2017 - 12-2019
Infrastructure Optimization Lead for St. Louis at TEKsystems
1-2011 - 12-2012
Regional Director of Principal Consultant Program at TEKsystems
11-2006 - 8-2021
Infrastructure Optimization Sr. Account Executive at TEKsystems
8-2004 - 11-2006
Senior Recruiter at TEKsystems

Education

1999 - 2003
Bachelor of Science (B.S.) from Illinois State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater St. Louis, United States Job Level : N/A Designation : Senior Account Executive at Gartner
URL has been copied!

Insights For Selling To Caleb

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Caleb is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Caleb

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Caleb move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Caleb take some risk or not?

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

You And Caleb

Personality Compatibility


Other Gartner Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.