Charlie Hancock

Questioner
DISC Type : c

Sales Director, AT&T Account at Amdocs

Acworth, Georgia, United States

Overview

Charlie Hancock is a seasoned Sales Director at Amdocs, managing the key AT&T account. With a deep background in the telecommunications industry, he specializes in optical and wireless networking, sales management, and professional services, thriving in both startup and large corporate environments.

Colleagues and managers describe him as a true sales professional with a "can do" attitude, who has a strong customer focus and is not afraid to ask the "tough" questions.

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

AT&T Account Strategy
As the Sales Director for the Amdocs AT&T account, this relationship is his primary professional focus.
Optical & Wireless Networking
His profile highlights expert-level skills in optical and wireless networking, which is a core part of his technical sales background.
Telecommunications Services
He has extensive experience working with service providers and system integrators on solutions like OSP (Outside Plant) design and fielding services.

Media Appearances

Charlie has no verified media appearances

Work History

6-2019
Sales Director, AT&T Account at Amdocs
2-2016 - 6-2019
OSP Design Engineer at RTS Associates, LLC.
5-2014 - 5-2015
Director of Sales at AudioCodes
6-2012 - 7-2013
Director of Sales at SOLiD Technologies
8-2008 - 3-2012
Director, Business Development at Optelian

Education

1979 - 1980
Diploma from Control Data Institute
1978 - 1979
Liberal Arts from Ferrum College

More Information

Social Presence :

Prographics :

Exp : 42 Location : Acworth, Georgia, United States Job Level : Mid-senior Designation : Sales Director, AT&T Account at Amdocs
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Insights For Selling To Charlie

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
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charlie is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Charlie

  • 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 Charlie move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Charlie take some risk or not?

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

You And Charlie

Personality Compatibility


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