Charlie Kirby, CISSP, CISA

Questioner
DISC Type : c

Director, Customer Success at Expel

Charleston, South Carolina, United States

Overview

Charlie has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Charlie has no verified topics they care about

Media Appearances

Charlie has no verified media appearances

Work History

9-2023
Director, Customer Success at Expel
11-2021 - 9-2023
Senior Manager - Engagement Management at Expel
6-2021 - 11-2021
Sr. Manager at Deloitte
8-2016 - 6-2021
Manager at Deloitte
8-2013 - 8-2016
Sr. Consultant at Deloitte

Education

2006 - 2010
Bachelor of Engineering from Vanderbilt University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Charleston, South Carolina, United States Job Level : Mid-senior Designation : Director, Customer Success at Expel
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Insights For Selling To Charlie

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

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?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Charlie

Personality Compatibility


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