Dennis Kunstman

Enigma
DISC Type : cid

Solutions Engineer at Riverbed Technology

Elburn, Illinois, United States

Overview

Dennis has no verified overview

Personality Overview

Hard To Convince

Fast Follower

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Dennis has no verified topics they care about

Media Appearances

Dennis has no verified media appearances

Work History

1-2026
Solutions Engineer at Riverbed Technology
1-2021 - 1-2026
Global Director of Strategic Partners at Riverbed Technology
8-2019 - 1-2021
Director Sales Engineering at Riverbed Technology
9-2008 - 12-2012
Senior Systems Engineer at OPNET Technologies
4-1999 - 8-2008
Associate Director Enterprise Systems Management at Chicago Mercantile Exchange

Education

1988 - 1991
Electronics Engineering from Valparaiso Technical Institute
1995 - 1995
CS from DePaul University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Elburn, Illinois, United States Job Level : Mid-senior Designation : Solutions Engineer at Riverbed Technology
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Insights For Selling To Dennis

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dennis is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Dennis

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Dennis move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Dennis take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Dennis

Personality Compatibility


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