Dennis Wakeman

Inquirer
DISC Type : dc

Information Systems Manager at Kiernan Trebach LLP

Washington, District of Columbia, United States

Overview

Dennis has no verified overview

Personality Overview

Hard To Convince

Judgemental

ROI Conscious

They don’t always try to control the conversation but neither do they like yielding it fully.  They can be nudged to make faster decisions by offering what they value. They respond well to confident salespeople.

Topics They Care About

Dennis has no verified topics they care about

Media Appearances

Dennis has no verified media appearances

Work History

2-2012
Information Systems Manager at Kiernan Trebach LLP
2006 - 2008
Vice President Trade Data at Sandler, Travis & Rosenberg
7-1993 - 11-2010
Vice President of Information Systems and Trade Data at Sandler, Travis & Rosenberg
1993 - 2006
Director at Sandler, Travis & Rosenberg
9-1988 - 7-1993
Trade Analyst at American Fiber Manufacturers Association

Education

1980 - 1984
BS from Bridgewater College
MBA from James Madison University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Washington, District of Columbia, United States Job Level : Middle Designation : Information Systems Manager at Kiernan Trebach LLP
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Insights For Selling To Dennis

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Stress on the business value that your product offers
  • Refer to testimonials from others in similar positions

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dennis is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Dennis

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Dennis move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Dennis take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Dennis

Personality Compatibility


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