Eric Rossman

Examiner
DISC Type : sc

VP Partners and Alliances at Avaya

Belle Mead, New Jersey, United States

Overview

Eric has no verified overview

Personality Overview

Overcautious

Status Quo Seeker

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. Being observant comes to them naturally.

Topics They Care About

Eric has no verified topics they care about

Media Appearances

Eric has no verified media appearances

Work History

5-2005
VP Partners and Alliances at Avaya
10-2001 - 5-2005
Sales Vice President at Avaya

Education

2000 - 2003
Education details unavailable from University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 24 Location : Belle Mead, New Jersey, United States Job Level : Senior Designation : VP Partners and Alliances at Avaya
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Eric

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Eric move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Eric take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Eric

Personality Compatibility


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