Eric Sutherland

Examiner
DISC Type : cs

President PIMCO Investments at PIMCO

New York, New York, United States

Overview

Eric has no verified overview

Personality Overview

Overcautious

Status Quo Seeker

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Eric has no verified topics they care about

Media Appearances

Eric has no verified media appearances

Work History

8-2009
President PIMCO Investments at PIMCO
5-1995 - 7-2009
MD at Nuveen Investments

Education

Education details unavailable from Bucknell University

More Information

Social Presence :

Prographics :

Exp : 31 Location : New York, New York, United States Job Level : N/A Designation : President PIMCO Investments at PIMCO
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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
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time

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

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

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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