Frank Crast

Observer
DISC Type : ci

Principal Enterprise Security Architect at Early Warning®

Scottsdale, Arizona, United States

Overview

Frank has no verified overview

Personality Overview

Example Seeker

Assertive

Curious

They ask a lot of questions and rely heavily on information and collaterals.  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

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

5-2019
Principal Enterprise Security Architect at Early Warning®
7-2018 - 5-2019
Director Cyber Security at Silicon Valley Bank
4-2014 - 7-2018
Information Security Architect at PayPal
4-2013 - 4-2014
IT Risk/Information Security Manager at American Express
9-2011 - 4-2013
Senior Security Consultant at Experis IT

Education

1987 - 1990
BS from Arizona State University
1984 - 1986
N/A from United States Military Academy at West Point

More Information

Social Presence :

Prographics :

Exp : 14 Location : Scottsdale, Arizona, United States Job Level : Mid-senior Designation : Principal Enterprise Security Architect at Early Warning®
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Share testimonials from known people and give multiple examples of product value
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They like to analyze well and then make their decisions.
  • Can Frank take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Frank

Personality Compatibility


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