Frank Marzigliano

Evaluator
DISC Type : DSC

Sr. Tech Sales Manager (Director) End User & Channels-Corporate, Enterprise, Public Sector, Federal at HP

New York City Metropolitan Area, United States

Overview

Frank has no verified overview

Personality Overview

Quality Focused

Hard To Convince

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

11-2016
Sr. Tech Sales Manager (Director) End User & Channels-Corporate, Enterprise, Public Sector, Federal at HP
9-2011 - 4-2016
U.S. Sr. Channel Sales Manager at HP
10-2010 - 9-2011
Americas Senior Channel Strategy Manager at HP
8-2006 - 10-2010
Sr. Partner Business Manager - U.S. Distribution at HP
Business Development Manager, HP Direct Channel (HP.com) at HP

Education

Aspirational Leadership Program from University of California, Berkeley
High Performance Leadership from University of Denver - Daniels College of Business

More Information

Social Presence :

Prographics :

Exp : 18 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : Sr. Tech Sales Manager (Director) End User & Channels-Corporate, Enterprise, Public Sector, Federal at HP
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Frank

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Frank take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Frank

Personality Compatibility


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