Fred Serna

Questioner
DISC Type : c

VP, CNS Carrier Sales at Westell

The Colony, Texas, United States

Overview

Fred has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to analyze every situation thoroughly.


Topics They Care About

Fred has no verified topics they care about

Media Appearances

Fred has no verified media appearances

Work History

7-2021
VP, CNS Carrier Sales at Westell
5-2016 - 7-2021
Sr. Director of Strategic Account at Amphenol Network Solutions
3-2015 - 5-2016
AVP Outside Plant Sales at Westell
12-2008 - 2-2015
Regional Vice President of Sales at Telect
Account Director at Ciena

Education

1984 - 1989
BS from New Mexico State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : The Colony, Texas, United States Job Level : Senior Designation : VP, CNS Carrier Sales at Westell
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Insights For Selling To Fred

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fred is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Fred

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Fred move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Fred take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Fred

Personality Compatibility


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