Gary Barlet

Commander
DISC Type : D

Public Sector CTO at Illumio

Stafford, Virginia, United States

Overview

Gary has no verified overview

Personality Overview

Impact-Driven

Candid & Clear

Risk-Taker

More than the product, they care about the effectiveness of the product.  They respond well to strong and respectful communication. They are very proud of what they do.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

6-2024
Public Sector CTO at Illumio
5-2022 - 6-2024
Federal CTO at Illumio
10-2012 - 5-2022
Chief Information Officer at USPS OIG
9-2011 - 10-2012
Chief of Communications Support at HQ Air National Guard
8-2010 - 9-2011
Chief of AFNETOPS Branch at HQ Air National Guard

Education

1998 - 2000
MA from The George Washington University
2003 - 2004
MA from Air University, Maxwell Air Force Base

More Information

Social Presence :

Prographics :

Exp : 21 Location : Stafford, Virginia, United States Job Level : Leadership Designation : Public Sector CTO at Illumio
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Speak about competitive differentiation that your product offers
  • Be respectful but crisp

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Gary

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They can take decisions very fast if you manage to convince them.
  • Can Gary take some risk or not?

  • The risks don’t matter much to them.

You And Gary

Personality Compatibility


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