Gary Cole

Wildcard
DISC Type : isc

Group Vice President, Financial Services at ServiceNow

United States

Overview

Gary has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

10-2025
Group Vice President, Financial Services at ServiceNow
1-2015
Board Member at Community Housing Concepts
12-2022 - 5-2025
Banking & Financial Markets Industry Leader at IBM
3-2020 - 6-2023
Senior Partner and Vice President at IBM
2-2017 - 2-2020
Managing Director at Accenture

Education

1995 - 1996
MBA from W. P. Carey School of Business – Arizona State University
1998 - 1999
Master in Telecommunications from University of Denver

More Information

Social Presence :

Prographics :

Exp : 10 Location : United States Job Level : Senior Designation : Group Vice President, Financial Services at ServiceNow
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Ask them questions to understand their needs better while staying affable
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Gary

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Gary take some risk or not?

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

You And Gary

Personality Compatibility


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