Gary Smith

Enthusiast
DISC Type : i

Client Service Executive at Perficient

Greater Boston, United States

Overview

Gary is a process-oriented senior IT executive at Perficient, specializing in strategic planning, project management, and leading multi-national teams. An MBA graduate from the MIT Sloan School of Management, he is consistently described by colleagues as experienced, capable, clear, and kind.

[Predicted] Based on his education at the University of Pennsylvania and MIT, he likely follows professional sports, potentially including teams from the Philadelphia and Boston areas. He is passionate about mentoring both his direct and indirect reports, a quality frequently highlighted in his recommendations.

He was part of a team that successfully deployed AI and image recognition technology to improve the safety and speed of air travel.

Personality Overview

Amiable & Agreeable

Non-Confrontational

Consensus Focused

They prefer to build relationships rather than staying totally transactional.  They are generally friendly, so be careful when relying on their word. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Healthcare Disruption
Authored articles on tech giants entering the healthcare payer space and previously served as Director of Healthcare at EPAM Systems.
Agile Coaching
Lists agile coaching and mentoring as a core specialty, with extensive experience in software design, development, and project management.
AI in Aviation
Shared his pride in a team that deployed AI and image recognition to make air travel safer and faster, highlighting his hands-on experience with cutting-edge tech.

Media Appearances

Gary has no verified media appearances

Work History

2-2020
Client Service Executive at Perficient
6-2019 - 2-2020
Vice President at NorthOut
11-2014 - 5-2019
Director Healthcare at EPAM Systems
9-2008 - 9-2011
Partner at Agile Commerce
Managing Director at Beacon Management Consulting

Education

Master of Business Administration (MBA) from MIT Sloan School of Management
BSE from University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Boston, United States Job Level : N/A Designation : Client Service Executive at Perficient
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Ask them how their day is going or exchange some other pleasantries
  • Give them the opportunity to lead the conversation where possible
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be excessively objective, be like a storyteller with them
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Gary

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Gary take some risk or not?

  • They can take some low-probability risks if needed.

You And Gary

Personality Compatibility


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