Gary Spencer

Examiner
DISC Type : cs

Senior Vice President of Sales & Marketing - Luxury, Lifestyle & Hawaii at Highgate

Carlsbad, California, United States

Overview

Gary has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Overcautious

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

3-2024
Senior Vice President of Sales & Marketing - Luxury, Lifestyle & Hawaii at Highgate
7-2022 - 2-2024
Senior Vice President of Corporate Sales Strategy at Aimbridge Hospitality
3-2021 - 9-2022
Senior Vice President of Sales at Evolution Hospitality
4-2011 - 9-2022
Vice President of Sales at Evolution Hospitality
4-2011
Vice President of Sales at Tarsadia Hotels

Education

4-2021 - 6-2021
Advent Leadership Academy from Harvard University
BS from Canisius University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Carlsbad, California, United States Job Level : Leadership Designation : Senior Vice President of Sales & Marketing - Luxury, Lifestyle & Hawaii at Highgate
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Gary

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Gary take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Gary

Personality Compatibility


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