Gary Werkman

Researcher
DISC Type : Cs

VP, Chief Tax Officer at The Standard

Quad Cities Metropolitan Area, United States

Overview

Gary has no verified overview

Personality Overview

ROI Seeker

Soft Communicator

Detail Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  The only way to convince them is by showing them examples and ample proof. They are always well-planned and adopt a systematic approach.

Topics They Care About

Gary has no verified topics they care about

Media Appearances

Gary has no verified media appearances

Work History

7-2025
VP, Chief Tax Officer at The Standard
9-2022 - 7-2025
AVP, Chief Tax Officer, The Standard at The Standard
9-2000 - 9-2022
Senior Director Tax at Transamerica Life Insurance Company
Tax Manager at RSM McGladrey, Inc.

Education

2002 - 2009
Masters from Golden Gate University
1988 - 1990
BA from University of Northern Iowa

More Information

Social Presence :

Prographics :

Exp : 25 Location : Quad Cities Metropolitan Area, United States Job Level : Leadership Designation : VP, Chief Tax Officer at The Standard
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Use a presentation with information before getting into a live product walkthrough

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • 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

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Gary

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Gary take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Gary

Personality Compatibility


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