Glen Groat

Questioner
DISC Type : c

Account Executive at Alliance Technology Group

Greater Richmond Region, United States

Overview

Glen Groat is an Account Executive at Alliance Technology Group with over 30 years in IT, having risen from a desktop engineer to VP at The Martin Agency. A Virginia Commonwealth University alumnus, he leverages deep technical expertise in infrastructure and security to serve the healthcare, education, and manufacturing sectors.

Outside of work, Glen is an avid fisherman, often on the water pursuing large striped bass. He also brews his own beer and is deeply involved in his community as a proud member of the Rotary Club of Midlothian, actively volunteering with local charities like Bridging RVA.

His career in technology was sparked by his childhood curiosity, which led him to completely disassemble a brand-new mini-bike.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Community Service
A proud Rotarian who actively volunteers with organizations like Bridging RVA to deliver beds to children in his local community.
Striped Bass Fishing
He is an avid fisherman who is passionate about being on the water and trying to catch large striped bass.
Homebrewing Beer
Enjoys brewing his own beer and has even created custom brews like a "Creative LA Coffee Stout" for company events.

Media Appearances

Glen has no verified media appearances

Work History

5-2016
Account Executive at Alliance Technology Group
3-1993 - 5-2016
VP I Associate Director of Information Technology at The Martin Agency

Education

BS from Virginia Commonwealth University - School of Business

More Information

Social Presence :

Prographics :

Exp : 32 Location : Greater Richmond Region, United States Job Level : N/A Designation : Account Executive at Alliance Technology Group
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Insights For Selling To Glen

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glen is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Glen

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Glen move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Glen take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Glen

Personality Compatibility


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