Glen Oliff

Questioner
DISC Type : c

Software Engineer at Gusto

Denver, Colorado, United States

Overview

Glen has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Glen has no verified topics they care about

Media Appearances

Glen has no verified media appearances

Work History

6-2023
Software Engineer at Gusto
9-2019
Software Developer at Gusto
10-2013 - 3-2019
Lead Developer at Opportunity Education
10-2008 - 11-2011
Part Owner / Lead Software Developer at Pic Pocket Books
1-2005 - 9-2013
Lead Software Developer at Apex Digital Systems Inc / Terrapin Systems

Education

1996 - 2001
Bachelor of Science (B.S.) from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 24 Location : Denver, Colorado, United States Job Level : Mid-senior Designation : Software Engineer at Gusto
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Insights For Selling To Glen

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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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