Glen Williams

Examiner
DISC Type : cs

Director of Sales Development at NTT DATA Services

Atlanta Metropolitan Area, United States

Overview

Glen has no verified overview

Personality Overview

Process Oriented

Late Adopter

Tough To Convince

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Glen has no verified topics they care about

Media Appearances

Glen has no verified media appearances

Work History

10-2021
Director of Sales Development at NTT DATA Services
9-2019 - 10-2021
Regional Provider Executive at NTT DATA Services

Education

Liberal Arts and Sciences/Liberal Studies from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 6 Location : Atlanta Metropolitan Area, United States Job Level : Mid-senior Designation : Director of Sales Development at NTT DATA Services
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Insights For Selling To Glen

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • 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 Glen is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Glen

  • 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 Glen move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Glen take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Glen

Personality Compatibility


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