Glenn Marcus

Questioner
DISC Type : c

Senior Director - Global Sourcing at Ingevity

Charleston, South Carolina, United States

Overview

Glenn has no verified overview

Personality Overview

Price-Sensitive

Cautious & Analytical

Systematic

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 prefer to do thorough analysis of any situation.

Topics They Care About

Glenn has no verified topics they care about

Media Appearances

Glenn has no verified media appearances

Work History

8-2022
Senior Director - Global Sourcing at Ingevity
4-2020 - 8-2022
Director - Global Sourcing & Supply Chain Excellence at Ingevity
3-2017 - 4-2020
Director - Global Sourcing at Ingevity
5-2016 - 3-2017
Director - Indirect Sourcing at Ingevity
2-2014 - 5-2016
Global IT Sourcing Leader at Owens Corning

Education

1999 - 2001
MBA from University of South Carolina Darla Moore School of Business
1992 - 1996
B.S from Shippensburg University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 28 Location : Charleston, South Carolina, United States Job Level : Senior Designation : Senior Director - Global Sourcing at Ingevity
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Insights For Selling To Glenn

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glenn 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 Glenn

  • 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 Glenn move?

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

  • Can Glenn take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Glenn

Personality Compatibility


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