Glenn Tobias

Questioner
DISC Type : c

Global Co-Leader - FTI Capital Advisors, LLC / Senior Managing Director - FTI Consulting, Inc. at FTI Capital Advisors, LLC / FTI Consulting, Inc.

New York, New York, United States

Overview

Glenn has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  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.

Topics They Care About

Glenn has no verified topics they care about

Media Appearances

Glenn has no verified media appearances

Work History

1-2009
Global Co-Leader - FTI Capital Advisors, LLC / Senior Managing Director - FTI Consulting, Inc. at FTI Capital Advisors, LLC / FTI Consulting, Inc.
2007 - 2008
Principal at Tobias Financial, LLC
1999 - 2007
VP Corporate Development & Structured Finance at Global Crossing, LTD
1987 - 1999
Managing Director at BNP Paribas

Education

B.S. from Lehigh University College of Business
Bachelor of Science (BS) from Lehigh University

More Information

Social Presence :

Prographics :

Exp : 39 Location : New York, New York, United States Job Level : Senior Designation : Global Co-Leader - FTI Capital Advisors, LLC / Senior Managing Director - FTI Consulting, Inc. at FTI Capital Advisors, LLC / FTI Consulting, Inc.
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Insights For Selling To Glenn

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glenn is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Glenn take some risk or not?

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

You And Glenn

Personality Compatibility


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