Gordon Coburn

Inquirer
DISC Type : dc

President at Cognizant

United States

Overview

Gordon has no verified overview

Personality Overview

Judgemental

Hard To Convince

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Gordon has no verified topics they care about

Media Appearances

Gordon has no verified media appearances

Work History

2-2012 - 9-2016
President at Cognizant
11-2007
Member Board Of Directors at CEB (NYSE: CEB)
1-2007 - 2-2012
Chief Financial and Operating Officer at Cognizant
8-2005 - 2-2010
Member Board Of Directors at ICT Group (NASDAQ: ICTG)
1-1998 - 1-2007
Chief Financial Officer at Cognizant

Education

1988 - 1990
Master of Business Administration (MBA) from The Tuck School of Business at Dartmouth
1982 - 1986
Bachelor of Arts (B.A.) from Wesleyan University

More Information

Social Presence :

Prographics :

Exp : 25 Location : United States Job Level : Mid-senior Designation : President at Cognizant
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Insights For Selling To Gordon

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid repeating yourself or making generalizations
  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gordon is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Gordon

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Gordon move?

  • Their decision making speed is somewhere in the middle.
  • Can Gordon take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Gordon

Personality Compatibility


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