Graham Cable

Editor
DISC Type : CS

Vice President, Strategic Marketing at X-energy

Gibsonia, Pennsylvania, United States

Overview

Graham has no verified overview

Personality Overview

Skeptic

Sometimes Friendly

Objective Thinker

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They are thorough and always follow a systematic approach.

Topics They Care About

Graham has no verified topics they care about

Media Appearances

Graham has no verified media appearances

Work History

11-2022
Vice President, Strategic Marketing at X-energy
1-2021 - 11-2022
Senior Advisor and Executive Consultant at Self-employed
7-2017 - 12-2020
Vice President, Global Strategy & Marketing at Westinghouse Electric Company
9-2014 - 7-2017
Vice President, Global Market Development at Westinghouse Electric Company
2014 - 2020
Civil Nuclear Trade Advisory Committee at U.S. Department of Commerce

Education

1993 - 1995
MBA from The Tuck School of Business at Dartmouth
1984 - 1988
AB from Brown University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Gibsonia, Pennsylvania, United States Job Level : Senior Designation : Vice President, Strategic Marketing at X-energy
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Insights For Selling To Graham

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Graham

  • 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 Graham move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Graham take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Graham

Personality Compatibility


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