Graham Pickering

Commander
DISC Type : D

Manager, State Government Affairs at Marathon Petroleum Corporation

Austin, Texas Metropolitan Area, United States

Overview

Graham has no verified overview

Personality Overview

Impact-Driven

Very Quick

Strong-Willed

More than the product, they care about the impact of the product.  They are not always relationship oriented. They prefer to be the ones controlling the conversation or defining the terms.

Topics They Care About

Graham has no verified topics they care about

Media Appearances

Graham has no verified media appearances

Work History

11-2022
Manager, State Government Affairs at Marathon Petroleum Corporation
5-2021 - 9-2021
Government Affairs Secondment at Marathon Petroleum Corporation
9-2017 - 11-2022
Energy Supply at Marathon Petroleum Corporation
7-2013 - 8-2017
Refining Engineer at Marathon Petroleum Corporation

Education

Bachelor of Science (BS) from Miami University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Austin, Texas Metropolitan Area, United States Job Level : Middle Designation : Manager, State Government Affairs at Marathon Petroleum Corporation
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Insights For Selling To Graham

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Speak about competitive differentiation that your product offers
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being a storyteller and don’t try to oversell
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graham is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Graham

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Graham move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Graham take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Graham

Personality Compatibility


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