Greg Pollack

Pioneer
DISC Type : DSi

Vice President of Sales Engineering and Enablement at Higher Logic

Falls Church, Virginia, United States

Overview

Greg Pollack is the Vice President of Sales Engineering and Enablement at Higher Logic, with over 15 years of experience focused on helping associations achieve business goals through technology. Colleagues praise his unique blend of technical prowess and business acumen. He holds a BS from Mount St. Marys University.

Outside of work, Greg is passionate about cars and auto racing. He can often be found working on the suspension of his Miata or behind the wheel competing in races.

Unique fact: He demonstrated significant growth at Higher Logic, rising from an Account Executive to a Vice President who built out the companys sales enablement program.

Personality Overview

Driven But Considerate

Decisive But Friendly

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Association Technology
He has spent his entire career working with associations and not-for-profits, specializing in online communities and marketing automation to drive business goals.
Sales Enablement
A core part of his career, he launched the sales enablement program at Higher Logic and has held senior roles focused on enabling sales teams.
Data & Analytics
His previous role as SVP at Association Analytics involved helping organizations better understand and utilize their data, a theme he continues to engage with.

Media Appearances

Greg has no verified media appearances

Work History

1-2024
Vice President of Sales Engineering and Enablement at Higher Logic
8-2019 - 1-2024
SVP of Sales Enablement at Association Analytics
3-2017 - 7-2019
Sales Enablement Manager at Higher Logic
6-2015 - 2-2017
Sales Manager at Higher Logic
2-2014 - 6-2015
Account Executive at Higher Logic

Education

2001 - 2005
BS from Mount St. Mary's University
1998 - 2001
Education details unavailable from Archbishop Curley High School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Falls Church, Virginia, United States Job Level : Senior Designation : Vice President of Sales Engineering and Enablement at Higher Logic

Interested in

Entertainment

Guitar, Choir

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Insights For Selling To Greg

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Keep your pitch focused on the impact but nurture the relationship too
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Greg is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Greg

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Greg move?

  • They are generally fast movers and can take quick decisions
  • Can Greg take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Greg

Personality Compatibility


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