Greg Washburn

Questioner
DISC Type : c

Cyber Security Director at GuideWell

Ponte Vedra Beach, Florida, United States

Overview

Greg has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

They prefer to do thorough analysis of any situation.  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.

Topics They Care About

Greg has no verified topics they care about

Media Appearances

Greg has no verified media appearances

Work History

1-2023
Cyber Security Director at GuideWell
5-2021 - 1-2023
Senior Information Technology Security Manager at GuideWell
3-2020 - 5-2021
IT Manager at GuideWell
11-2012 - 8-2017
Director, IT Security at UVA Health System
5-2012 - 11-2012
Supervisor Information Security Ops at UVA Health System

Education

1995 - 1998
Business / Management Science from Virginia Tech
Associates from Patrick Henry College

More Information

Social Presence :

Prographics :

Exp : 19 Location : Ponte Vedra Beach, Florida, United States Job Level : Mid-senior Designation : Cyber Security Director at GuideWell
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Insights For Selling To Greg

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Greg 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 Greg

  • 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 Greg move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Greg

Personality Compatibility


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