Harlan Lane, CISSP

Energizer
DISC Type : I

Vice President, IT Cloud Infrastructure at Stewart Title

Houston, Texas, United States

Overview

Harlan has no verified overview

Personality Overview

Full Of Energy

Informal

Believer

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are always positive and upbeat, so take their promises with a pinch of salt.

Topics They Care About

Harlan has no verified topics they care about

Media Appearances

Harlan has no verified media appearances

Work History

9-2023
Vice President, IT Cloud Infrastructure at Stewart Title
5-2016 - 8-2023
Director of Technical Services at Memorial Hermann Health System
10-2013 - 5-2016
Senior Manager, Business Technology at Exterran
8-2002 - 10-2013
Infrastructure Manager at LyondellBasell Industries
9-2000 - 7-2002
Consultant at Accenture

Education

1991 - 1996
Bachelor of Business Administration (B.B.A.) from University of Houston

More Information

Social Presence :

Prographics :

Exp : 25 Location : Houston, Texas, United States Job Level : Senior Designation : Vice President, IT Cloud Infrastructure at Stewart Title
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Insights For Selling To Harlan

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Talk anecdotally about the customer experience that your product offers
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Harlan is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Harlan

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Harlan move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Harlan take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Harlan

Personality Compatibility


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