Howard Robertson

Go-getter
DISC Type : d

Channel, Strategic Accounts and Segments Leader at ABB

Oakton, Virginia, United States

Overview

Howard has no verified overview

Personality Overview

Self-Confident

Challenger

Direct & Candid

They can be nudged to make faster decisions by offering what they value.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Howard has no verified topics they care about

Media Appearances

Howard has no verified media appearances

Work History

4-2024
Channel, Strategic Accounts and Segments Leader at ABB
6-2021
Strategic Account Manager - Electrification at ABB
2-2017
Strategic Account Manager - Government at ABB
9-2009 - 2-2017
Sales Director at ABB
9-2007 - 9-2009
Business Development at Northrop Grumman Information Systems

Education

1985 - 1989
B.S. from Haslam College of Business at the University of Tennessee
1994 - 1996
Masters from American University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Oakton, Virginia, United States Job Level : Senior Designation : Channel, Strategic Accounts and Segments Leader at ABB
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Insights For Selling To Howard

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Get to the point quickly instead of spending too much time on pleasantries
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid repeating yourself or making generalizations
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Howard is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Howard

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Howard move?

  • Their decision making speed is somewhere in the middle.
  • Can Howard take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Howard

Personality Compatibility


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