Ian Gerrard

Captain
DISC Type : DS

Vice President of Sales at Calico Cottage, Inc.

Amityville, New York, United States

Overview

Ian Gerrard is the Executive Vice President of Sales at Calico Cottage, leveraging a history of success in building high-performing teams. An alumnus of Staffordshire University with a degree in Economics, he has progressively advanced through the company, from New Business Development Manager to his current leadership role, driving significant process and cultural change.

Personality Overview

Output-Driven

Planner & Achiever

Dynamic But Sincere

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Sales Leadership
He has a long track record of building and leading successful sales teams, progressing from Manager to Director and now Executive Vice President at his current company.
Food & Confectionery
As a leader at a company specializing in fudge, he is deeply involved in the confectionery market and actively promotes products and industry events like IDDBA.
Football (Soccer)
Having grown up in Liverpool, he is a passionate football fan who not only watches the sport but also plays, coaches, and listens to related podcasts.

Media Appearances

Ian has no verified media appearances

Work History

3-2014
Vice President of Sales at Calico Cottage, Inc.
5-2009 - 3-2014
Director of Sales at Calico Cottage, Inc.
12-2005 - 5-2009
New Business Development Manager at Calico Cottage, Inc.
11-1999 - 7-2005
Product Sales Manager at Future Electronics (World’s Third Largest Electronic Components Distributor)
10-1995 - 11-1999
Account Manager at Scottish & Newcastle (U.K.’s largest brewer)

Education

Bachelor's Degree from University of Staffordshire

More Information

Social Presence :

Prographics :

Exp : 29 Location : Amityville, New York, United States Job Level : Senior Designation : Vice President of Sales at Calico Cottage, Inc.
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • During followups, use phone or text if needed, they should be fine
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Ian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Ian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Ian

Personality Compatibility


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