Ian Martin

Questioner
DISC Type : c

Executive Consultant and Director, Utility Sales at 3-GIS

Austin, Texas, United States

Overview

Ian has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

9-2025
Executive Consultant and Director, Utility Sales at 3-GIS
5-2024 - 11-2025
Executive Consultant at SSP Innovations, LLC
1-2022 - 5-2024
Director, Product Sales at SSP Innovations, LLC
7-2017 - 1-2022
Director of Asset and Work Management Sales at SSP Innovations, LLC
11-2004 - 6-2017
Director of Sales at TC Technology | MIMS

Education

1997 - 1998
Master’s Degree from Texas State University
1993 - 1995
Bachelor’s Degree from Texas State University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Austin, Texas, United States Job Level : Senior Designation : Executive Consultant and Director, Utility Sales at 3-GIS
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ian

  • 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 Ian move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ian take some risk or not?

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


You And Ian

Personality Compatibility


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