Ian Melling

Wildcard
DISC Type : isc

Chief Financial Officer at Victrex

Gerrards Cross, England, United Kingdom

Overview

Ian has no verified overview

Personality Overview

Requires Proof

ROI Driven

Friendly But Slow

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

6-2022
Chief Financial Officer at Victrex
10-2021 - 6-2022
SVP Corporate Finance and R&D at Smith+Nephew
8-2016 - 10-2021
SVP, Group Finance at Smith+Nephew
4-2020 - 7-2020
Interim Chief Financial Officer at Smith+Nephew
4-2014 - 7-2016
CFO Global Operations & IT at Smith+Nephew

Education

1996 - 2000
MChem from University of Oxford

More Information

Social Presence :

Prographics :

Exp : 22 Location : Gerrards Cross, England, United Kingdom Job Level : Leadership Designation : Chief Financial Officer at Victrex
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Share testimonials from known people and give multiple examples of product value
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Ian

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Ian take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Ian

Personality Compatibility


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