Ian Sturges

Wildcard
DISC Type : csi

Director of Sales at The Baldwin Group

Dallas-Fort Worth Metroplex, United States

Overview

Ian has no verified overview

Personality Overview

Curious But Skeptical

Friendly But Slow

Requires Proof

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

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

2-2023
Director of Sales at The Baldwin Group
12-2020 - 2-2023
District Sales Manager- MMS Mid Market at Paychex
6-2018 - 12-2020
HCM Consultant- MMS Enterprise at Paychex
5-2017 - 6-2018
District Manager- HRO at ADP
1-2013 - 6-2014
Branch Manager at Cydcor

Education

Bachelor of Arts (B.A.) from The University of Texas at Dallas

More Information

Social Presence :

Prographics :

Exp : 12 Location : Dallas-Fort Worth Metroplex, United States Job Level : Mid-senior Designation : Director of Sales at The Baldwin Group
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • 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
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • 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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