J. Stewart Black

Initiator
DISC Type : Di

Global Chief Leadership and Strategy Officer at Squire Patton Boggs

Provo, Utah, United States

Overview

J. has no verified overview

Personality Overview

Friendly Challenger

Impact-Oriented

Conviction Driven

They usually prefer to drive the conversation.  They respond well to objective pitches but also attach some value to relationships. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

J. has no verified topics they care about

Media Appearances

J. has no verified media appearances

Work History

9-2022
Global Chief Leadership and Strategy Officer at Squire Patton Boggs
9-2022
INSEAD Adjunct Professor of Global Leadership and Strategy at INSEAD
7-2015 - 9-2022
Professor of Management Practice in Global Leadership and Strategy at INSEAD
7-2012 - 6-2015
Professor of Global Leadership and Strategy at IMD Business School
6-2008 - 9-2012
Associate Dean at INSEAD

Education

1985 - 1988
Doctor of Philosophy (Ph.D.) from UC Irvine
9-1984 - 4-1985
Master's degree from Brigham Young University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Provo, Utah, United States Job Level : Leadership Designation : Global Chief Leadership and Strategy Officer at Squire Patton Boggs
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Insights For Selling To J. Stewart

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Acknowledge their status and position during the conversation
  • Look like someone who is on top of their game

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with J. Stewart is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from J. Stewart

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will J. Stewart move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can J. Stewart take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And J. Stewart

Personality Compatibility


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