James Jones

Questioner
DISC Type : c

Senior IT Manager at County of Santa Clara

San Jose, California, United States

Overview

James has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

12-2021
Senior IT Manager at County of Santa Clara
3-2021 - 12-2021
Sr. Business Relationship Manager at County of Santa Clara
5-2018 - 3-2021
IT Product Specialist at Boeing
11-2015 - 5-2018
Sr. IT Service Management Architect at Boeing
6-2013 - 11-2015
IT Service Catalog Manager at Boeing

Education

2009 - 2010
MSITM from University of North Carolina at Greensboro
2001 - 2005
BS from University of North Carolina at Greensboro

More Information

Social Presence :

Prographics :

Exp : 14 Location : San Jose, California, United States Job Level : Middle Designation : Senior IT Manager at County of Santa Clara
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James 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 James

  • 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 James move?

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

  • Can James take some risk or not?

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


You And James

Personality Compatibility


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