James Scanlan

Observer
DISC Type : ci

Senior Customer Success Manager at Splunk

New York City Metropolitan Area, United States

Overview

James has no verified overview

Personality Overview

Example Seeker

Curious

Assertive

They often ask many questions and rely heavily on information and documentation.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

10-2020
Senior Customer Success Manager at Splunk
8-2005 - 11-2019
Director Software Engineering at Optum Technology Solutions at UnitedHealth Group
8-2005 - 1-2011
Software Engineering Manager at UnitedHealth Group
1-2005 - 8-2005
Senior Project Manager at RCI | Vacation Exchange
1-2003 - 1-2005
CONSULTANT | SENIOR PROJECT MANAGER at Capgemini

Education

Bachelor's of Science from Thomas Edison State University
Associate of Science - AS from Middlesex College

More Information

Social Presence :

Prographics :

Exp : 25 Location : New York City Metropolitan Area, United States Job Level : Middle Designation : Senior Customer Success Manager at Splunk
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Help them realize that there is no personal risk in making this decision
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

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

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They like to analyze well and then make their decisions.
  • Can James take some risk or not?

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

You And James

Personality Compatibility


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