James Sheffield

Questioner
DISC Type : c

Sales Director at Zero100

Henley-On-Thames, England, United Kingdom

Overview

James Sheffield is an experienced Sales Director at Zero100, specializing in leading high-performance enterprise sales teams. With a background at Oracle and Gartner, he focuses on closing complex, high-value deals and has managed quotas exceeding $14 million. He is passionate about applying AI to improve seller productivity and forecast confidence.

He has rebuilt sales engines to deliver predictable results and focuses on driving net-new enterprise acquisition.

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

AI in Sales
Explicitly focused on applying AI and modern sales methods to improve deal quality, seller productivity, and forecasting confidence.
Enterprise Sales Strategy
Deep experience in driving net-new enterprise acquisition and closing complex, high-value deals for major tech companies like Oracle and Gartner.
Supply Chain Transformation
Actively promotes discussions on how supply chain and operations leaders can take bold action and leverage digital transformation during periods of disruption.

Media Appearances

James has no verified media appearances

Work History

8-2024
Sales Director at Zero100
10-2020 - 8-2024
Senior Account Executive at Oracle
5-2017 - 7-2020
Senior Sales Manager at Gartner
12-2015 - 5-2017
Account Executive at Gartner
10-2012 - 9-2015
Sales Consultant at Oakstone

Education

2001 - 2007
Education details unavailable from The Royal Grammar School, High Wycombe
Education details unavailable from Gerrards Cross C of E

More Information

Social Presence :

Prographics :

Exp : 16 Location : Henley-On-Thames, England, United Kingdom Job Level : Mid-senior Designation : Sales Director at Zero100
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • 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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