James Varner

Questioner
DISC Type : c

VP & Chief Information Security Officer at Oshkosh Corporation

Appleton-Oshkosh-Neenah Area, United States

Overview

James has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Systematic

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

8-2022
VP & Chief Information Security Officer at Oshkosh Corporation
3-2020 - 8-2022
Director, Information Security at Oshkosh Corporation
6-2018 - 3-2020
Senior Manager, Information Security at Oshkosh Corporation
7-2011 - 2-2012
Associate, IT Advisory at KPMG
4-2010 - 5-2011
Engineering PC Support at Oshkosh Corporation

Education

2012 - 2014
Master of Business Administration (MBA) from University of Wisconsin-Whitewater
2014 - 2016
Certificate from Evanta Professional Development Academy

More Information

Social Presence :

Prographics :

Exp : 9 Location : Appleton-Oshkosh-Neenah Area, United States Job Level : Leadership Designation : VP & Chief Information Security Officer at Oshkosh Corporation
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And James

Personality Compatibility


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