Jim Lawton

Questioner
DISC Type : c

Senior Principal Architect at Forcepoint

Cork Metropolitan Area, Ireland

Overview

Jim has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

5-2022
Senior Principal Architect at Forcepoint
4-2018 - 5-2022
Principal Software Architect at Forcepoint
12-2015 - 3-2018
Software Architect at Accenture
8-1998 - 12-2015
Software Architect, Senior Staff Engineer at S3 Group
10-1996 - 8-1998
Senior Systems Engineer at Multistream Systems

Education

1982 - 1984
M.Eng.Sc. from University College Cork
1978 - 1982
B.E. from University College Cork

More Information

Social Presence :

Prographics :

Exp : 39 Location : Cork Metropolitan Area, Ireland Job Level : Senior Designation : Senior Principal Architect at Forcepoint
URL has been copied!

Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • 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 Jim 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 Jim

  • 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 Jim move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jim take some risk or not?

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

You And Jim

Personality Compatibility


Other Forcepoint Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.