Jim Murray

Wildcard
DISC Type : csi

Director - Sales Specialist, North Central Cyber Security at Mastercard

Greater Chicago Area, United States

Overview

Jim has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

8-2019
Director - Sales Specialist, North Central Cyber Security at Mastercard
8-2019 - 1-2025
Director of Sales - North Central at RiskRecon
11-2015 - 8-2019
Area Vice President at ExaGrid
11-2008 - 10-2015
VP Sales - East North America at Vision Solutions
12-2007 - 11-2008
Enterprise Account Executive - Websphere at IBM

Education

1987 - 1989
Bachelor of Science (BS) from DePaul University
1985 - 1987
BS from Northern Illinois University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Director - Sales Specialist, North Central Cyber Security at Mastercard
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them understand the risk aspect fully while inspiring confidence
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

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

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Jim take some risk or not?

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

You And Jim

Personality Compatibility


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