Jim W.

Observer
DISC Type : ic

Regional Sales Director at Zscaler

Leesburg, Virginia, United States

Overview

Jim has no verified overview

Personality Overview

Value Driven

Curious

Example Seeker

They often ask many questions and rely heavily on information and documentation.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

10-2022
Regional Sales Director at Zscaler
10-2021 - 10-2022
Vice President - Federal & Public Sector at DataRobot
1-2020 - 10-2021
Area Vice President at ServiceNow
8-2016 - 1-2020
Sr. Director Defense and Intelligence Sales at ServiceNow
7-2015 - 8-2016
Vice President Sales & Services - Enterprise Content Management at Discover Technologies

Education

Communications from James Madison University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Leesburg, Virginia, United States Job Level : Mid-senior Designation : Regional Sales Director at Zscaler
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Focus on immediate action-items rather than the larger goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously

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 practical and friendly, don't expect a clear-cut response often.

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

You And Jim

Personality Compatibility


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