John Archer

Editor
DISC Type : CS

Head of Business Development - Oil & Gas - Americas at Wipro Limited

Arlington, Virginia, United States

Overview

John has no verified overview

Personality Overview

Late Adopter

Slow Buyer

Self-Disciplined

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

10-2017
Head of Business Development - Oil & Gas - Americas at Wipro Limited
6-2011 - 9-2017
Global Client Partner at Wipro Limited
9-2002 - 6-2011
VP, Business Development, Commercial Business Unit at SAIC
3-1999 - 8-2002
Director, Sales Development / VP Marketing & Sales at Metamor Worldwide / PSINet
3-1995 - 3-1999
Major Account Manager, Energy & Utilities Division at Logica

Education

1980 - 1984
BSc from University of Stirling
1975 - 1980
Education details unavailable from Stonyhurst College

More Information

Social Presence :

Prographics :

Exp : 31 Location : Arlington, Virginia, United States Job Level : Mid-senior Designation : Head of Business Development - Oil & Gas - Americas at Wipro Limited
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Use a presentation with information before getting into a live product walkthrough
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • 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 John is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from John

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can John take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And John

Personality Compatibility


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