John Burgess

Enigma
DISC Type : cid

Member Of Technical Staff at Viasat Inc.

Greater Boston, United States

Overview

John has no verified overview

Personality Overview

Fast Follower

Persuasive & Assertive

Friendly Yet Blunt

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

8-2021
Member Of Technical Staff at Viasat Inc.
8-2019 - 8-2021
Software Engineering Manager at Viasat Inc.
10-2015 - 8-2019
Member of Technical Staff at Viasat Inc.
7-2014 - 10-2015
Software Engineering Manager at Fiksu
9-2013 - 7-2014
Senior Software Developer at Fiksu

Education

2004 - 2006
MS from University of Massachusetts Amherst
1999 - 2004
BS from University of Massachusetts Amherst

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Boston, United States Job Level : Mid-senior Designation : Member Of Technical Staff at Viasat Inc.
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from John

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will John move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can John take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And John

Personality Compatibility


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