John Gillan

Evaluator
DISC Type : dcs

Associate General Counsel & Head Of Sustainability at Martin Marietta Materials

Raleigh, North Carolina, United States

Overview

John has no verified overview

Personality Overview

Quality Focused

Hard To Convince

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

1-2021
Associate General Counsel & Head Of Sustainability at Martin Marietta Materials
6-2013 - 12-2020
Associate General Counsel at Martin Marietta Materials
2007
Member at PCA
7-2010 - 6-2013
Deputy General Counsel - US Operations at Lehigh Hanson Inc.
1-2006 - 7-2010
Asst General Counsel at Lehigh Hanson Inc.

Education

1987 - 1990
JD from Georgetown Law
1983 - 1987
BA from Drew University

More Information

Social Presence :

Prographics :

Exp : 36 Location : Raleigh, North Carolina, United States Job Level : Leadership Designation : Associate General Counsel & Head Of Sustainability at Martin Marietta Materials
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from John

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will John move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can John take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And John

Personality Compatibility


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