John Hale

Commander
DISC Type : D

Regional Sales Manager - Insurance at Varicent

Aurora, Ohio, United States

Overview

John has no verified overview

Personality Overview

Risk-Taker

Impact-Driven

Very Quick

They put a lot of effort into ensuring personal success.  They are less concerned about the product and more about its potential impact. They do not care very much about building rapport or relationships.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

10-2023
Regional Sales Manager - Insurance at Varicent
5-2020 - 10-2023
Account Executive at Nulogy
3-2018 - 5-2020
Sr. Account Executive at Planful (formerly Host Analytics)
9-2016 - 3-2018
Financial & Operational Performance Management Solution Sales at IBM
2-2016 - 9-2016
Global Account Executive at Zuora

Education

1990 - 1993
MS from The George Washington University
1980 - 1985
Bachelor of Science (BS) from The University of Akron

More Information

Social Presence :

Prographics :

Exp : 40 Location : Aurora, Ohio, United States Job Level : Middle Designation : Regional Sales Manager - Insurance at Varicent
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Get to the point quickly instead of spending time doing small talk
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Avoid being a storyteller and don’t try to oversell
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from John

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will John move?

  • If convinced, they can reach decisions quite fast.
  • Can John take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And John

Personality Compatibility


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