John Murray

Enigma
DISC Type : dic

Training Director, Business Systems at Clean Harbors

Boston, Massachusetts, United States

Overview

John is a seasoned training and development leader at Clean Harbors, where he directs business systems training for sales and service personnel across North America. His expertise spans CRM systems, e-learning, and instructor-led training programs, building on his previous director roles within the company. He holds a BS from Norwich University.

He has shared his perspective on the importance of managing the stresses of career and family by taking time to appreciate life. He is a proponent of supporting others who are less fortunate and encourages finding and contributing to a meaningful personal cause.

He holds a certification in "Present With Impact, " underscoring his focus on effective and powerful communication.

Personality Overview

Hard To Convince

Fast Follower

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  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.

Topics They Care About

Corporate Training
Leads business systems training for sales and service staff, developing both instructor-led and e-learning programs for personnel across the US and Canada.
CRM Strategy
Previously served as the business owner for all aspects of the company's CRM, focusing on methods to acquire and grow the customer base.
Supporting Causes
Encourages supporting those less fortunate by finding a cause that is personally meaningful and taking action to help.

Media Appearances

John has no verified media appearances

Work History

1-2009
Training Director, Business Systems at Clean Harbors
12-2008 - 1-2010
Director of Customer Relationship Management System at Clean Harbors
1-2003 - 12-2008
Director Sales and Service Training and Development at Clean Harbors

Education

1985 - 1989
BS from Norwich University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Boston, Massachusetts, United States Job Level : Mid-senior Designation : Training Director, Business Systems at Clean Harbors
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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..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • 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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