John Stafford

Inquirer
DISC Type : dc

Director of IT Business Management and Work Environments at Raytheon

Bristol, Rhode Island, United States

Overview

John has no verified overview

Personality Overview

ROI Conscious

Upfront

Judgemental

They respond well to confident salespeople.  They care equally about the product and its potential impact. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

3-2016
Director of IT Business Management and Work Environments at Raytheon
4-2010 - 3-2016
Director of Business IT Operations at Raytheon
8-2007 - 4-2010
CISO/Director of Information Assurance at Raytheon
6-2003 - 8-2007
Senior Manager, Information Technology, Naval Integrated Systems and Joint Battlespace Integration at Raytheon
11-2000 - 6-2003
Deputy Technical Lead, Task Force Web at US Navy

Education

2001 - 2006
MA from U.S. Naval War College
1992 - 1996
AB from Harvard University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Bristol, Rhode Island, United States Job Level : Mid-senior Designation : Director of IT Business Management and Work Environments at Raytheon
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from John

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will John move?

  • Their decision making speed is somewhere in the middle.
  • Can John take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And John

Personality Compatibility


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