John Urban

Critic
DISC Type : C

Marketing at Union Pacific Railroad

Omaha, Nebraska, United States

Overview

John has no verified overview

Personality Overview

Negotiator

Critic

Precise

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They choose to analyze logically and value facts to emotions.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

7-2012
Marketing at Union Pacific Railroad
3-2010 - 7-2012
Asset Management at Union Pacific Railroad
1-2007 - 3-2010
Data Science at Union Pacific Railroad
3-2004 - 1-2007
Finance at Union Pacific Railroad
1-2002 - 1-2004
Six Sigma Black Belt at General Electric (GE)

Education

1-2001 - 12-2003
MBA from Carnegie Mellon University - Tepper School of Business
1997 - 1998
MSIE from University of Miami

More Information

Social Presence :

Prographics :

Exp : 28 Location : Omaha, Nebraska, United States Job Level : N/A Designation : Marketing at Union Pacific Railroad
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from John

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can John take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And John

Personality Compatibility


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