Josh Burns

Questioner
DISC Type : c

Sales Engineer at ATCOM Business Technology Solutions

Durham, North Carolina, United States

Overview

With over three decades at ATCOM, Josh is a Senior Technology Advisor specializing in voice and data technology. His expertise is grounded in his Telecommunications Engineering education and certifications like SSCA SIP and Vidyo Certified Deployment & Support Engineer, which he applies in his Sales Engineer role.

He landed his job at ATCOM when the company called for his brother, but his mom recommended him for the role instead.

Personality Overview

Systematic

Cautious & Analytical

Not Easily Convinced

They prefer to fully evaluate every situation.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Unified Communications
He has extensive experience deploying unified communications applications, specifically mentioning proficiency with ATCOM/Mitel solutions for medical practices.
Business Cybersecurity
Actively promotes the importance of cybersecurity for businesses, highlighting partners like Fortalice and their expertise in protecting corporate assets and mobile devices.
Networking Solutions
Demonstrates a keen interest in networking technology by sharing educational content and resources from partners such as Cisco Meraki.

Media Appearances

Josh has no verified media appearances

Work History

5-1989
Sales Engineer at ATCOM Business Technology Solutions

Education

1988 - 1989
Telecommunications Engineering from Central Carolina Community College

More Information

Social Presence :

Prographics :

Exp : 36 Location : Durham, North Carolina, United States Job Level : Mid-senior Designation : Sales Engineer at ATCOM Business Technology Solutions
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Insights For Selling To Josh

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Josh is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Josh

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Josh move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Josh take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Josh

Personality Compatibility


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