Julian McAlpine

Examiner
DISC Type : cs

Head of Information Security at WiseTech Global at WiseTech Global

Australia

Overview

Julian has no verified overview

Personality Overview

Process Oriented

Tough To Convince

Status Quo Seeker

Being observant comes to them naturally.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. They are always well-planned and adopt a systematic approach.

Topics They Care About

Julian has no verified topics they care about

Media Appearances

Julian has no verified media appearances

Work History

2-2020
Head of Information Security at WiseTech Global at WiseTech Global
11-2016 - 2-2020
Principal Consultant at Trusted Impact Pty Ltd
11-2016
Head of Engineering, Architecture, Technology and Strategy, APAC, Group Information Security at Zurich Financial Services
Information Security Consultant at Zurich Financial Services
1-2008 - 5-2011
LAN Support Analyst at Zurich Financial Services Australia

Education

Julian has no verified education history

More Information

Social Presence :

Prographics :

Exp : 12 Location : Australia Job Level : Mid-senior Designation : Head of Information Security at WiseTech Global at WiseTech Global
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Insights For Selling To Julian

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Julian is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Julian

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Julian move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Julian take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Julian

Personality Compatibility


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