Larry Katzman

Energizer
DISC Type : I

Chief Executive Officer at AIS (Applied Information Sciences)

Reston, Virginia, United States

Overview

Larry has no verified overview

Personality Overview

Enthusiastic

Imaginative

Relationship Oriented

They excel at seeing the bigger picture, and the long-term impact of their decisions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are people oriented, friendly and like creating new connections.

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

6-2020
Chief Executive Officer at AIS (Applied Information Sciences)
1-2019 - 6-2020
Chief Operating Officer at AIS (Applied Information Sciences)
1-2016 - 12-2018
Vice President, Business Development at AIS (Applied Information Sciences)
1-2011 - 12-2015
Director, Federal National Security and Civilian Practice at AIS (Applied Information Sciences)
1-2008 - 12-2010
Account Executive, Federal National Security and Civilian Practice at AIS (Applied Information Sciences)

Education

2008 - 2009
MS from The George Washington University
1993 - 1998
BS from Northeastern University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Reston, Virginia, United States Job Level : Leadership Designation : Chief Executive Officer at AIS (Applied Information Sciences)
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Talk about their team and how your product will help them do things better and easier
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Avoid cutting into their flow
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t be excessively objective, be a storyteller

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Larry

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Larry take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Larry

Personality Compatibility


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