Larry Starns

Energizer
DISC Type : I

General Counsel 2 at Brocade Communications, Inc.

St Paul, Minnesota, United States

Overview

Larry has no verified overview

Personality Overview

Relationship Oriented

Imaginative

Believer

They are really good at seeing what the long-term impacts of their decisions could be.  They are not always early adopters but can be pursuaded by leveraging strong relationships. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

2-2007
General Counsel 2 at Brocade Communications, Inc.
8-2005 - 1-2007
Corporate Counsel at Brocade Communications, Inc.
8-2002 - 7-2005
Private Practice at Larry D. Starns, P.A.
8-2000 - 8-2002
Assistant General Counsel at Minnesota State Colleges and Universities
1-1999 - 7-2000
Of Counsel at Rea, Cross and Auchincloss

Education

1976 - 1979
Education details unavailable from University of Oklahoma College of Law

More Information

Social Presence :

Prographics :

Exp : 29 Location : St Paul, Minnesota, United States Job Level : Leadership Designation : General Counsel 2 at Brocade Communications, Inc.
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Do some small talk, ask them how things are going on their side
  • Talk about their team and how your product will help them do things better and easier
  • Use phrases like ‘people will love’, ‘massive impact’ etc.

DONT's

  • Don’t be excessively objective, be a storyteller
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Larry

  • They will probably never 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 quickest decision makers, their friendly attitude could be misleading.
  • 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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