Larry Stullich

Observer
DISC Type : ic

Director of Engineering, Communications Division at Northrop Grumman Corporation

San Diego, California, United States

Overview

Larry has no verified overview

Personality Overview

Assertive

Curious

Example Seeker

They ask a lot of questions and rely heavily on information and collaterals.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally good communicators and can be hard to convince.

Topics They Care About

Larry has no verified topics they care about

Media Appearances

Larry has no verified media appearances

Work History

6-2014
Director of Engineering, Communications Division at Northrop Grumman Corporation
12-2009 - 5-2014
Business Area Director at Northrop Grumman Corporation
12-1996 - 11-2009
Software Engineer/Project Manager/Program Manager at Northrop Grumman Corporation

Education

MSEE from UC San Diego
2005 - 2006
MBA from George Mason University

More Information

Social Presence :

Prographics :

Exp : 29 Location : San Diego, California, United States Job Level : Mid-senior Designation : Director of Engineering, Communications Division at Northrop Grumman Corporation
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Ask them questions to understand their needs better while staying affable
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Larry

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Larry take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Larry

Personality Compatibility


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