Lenny Cerbini

Wildcard
DISC Type : isc

Vice President Sourcing and Procurement at The Learning Experience

Pompano Beach, Florida, United States

Overview

Lenny has no verified overview

Personality Overview

Friendly But Slow

ROI Driven

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Lenny has no verified topics they care about

Media Appearances

Lenny has no verified media appearances

Work History

12-2021
Vice President Sourcing and Procurement at The Learning Experience
1-2017 - 12-2021
Regional Sales Development Manager at The Blue Book Building & Construction Network®
1-2014 - 12-2016
Regional Sales Director at The Blue Book Building & Construction Network®
1-2007 - 12-2013
National Sales Manager at The Blue Book Building & Construction Network®

Education

1982 - 1986
Bachelor's degree from University of Florida

More Information

Social Presence :

Prographics :

Exp : 19 Location : Pompano Beach, Florida, United States Job Level : Senior Designation : Vice President Sourcing and Procurement at The Learning Experience
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Insights For Selling To Lenny

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Be prepared for a lot of questions, answer them objectively
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lenny is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Lenny

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Lenny move?

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

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

You And Lenny

Personality Compatibility


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