Lenny Friedman

Enthusiast
DISC Type : i

Vice-President, Demand Generation at John Wiley & Sons, Inc.

Walnut Creek, California, United States

Overview

Lenny has no verified overview

Personality Overview

Non-Confrontational

Amiable & Agreeable

Optimistic

They are generally friendly, so be careful when relying on their word.  They prefer to build relationships rather than staying totally transactional. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Lenny has no verified topics they care about

Media Appearances

Lenny has no verified media appearances

Work History

2014
Vice-President, Demand Generation at John Wiley & Sons, Inc.
1986 - 1998
Marketing Director, The Americas at Sage Publications
1984 - 1986
Assistant Professor, History at Loyola Marymount University

Education

1972 - 1984
Doctor of Philosophy (Ph.D.) from University of California, Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 27 Location : Walnut Creek, California, United States Job Level : N/A Designation : Vice-President, Demand Generation at John Wiley & Sons, Inc.
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Insights For Selling To Lenny

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Ask them how their day is going or exchange some other pleasantries
  • Compliment them about their personality if you get a chance

DONT's

  • Avoid overloading them with too much information
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lenny is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Lenny

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Lenny move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Lenny take some risk or not?

  • They can take some low-probability risks if needed.

You And Lenny

Personality Compatibility


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