Malcolm Roberts

Go-getter
DISC Type : d

President and CEO at FM

Johnston, Rhode Island, United States

Overview

Malcolm has no verified overview

Personality Overview

Vision Oriented

Self-Confident

Direct & Candid

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They care equally about the product and its potential impact.

Topics They Care About

Malcolm has no verified topics they care about

Media Appearances

Malcolm has no verified media appearances

Work History

1-2022
President and CEO at FM
7-2021 - 1-2022
President at FM
5-2018 - 7-2021
Executive Vice President at FM

Education

1990 - 1994
Bachelor of Engineering Honors from University of Birmingham

More Information

Social Presence :

Prographics :

Exp : 7 Location : Johnston, Rhode Island, United States Job Level : Leadership Designation : President and CEO at FM
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Stress on the business value that your product offers

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Malcolm

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Malcolm take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Malcolm

Personality Compatibility


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