Malcolm Silberman

Visionary
DISC Type : Ds

Director of Product Management at Grant Thornton Advisors LLC

Atlanta, Georgia, United States

Overview

Malcolm has no verified overview

Personality Overview

Goal-Oriented

Risk Tolerant

Early Adopter

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Malcolm has no verified topics they care about

Media Appearances

Malcolm has no verified media appearances

Work History

Director of Product Management at Grant Thornton Advisors LLC
Director Program Management at Accenture
1-2012 - 12-2014
Senior Program Manager at Publicis Sapient
2-2009 - 1-2012
Senior Project Manager at NASCO
1-2006
Senior Project Manager at WNA Ltd

Education

MBA from University of the Witwatersrand
Advanced Valuation Certificate from NYU Stern School of Business

More Information

Social Presence :

Prographics :

Exp : 8 Location : Atlanta, Georgia, United States Job Level : Mid-senior Designation : Director of Product Management at Grant Thornton Advisors LLC
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Malcolm

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Malcolm take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Malcolm

Personality Compatibility


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