Neil Smith

Evaluator
DISC Type : csd

AVP - Distribution Strategy & Solutions at IBS Software

Atlanta Metropolitan Area, United States

Overview

Neil has no verified overview

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Neil has no verified topics they care about

Media Appearances

Neil has no verified media appearances

Work History

4-2024
AVP - Distribution Strategy & Solutions at IBS Software
8-2005 - 4-2024
Head of Product Management and Strategy at IBS Software
8-2005 - 3-2012
Director of Client Services at HBSI
12-2003 - 8-2005
Revenue Management Consultant at NBS Consulting
6-2001 - 10-2003
Corporate Director of Revenue Management at Expotel Hospitality, LLC

Education

9-1991 - 5-1995
B.S. from Johnson & Wales University
1986 - 1990
Education details unavailable from Wilton High School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Atlanta Metropolitan Area, United States Job Level : N/A Designation : AVP - Distribution Strategy & Solutions at IBS Software
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Insights For Selling To Neil

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Neil is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Neil

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Neil move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Neil take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Neil

Personality Compatibility


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