Norm Rawlings

Pioneer
DISC Type : ids

Director of Channel Sales at Fatbeam

United States

Overview

Norm has no verified overview

Personality Overview

Friendly But Fast

Decisive But Friendly

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Norm has no verified topics they care about

Media Appearances

Norm has no verified media appearances

Work History

3-2022
Director of Channel Sales at Fatbeam
7-2020 - 3-2022
Agent Channel Sales Manager at Ziply Fiber
7-2015 - 1-2020
Senior Indirect Channel Manager at Wave Broadband
10-2013 - 7-2015
Channel Sales Manager at Integra
6-2010 - 10-2011
Senior Account Manager at NoaNet

Education

Bachelor of Arts (B.A.) from Washington State University Vancouver
Education details unavailable from Western Washington University
Associate of Arts (AA) from Mt. Hood Community College

More Information

Social Presence :

Prographics :

Exp : 25 Location : United States Job Level : Mid-senior Designation : Director of Channel Sales at Fatbeam
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Insights For Selling To Norm

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • During followups, use calls or text if needed, they should be fine
  • Build a trustworthy relationship while keeping the product center-stage

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norm is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Norm

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Norm move?

  • They are generally fast movers and can take quick decisions
  • Can Norm take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Norm

Personality Compatibility


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