Norm Smith

Observer
DISC Type : ci

Area Director at TEKsystems

Southlake, Texas, United States

Overview

Norm Smith is an Area Director at TEKsystems, leading the Global Services growth strategy in the Dallas/Fort Worth region. With over 17 years in IT sourcing, his expertise spans business development, IT outsourcing, and strategic partnerships, particularly within the financial services vertical. He is a certified Scrum Master and AWS Technical Professional.

After a two-year period at IBM as a Service Sales Leader, he rejoined TEKsystems, showcasing his strong commitment to the companys mission.

Personality Overview

Value Driven

Assertive

Example Seeker

They are generally good communicators and can be hard to convince.  They are likely to ask many questions and look heavily for supporting information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Global Services Growth
His current role is centered on executing TEKsystems' Global Services growth strategy by leading a team to capture new market share.
IT Outsourcing
He has extensive experience in IT outsourcing, focusing on application development, management, and global delivery partnerships for enterprise accounts.
Financial Services Tech
He previously served as Managing Director for the Financial Services vertical, developing strategy and supporting clients across the US and Canada.

Media Appearances

Norm has no verified media appearances

Work History

1-2018
Area Director at TEKsystems
8-2008
Business Development Manager at TEKsystems
11-2013
Director of Business Development at TEKsystems Global Services
11-2011
Managing Director of Financial Services at TEKsystems Global Services
Service Sales Leader Technical Support and Maintenance at IBM Global Services

Education

Education details unavailable from The University of Texas at Arlington

More Information

Social Presence :

Prographics :

Exp : 17 Location : Southlake, Texas, United States Job Level : Mid-senior Designation : Area Director at TEKsystems
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Insights For Selling To Norm

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Avoid making offhand commitments
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norm is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Norm

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Norm move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Norm take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Norm

Personality Compatibility


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