Norm Williams

Supporter
DISC Type : s

Senior Vice President Clients & Brand at BI WORLDWIDE

Minneapolis, Minnesota, United States

Overview

Norm has no verified overview

Personality Overview

Social Proof Driven

Calm

Thoughtful In Approach

They get along well with all people.  They are unlikely to become strong champions as they don't prefer pushing other people. Their decisions are defined by the possible value that they can bring to the organization.


Topics They Care About

Norm has no verified topics they care about

Media Appearances

Norm has no verified media appearances

Work History

11-2017
Senior Vice President Clients & Brand at BI WORLDWIDE
1-2007 - 11-2017
Vice President Sales - Southern Area at BI WORLDWIDE
1998 - 2007
Regional Vice President - Atlanta Region at BI WORLDWIDE
1989 - 1998
Account Executive - Detroit Michigan at BI WORLDWIDE

Education

1976 - 1980
BS from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 37 Location : Minneapolis, Minnesota, United States Job Level : Leadership Designation : Senior Vice President Clients & Brand at BI WORLDWIDE
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Insights For Selling To Norm

During A Call Or A Meeting

DO's

  • Engage other key stakeholders on their side and leverage if they approve of your product
  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.
  • Focus your pitch on the impact that you could help them have on their organization

DONT's

  • Avoid saying anything that sounds like a risky proposition
  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.
  • Don’t don the salesperson avatar, be the friendly advisor instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norm is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Norm

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Norm move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Norm take some risk or not?

  • They rarely take risks and prefer making decisions supported by others.

You And Norm

Personality Compatibility


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