Norman Bercasio

Evaluator
DISC Type : dcs

Sharepoint Administrator III at FedScale, Inc.

Williamsburg, Virginia, United States

Overview

Norman has no verified overview

Personality Overview

Hard To Convince

Thorough Evaluator

Quality Focused

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 They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Norman has no verified topics they care about

Media Appearances

Norman has no verified media appearances

Work History

1-2025
Sharepoint Administrator III at FedScale, Inc.
11-2023 - 1-2025
Sharepoint Administrator III at Epsilon, Inc.
1-2017 - 11-2019
Medical Office Manager at TARBORO INTERNAL MEDICINE OF NORTH CAROLINA, PA
1-2014 - 6-2023
Senior Analyst at Gannett | USA TODAY NETWORK
1-2013 - 1-2014
Senior System Analyst at Gannett | USA TODAY NETWORK

Education

1994 - 1996
MBA from Wheeling University
1988 - 1992
BS from Wheeling University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Williamsburg, Virginia, United States Job Level : N/A Designation : Sharepoint Administrator III at FedScale, Inc.
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Insights For Selling To Norman

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase how you can impact results but also make sure that you share detailed information too

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • 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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norman is

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

  • 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 Norman move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Norman 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 Norman

Personality Compatibility


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