Pat Lathrop

Wildcard
DISC Type : cis

Vice President | Sales at The Stable, Part of Accenture Song

Bentonville, Arkansas, United States

Overview

Pat has no verified overview

Personality Overview

Requires Proof

Friendly But Slow

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Pat has no verified topics they care about

Media Appearances

Pat has no verified media appearances

Work History

7-2017
Vice President | Sales at The Stable, Part of Accenture Song
7-2017 - 7-2021
Vice President Business Development at Kreative Group
1-2014 - 7-2017
Director - Consumables at Retail Monster LLC /Pinnacle Sourcing a division of EcoArk Retail Monster
3-2013 - 1-2014
VP Business Development at Shiloh Technologies
3-2004 - 2-2013
Co-Founder at Strategic Retail Solutions

Education

1983 - 1988
Bachelor of Arts (B.A.) from The University of Kansas
1980 - 1983
Education details unavailable from Shawnee Mission South

More Information

Social Presence :

Prographics :

Exp : 37 Location : Bentonville, Arkansas, United States Job Level : Senior Designation : Vice President | Sales at The Stable, Part of Accenture Song
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Insights For Selling To Pat

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Help them realize that there is no personal risk in making this decision
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pat is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Pat

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Pat move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Pat take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Pat

Personality Compatibility


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