Paul Beckman

Critic
DISC Type : C

Internal Communications Manager at Houston First Corporation

Houston, Texas, United States

Overview

Paul has no verified overview

Personality Overview

ROI Driven

Information Seeker

Precise

They choose to analyze logically and value facts to emotions.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

5-2015
Internal Communications Manager at Houston First Corporation
11-2013 - 5-2015
SENIOR COMMUNICATIONS SPECIALIST at City of Houston
7-2009 - 11-2013
PROGRAM COORDINATOR - EXECUTIVE WRITING / COMMUNICATIONS at MD Anderson Cancer Center
3-2004 - 6-2009
COMMUNICATIONS SPECIALIST at MD Anderson Cancer Center
6-2001 - 3-2004
COMMUNICATIONS SPECIALIST at City of Houston

Education

1989 - 1994
BA from Texas State University
Susanne M. Glasscock School of Continuing Studies from Rice University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Houston, Texas, United States Job Level : Middle Designation : Internal Communications Manager at Houston First Corporation
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Be ready for penetrating questions and critical examination of your pitch
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Paul

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paul take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paul

Personality Compatibility


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