Paul Lam

Critic
DISC Type : C

Sales Director - Utility East at Valmont Industries, Inc.

Charlotte, North Carolina, United States

Overview

Paul has no verified overview

Personality Overview

ROI Driven

Objective Thinker

Precise

They enjoy working alone and do not rely on others very often.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

9-2021
Sales Director - Utility East at Valmont Industries, Inc.
7-2018 - 9-2021
Vice President Of Global Business Development at 2SEA Consulting
5-2016 - 6-2018
Vice President, Sales & Marketing, Global Operations at Gorbel Inc.
11-2013 - 3-2016
VP Global Business Development at Paladin Attachments/IES Holdings
11-2010 - 10-2013
Commercial Director, Work Tools, Building Construction Products Division at Caterpillar Inc.

Education

1984 - 1988
Bachelor from Furman University
1988 - 1990
Master from Baldwin Wallace University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Charlotte, North Carolina, United States Job Level : Mid-senior Designation : Sales Director - Utility East at Valmont Industries, Inc.
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Paul

  • It is not very hard for them to say no if they are not convinced about the 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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