Paul Nygaard

Questioner
DISC Type : c

CEO and President at The ICS Group

Green Bay, Wisconsin Metropolitan Area, United States

Overview

Paul has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

3-2008
CEO and President at The ICS Group
8-2006 - 3-2008
Senior Regional Manager at The Shaw Group
6-1998 - 8-2006
Account Manager at Crane Engineering Sales, Inc.
3-1994 - 6-1998
Project Manager at STS/AECOM

Education

1989 - 1993
Bachelor of Science from Michigan Technological University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Green Bay, Wisconsin Metropolitan Area, United States Job Level : Leadership Designation : CEO and President at The ICS Group
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Paul

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Paul take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Paul

Personality Compatibility


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