Paul R Stern

Editor
DISC Type : CS

Director - Enterprise Strategic Studies at Lockheed Martin

Littleton, Colorado, United States

Overview

Paul has no verified overview

Personality Overview

Skeptic

Fact-Driven

Sometimes Friendly

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

5-2025
Director - Enterprise Strategic Studies at Lockheed Martin
9-2023 - 4-2025
Chief Architect at Lockheed Martin
12-2017 - 4-2025
LM Corporate Senior Fellow at Lockheed Martin
10-2016 - 9-2023
Advanced Programs Chief Solutions Architect at Lockheed Martin Space
4-1996 - 12-1999
Senior Software Developer at Fluent Inc.

Education

1989 - 1993
Doctor of Philosophy (Ph.D.) from University of Colorado Boulder
1987 - 1988
Master of Science (MS) from University of Colorado Boulder

More Information

Social Presence :

Prographics :

Exp : 12 Location : Littleton, Colorado, United States Job Level : Mid-senior Designation : Director - Enterprise Strategic Studies at Lockheed Martin
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Insights For Selling To Paul R

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid emotional and informal language, stay objective and to the point instead
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul R is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Paul R

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Paul R move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Paul R take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Paul R

Personality Compatibility


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