Paul Van Liew

Enigma
DISC Type : Cdi

Senior Cloud Engineer at Carbon Black, Inc.

Greater Boston, United States

Overview

Paul has no verified overview

Personality Overview

Hard To Convince

Fast Follower

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

7-2017 - 2-2019
Senior Cloud Engineer at Carbon Black, Inc.
5-2014 - 6-2017
Senior Cloud Operations Engineer at Adobe
12-2013 - 5-2014
Senior System Administrator at eSailors IT Solutions GmbH
7-2010 - 2014
Principal Engineer at The Temple Host
3-2011 - 8-2013
Senior System Administrator at Boston College

Education

2001
Computer Engineering from Wentworth Institute of Technology
2003
Computer Science from UMass Boston

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Boston, United States Job Level : N/A Designation : Senior Cloud Engineer at Carbon Black, Inc.

Interested in

Sports

Martial arts, Skiing, Snowboarding

Health & Outdoor

Paragliding, Travel, Martial arts, Travel

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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Paul

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Paul take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Paul

Personality Compatibility


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