Philip Kernohan

Sharpshooter
DISC Type : DC

Senior Solutions Consultant at NETSCOUT

Frisco, Texas, United States

Overview

Philip has no verified overview

Personality Overview

Rigorous & Demanding

ROI Driven

Fast But Analytical

They take a lot of pride in personal achievements.  They are not always relationship oriented. They prefer to be the ones controlling the conversation or defining the terms.

Topics They Care About

Philip has no verified topics they care about

Media Appearances

Philip has no verified media appearances

Work History

7-2015
Senior Solutions Consultant at NETSCOUT
4-2013 - 6-2015
Solution Consultant at Tektronix Communications
5-2010 - 3-2013
Solution Architect at JDSU
3-2009 - 4-2010
Solution Architect at Agilent Technologies
5-2003 - 2-2009
Senior Systems Consultant at Agilent Technologies

Education

1989 - 1994
MEng from Heriot-Watt University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Frisco, Texas, United States Job Level : Senior Designation : Senior Solutions Consultant at NETSCOUT
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Insights For Selling To Philip

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Get to the point quickly instead of spending time doing small talk

DONT's

  • Don't try too hard to forge relationships with them
  • Avoid being a storyteller and don’t try to oversell
  • Do not back off when challenged, respond with a confident, objective answer instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Philip is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Philip

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Philip move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Philip take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Philip

Personality Compatibility


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