Phillip Durbin, PMP, JIP-I, CCMP-F

Questioner
DISC Type : c

Branch Head at SERCO NA

Hampton Roads, Virginia Metropolitan Area, United States

Overview

Phillip has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Phillip has no verified topics they care about

Media Appearances

Phillip has no verified media appearances

Work History

5-2025
Branch Head at SERCO NA
9-2022 - 5-2025
Principal Military Trainer- Space at Northrop Grumman
2-2022
Owner at V / XI LLC
1-2022 - 6-2022
NATO SACT Strategic Alternatives (SALT) Strategic Thinker at V/XI LLC
8-2019 - 2-2022
Intel Analyst Principal at SAIC

Education

Master of Science - MS from Naval Postgraduate School
7-2007 - 6-2008
Master of Science - MS from USAF Air War College

More Information

Social Presence :

Prographics :

Exp : 33 Location : Hampton Roads, Virginia Metropolitan Area, United States Job Level : N/A Designation : Branch Head at SERCO NA
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Insights For Selling To Phillip

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
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Phillip 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 Phillip

  • 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 Phillip move?

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

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


You And Phillip

Personality Compatibility


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