Raj Agnihotri

Questioner
DISC Type : c

Raisbeck Endowed Dean and Morrill Professor at Iowa State University - Ivy College of Business

Ames, Iowa, United States

Overview

Raj Agnihotri is the Raisbeck Endowed Dean at Iowa State Universitys Ivy College of Business, specializing in B2B sales, marketing intelligence, and social medias business applications. He holds a PhD from Kent State University, and people who have worked with him describe him as passionate and caring.

He co-authored an award-winning 2016 article on how social media influences customer satisfaction in B2B sales.

Personality Overview

Cautious & Analytical

Systematic

Price-Sensitive

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

Topics They Care About

B2B Sales Strategy
His academic research and award-winning publications consistently focus on improving B2B sales performance, sales leadership, and leveraging social media for customer satisfaction.
Entrepreneurship Education
He actively promotes and celebrates the achievements of Iowa State's entrepreneurship programs, including the highly-ranked Pappajohn Center for Entrepreneurship.
Higher Ed Leadership
As Dean, his focus is on elevating the college's reputation, fostering industry partnerships, and driving innovation within the business school.

Media Appearances

Raj has no verified media appearances

Work History

7-2025
Raisbeck Endowed Dean and Morrill Professor at Iowa State University - Ivy College of Business
7-2024
Morrill Professor, Mary Warner Fellow, and Assistant Dean for Industry Engagement at Iowa State University - Ivy College of Business
5-2022 - 5-2024
Professor, Mary Warner Fellow, and Director of Ivy Sales Forum at Iowa State University - Ivy College of Business
7-2018 - 5-2022
Dean's Fellow in Marketing and Director of Ivy Sales Forum at Iowa State University - Ivy College of Business
7-2015 - 6-2018
John Merrill Endowed Professor in Consultative Sales and Associate Professor of Marketing at The University of Texas at Arlington

Education

2006 - 2009
PhD from Kent State University
2003 - 2005
MBA from Oklahoma City University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Ames, Iowa, United States Job Level : Mid-senior Designation : Raisbeck Endowed Dean and Morrill Professor at Iowa State University - Ivy College of Business
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Insights For Selling To Raj

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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 Raj 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 Raj

  • 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 Raj move?

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

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


You And Raj

Personality Compatibility


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