Randall Friend MBA, CSE

Inquirer
DISC Type : cd

Principal Solution Advisor at Coupa

Shepherdstown, West Virginia, United States

Overview

Randall has no verified overview

Personality Overview

Judgemental

Upfront

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Randall has no verified topics they care about

Media Appearances

Randall has no verified media appearances

Work History

3-2026
Principal Solution Advisor at Coupa
9-2025 - 3-2026
Strategic Sr. Solution Engineer at Motive
3-2025 - 9-2025
Principal Solution Advisor at Coupa Software
3-2024 - 3-2025
Principal Solutions Consultant at Coupa Software
4-2020 - 3-2024
Value Solutions Consultant at Coupa Software

Education

2008 - 2012
Masters from Shepherd University
1997 - 2002
Bachelor from Shepherd University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Shepherdstown, West Virginia, United States Job Level : Mid-senior Designation : Principal Solution Advisor at Coupa
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Insights For Selling To Randall

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Randall is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Randall

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Randall move?

  • Their decision making speed is somewhere in the middle.
  • Can Randall take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Randall

Personality Compatibility


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