Ray Ghanbari

Enthusiast
DISC Type : i

Chief Technology Officer at Index Exchange

San Diego, California, United States

Overview

Ray has no verified overview

Personality Overview

Non-Confrontational

Story Driven

Amiable & Agreeable

Unlike D or C types, they are convinced more by stories and testimonials.  They tend to be agreeable by nature, so take their promises with a pinch of salt.
 They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Ray has no verified topics they care about

Media Appearances

Ray has no verified media appearances

Work History

12-2021
Chief Technology Officer at Index Exchange
10-2020 - 12-2021
Chief Technology Officer at Omnitracs
1-2017 - 10-2020
Chief Technology Officer at SmartDrive Systems
1-2012 - 1-2017
VP Product Development at FICO
1-2010 - 9-2011
CTO and EVP Product Development at PatientSafe Solutions

Education

1988 - 1993
PhD from Massachusetts Institute of Technology
1987 - 1988
M Phil from University of Cambridge

More Information

Social Presence :

Prographics :

Exp : 24 Location : San Diego, California, United States Job Level : Leadership Designation : Chief Technology Officer at Index Exchange
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Insights For Selling To Ray

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Ask them how their day is going or exchange some other pleasantries
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Avoid overloading them with too much information
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ray is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Ray

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Ray move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Ray take some risk or not?

  • They can take some low-probability risks if needed.

You And Ray

Personality Compatibility


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