Rich Cullen

Wildcard
DISC Type : sic

Vice President, Inter-Plan Solutions at Blue Cross Blue Shield Association

Greater Chicago Area, United States

Overview

Rich has no verified overview

Personality Overview

ROI Driven

Curious But Skeptical

Friendly But Slow

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Rich has no verified topics they care about

Media Appearances

Rich has no verified media appearances

Work History

7-2019
Vice President, Inter-Plan Solutions at Blue Cross Blue Shield Association
1-2011 - 7-2019
Executive Director, Commercial Markets at Blue Cross Blue Shield Association
2-2007 - 12-2010
Managing Director, National Programs at Blue Cross Blue Shield Association

Education

Bachelor of Arts - BA from University of Illinois Urbana-Champaign

More Information

Social Presence :

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Exp : 19 Location : Greater Chicago Area, United States Job Level : Senior Designation : Vice President, Inter-Plan Solutions at Blue Cross Blue Shield Association
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Rich

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Rich take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Rich

Personality Compatibility


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