Rich Geise

Energizer
DISC Type : I

Principal at Summa Consulting

Villanova, Pennsylvania, United States

Overview

Rich is an executive and business coach with over 25 years of experience in sales and sales management at leading tech companies like IBM and Centra. A graduate of Lehigh University College of Business, he leverages his background as a former Principal at Sandler Training to develop executives. Colleagues describe him as intuitive, effective, and genuine.

He was instrumental in helping grow Centra Softwares sales from $4. 4 million to $44 million in just five years.

Personality Overview

Relationship Oriented

Big Picture Person

Enthusiastic

They are naturally enthusiastic, so take their promise with a pinch of salt.  They excel at seeing the bigger picture, and the long-term impact of their decisions. They are people oriented, friendly and like creating new connections.

Topics They Care About

Executive Coaching
His current role involves coaching executives at various companies to help them achieve the next level in their professional development.
Sales System Development
He spent a decade as a Principal at Sandler Training, owning a local branch of the global leader in sales training and sales force development.
Rapid Business Growth
He has a history of driving significant revenue increases, most notably helping Centra Software achieve 10x sales growth in five years.

Media Appearances

Rich has no verified media appearances

Work History

12-2017
Principal at Summa Consulting
2007 - 12-2017
Principal at Sandler Training
4-2005 - 1-2007
Director, North American Sales at Informatica / Similarity Systems
2-1999 - 6-2004
VP North American Sales at Centra Software
1993 - 1999
Regional Manager at Marcam Corporation / MAPICS Inc.

Education

1968 - 1972
BA from Lehigh University College of Business
Education details unavailable from Darien High School

More Information

Social Presence :

Prographics :

Exp : 48 Location : Villanova, Pennsylvania, United States Job Level : Senior Designation : Principal at Summa Consulting
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Do some small talk, ask them how things are going on their side
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t be excessively objective, be a storyteller
  • Avoid overloading them with too much detail
  • Avoid cutting into their flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Rich

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Rich take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Rich

Personality Compatibility


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