Rich Walton

Editor
DISC Type : SC

Director of Cyber Security at Cigna

Bloomfield, Connecticut, United States

Overview

Rich has no verified overview

Personality Overview

Fact-Driven

Slow Buyer

Self-Disciplined

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Rich has no verified topics they care about

Media Appearances

Rich has no verified media appearances

Work History

9-2022
Director of Cyber Security at Cigna
12-2020 - 9-2022
Information Protection Senior Manager at Cigna
9-2013 - 2-2016
Information Protection Senor Specialist at Cigna
10-2012 - 12-2012
Data Analyst at Cigna
4-2009 - 4-2010
Service Desk Consultant at The Hartford

Education

2004 - 2006
Associate's degree from Goodwin College

More Information

Social Presence :

Prographics :

Exp : 18 Location : Bloomfield, Connecticut, United States Job Level : Mid-senior Designation : Director of Cyber Security at Cigna
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Rich

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Rich take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Rich

Personality Compatibility


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