Richard Cerny

Go-getter
DISC Type : d

President, CEO, Founder at Backbone Broadcast

Westborough, Massachusetts, United States

Overview

Richard has no verified overview

Personality Overview

Decisive

Self-Confident

Direct & Candid

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

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

5-1990
President, CEO, Founder at Backbone Broadcast
5-1985 - 4-1989
President, Founder at Trellis Communications Corp.
3-1981 - 3-1985
President, Founder at Artel Video Systems
9-1975 - 3-1981
Marketing Director, Communication Fiberoptics at Valtec Corporation
President, CEO, Founder at Telecast Fiber Systems Inc.

Education

1966 - 1968
BS from University of Nebraska-Lincoln
1971 - 1973
MBA from University of North Dakota

More Information

Social Presence :

Prographics :

Exp : 49 Location : Westborough, Massachusetts, United States Job Level : Leadership Designation : President, CEO, Founder at Backbone Broadcast
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid repeating yourself or making generalizations
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

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

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

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Richard take some risk or not?

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

You And Richard

Personality Compatibility


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