Richard Comstock

Evaluator
DISC Type : Sdc

VP of Sales at Higher Logic

McLean, Virginia, United States

Overview

Richard Comstock is the VP of Sales at Higher Logic, leveraging extensive experience from roles at Association Analytics and Impexium to serve the association technology sector. A graduate of George Mason University with a BA in Communication, he is focused on helping organizations use data and powerful solutions to foster engagement.

His career began with distinguished service as a Sergeant in the U. S. Marine Corps before transitioning into the technology and association space. Richards professional focus is on enabling organizations to have meaningful conversations and make data-informed decisions. He maintains a connection to his alma mater, George Mason University.

Unique Fact: Before his extensive career in software and sales, Richard served as a Sergeant in the USMC for five years.

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Data-Driven Decisions
Actively promotes the importance of data and analytics for organizations, encouraging them to base decisions on data insights.
Community Engagement
His work at Higher Logic and personal headline focus on bringing people and organizations together to have real conversations and build community.
Association Technology
Has built a career spanning over two decades dedicated to providing technology solutions specifically for associations.

Media Appearances

Richard has no verified media appearances

Work History

1-2024
VP of Sales at Higher Logic
7-2023 - 1-2024
VP of Sales at Association Analytics
6-2020 - 7-2023
Sr. Solutions Advisor at Association Analytics
1-2019 - 1-2024
CEO at SilverLine Realty & Investment
1-2019 - 12-2019
Strategic Business Consultant at Impexium: Smarter, Simpler Membership Management

Education

1999 - 2001
BA from George Mason University
1990 - 1993
HS from Haddam-Killingworth

More Information

Social Presence :

Prographics :

Exp : 10 Location : McLean, Virginia, United States Job Level : Senior Designation : VP of Sales at Higher Logic
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Richard

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Richard take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Richard

Personality Compatibility


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