Richard J.

Wildcard
DISC Type : sic

Chief Marketing & Communications Officer at IBM

Kuala Lumpur City, Federal Territory of Kuala Lumpur, Malaysia

Overview

Richard has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  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

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

7-2024
Chief Marketing & Communications Officer at IBM
7-2022 - 8-2024
Head of Account Based Marketing and Strategy, Asia Pacific at IBM
1-2022 - 7-2022
Head, Field Marketing, IBM Consulting, Asia Pacific at IBM
10-2019 - 1-2022
Principal Advisor, Insights and Strategy, ANZ and APAC at IBM
1-2016 - 10-2019
Principal Advisor, Insights & Strategy, IBM Services Asia Pacific at IBM

Education

4-1990 - 4-1994
BA (Hons) from University of Malaya
2006 - 2006
Executive Certificate from Harvard Business School

More Information

Social Presence :

Prographics :

Exp : 31 Location : Kuala Lumpur City, Federal Territory of Kuala Lumpur, Malaysia Job Level : Leadership Designation : Chief Marketing & Communications Officer at IBM
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Invite them for a social do but don’t rely solely on the relationship
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

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

  • 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 Richard move?

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

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

You And Richard

Personality Compatibility


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