Richard Kennette

Researcher
DISC Type : Cs

Senior Vice President at Intellect Design Arena Ltd

Columbia, South Carolina, United States

Overview

Richard has no verified overview

Personality Overview

Process Focused

Cost Conscious

Soft Communicator

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

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

11-2015
Senior Vice President at Intellect Design Arena Ltd
11-2014 - 10-2015
Regional Vice President of Sales at FirstBest Systems, Inc.
8-2011 - 10-2014
Sales Director at Accenture
4-2009 - 8-2011
Regional Sales Director at Duck Creek Technologies
Regional Sale Director at Guidewire Software

Education

Bachelor of Science (BS) from Darla Moore School of Business at the University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 16 Location : Columbia, South Carolina, United States Job Level : Leadership Designation : Senior Vice President at Intellect Design Arena Ltd
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself
  • 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
  • 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

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

  • 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 Richard move?

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

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

You And Richard

Personality Compatibility


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