Richard Nickerson

Questioner
DISC Type : c

Account Executive at Salesforce

Washington DC-Baltimore Area, United States

Overview

Richard has no verified overview

Personality Overview

Value Seeker

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

8-2025
Account Executive at Salesforce
6-2022 - 8-2025
Partner Account Manager at Amazon Web Services (AWS)
3-2019 - 6-2022
Digital Architect at Microsoft
1-2017 - 8-2025
Member Board Of Directors at Vanguard Landing
1-2012 - 2-2019
Account Executive at Microsoft

Education

1983 - 1988
BS from James Madison University
1981 - 1983
Education details unavailable from First Colonial High School

More Information

Social Presence :

Prographics :

Exp : 36 Location : Washington DC-Baltimore Area, United States Job Level : N/A Designation : Account Executive at Salesforce
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Richard

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Richard take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Richard

Personality Compatibility


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