Richard Sellings

Energizer
DISC Type : I

Head of Strategic Products, Services and Solutions for VPS International (EMEA, APAC and LATAM) at Verizon Enterprise Solutions

Redhill, England, United Kingdom

Overview

Richard is an accomplished business leader with 25 years of experience negotiating complex, multimillion-dollar IT solutions for enterprise customers. As Head of Strategic Products at Verizon, he leads international strategy across EMEA, APAC, and LATAM. Colleagues and peers recognize him as an inspirational and motivational leader.

His educational background is in Biological Sciences from the University of Exeter, a unique foundation for a career in high-level IT services.

Personality Overview

Full Of Energy

Informal

Big Picture Person

They are people oriented, friendly and like creating new connections.  They are naturally enthusiastic, so take their promise with a pinch of salt. They excel at seeing the bigger picture, and the long-term impact of their decisions.

Topics They Care About

Global IT Strategy
His current role at Verizon involves leading strategic products, services, and solutions across international markets including EMEA, APAC, and LATAM.
Complex Negotiations
He has over two decades of proven experience successfully negotiating complex IT services and multimillion-dollar deals with enterprise customers.
Inspirational Leadership
He is consistently recognized by peers as an inspirational and motivational leader, with a focus on mentorship and delivering successful business outcomes.

Media Appearances

Richard has no verified media appearances

Work History

8-2012
Head of Strategic Products, Services and Solutions for VPS International (EMEA, APAC and LATAM) at Verizon Enterprise Solutions
10-2011 - 7-2012
Client Director at Integralis
1-2007 - 9-2011
Services Sales Engagement Director at Dell
1-2006 - 12-2006
UK Country Manager at Dell
9-2004 - 12-2005
Regional Sales Manager at Dell

Education

1995 - 1998
Biological Sciences from University of Exeter

More Information

Social Presence :

Prographics :

Exp : 26 Location : Redhill, England, United Kingdom Job Level : Mid-senior Designation : Head of Strategic Products, Services and Solutions for VPS International (EMEA, APAC and LATAM) at Verizon Enterprise Solutions
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Talk about their team and how your product will help them do things better and easier
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Avoid overloading them with too much detail

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Richard

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Richard take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Richard

Personality Compatibility


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