Richard Spanier

Inquirer
DISC Type : cd

Owner at Richard Spanier Consulting

Tucson, Arizona, United States

Overview

Richard Spanier is a sales consultant and author with over 30 years of B2B experience, guiding tech startups and small agencies. Based in Tucson, Arizona, he specializes in leveraging emerging technologies to create effective go-to-market strategies. He holds degrees from the University of Wisconsin-Madison and Temple University.

Richard shows a keen interest in the intersection of technology and human behavior, particularly how AI is shaping the future of sales. He also has an intellectual curiosity for language, demonstrated by his analysis of complex German words. People who have worked with him describe him as friendly, helpful, and an expert in sales enablement.

He fabricated a German compound word, "Torschlussorientierungslosigkeit, " to describe the panic-driven activity that occurs in sales as deadlines loom.

Personality Overview

ROI Conscious

Hard To Convince

Upfront

They respond well to confident salespeople.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Go-to-Market Readiness
Helps early-stage founders assess their MVP, competition, and budgeting to prevent premature and ineffective sales efforts.
AI in Sales
Writes about the balance between data-driven systems and the human element in sales, specifically mentioning the utility of Conversant AI.
Emerging Sales Tech
Advises small businesses and startups on using new platforms and processes to create their own DIY sales strategies and compete with larger players.

Media Appearances

Richard has no verified media appearances

Work History

4-2024
Owner at Richard Spanier Consulting
3-2011 - 4-2024
Owner at Spanier and Associates
6-1993 - 3-2012
Major Account Executive Tucson, Arizona at Professional Sales
8-1980 - 7-1993
Major Account Executive Philadelphia, Pennsylvania at Professional Sales

Education

Bachelor's degree from University of Wisconsin-Madison
Master of Education (M.Ed.) from Temple University

More Information

Social Presence :

Prographics :

Exp : 45 Location : Tucson, Arizona, United States Job Level : N/A Designation : Owner at Richard Spanier Consulting
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Make sure that you you respond to any queries from them quickly
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Richard

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • Their decision making speed is somewhere in the middle.
  • Can Richard take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Richard

Personality Compatibility


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