Rob Cain

Inquirer
DISC Type : cd

Director of Product Management at Avaya

Ann Arbor, Michigan, United States

Overview

Rob has no verified overview

Personality Overview

Upfront

ROI Conscious

Hard To Convince

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

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

9-2024
Director of Product Management at Avaya
5-2024
Distinguished Engineer at Avaya
2-2023 - 5-2024
Director of Partner Engineering at Edify
10-2021 - 3-2023
Global Lead - Flex Partner Solutions Architect at Twilio
4-2021 - 10-2021
Solutions Engineering - Team Lead at Twilio

Education

1991 - 1994
Microbiology from University of Michigan
2018 - 2019
Nanodegree from Udacity

More Information

Social Presence :

Prographics :

Exp : 31 Location : Ann Arbor, Michigan, United States Job Level : Mid-senior Designation : Director of Product Management at Avaya
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Highlight the competitive differentiation of your product

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don't try too hard to get friendly, let it happen with time
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Rob

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Rob move?

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

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Rob

Personality Compatibility


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