Rob Cross

Enthusiast
DISC Type : i

Senior Vice President of Research at Institute for Corporate Productivity (i4cp)

Babson Park, Massachusetts, United States

Overview

Rob has no verified overview

Personality Overview

Consensus Focused

Story Driven

Optimistic

Unlike D or C types, they are convinced more by stories and testimonials.  They agree with others often, so exercise caution when relying on their word. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

6-2023
Senior Vice President of Research at Institute for Corporate Productivity (i4cp)
1-2017
Edward A. Madden Professor of Global Leadership at Babson College
11-2005
Founder and Chief Research Scientist at Connected Commons

Education

1992 - 1994
MBA from University of Virginia Darden School of Business

More Information

Social Presence :

Prographics :

Exp : 20 Location : Babson Park, Massachusetts, United States Job Level : Leadership Designation : Senior Vice President of Research at Institute for Corporate Productivity (i4cp)
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Give them the opportunity to lead the conversation where possible
  • Compliment them about their personality if you get a chance

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don’t ask too many questions in one go, weave them into the flow
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Rob

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Rob take some risk or not?

  • They can take some low-probability risks if needed.

You And Rob

Personality Compatibility


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