Rob Ferullo

Visionary
DISC Type : Ds

Director of Solutions Engineering, EXM at Ivanti

Woodbridge, Connecticut, United States

Overview

Rob has no verified overview

Personality Overview

Direct & Assertive

Early Adopter

Big Vision Person

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

9-2022
Director of Solutions Engineering, EXM at Ivanti
10-2019 - 9-2022
ESM Team Lead at Ivanti
6-2017 - 10-2019
Sr. Solution Consultant at Cherwell Software
11-2016 - 6-2017
Application Development III at UConn Health
11-2015 - 4-2016
Sales Engineer at Varonis

Education

1993 - 1995
Assc. from Franklin
2014 - 2014
Certified from Mandel Public Speaking

More Information

Social Presence :

Prographics :

Exp : 10 Location : Woodbridge, Connecticut, United States Job Level : Mid-senior Designation : Director of Solutions Engineering, EXM at Ivanti
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Use phrases like 'your team deserves', 'best in class' etc.

DONT's

  • Don't go over them unless you are left with no other option
  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Rob

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Rob take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Rob

Personality Compatibility


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