Rob Fratianne

Captain
DISC Type : SD

Director of Sales at Benecard Services, LLC

Westerville, Ohio, United States

Overview

Rob has no verified overview

Personality Overview

Decisive But Calm

Output-Driven

Planner & Achiever

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

7-2018
Director of Sales at Benecard Services, LLC
10-2012 - 7-2018
Regional Sales Manager - Ohio ,West Virginia, Kentucky, Michigan, Indianapolis, Pittsburgh at Superior Vision Services
9-1997 - 8-2012
Senior Account Executive at UnitedHealthcare
4-1991 - 9-1997
Account Executive at Anthem
2-1990 - 3-1991
Financial Planner at Equitable of Iowa

Education

1984 - 1989
B.S. from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 36 Location : Westerville, Ohio, United States Job Level : Mid-senior Designation : Director of Sales at Benecard Services, LLC
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

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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