Rob Wilkerson

Questioner
DISC Type : c

Sr. Director, Software Engineering at ICF Next

Chattanooga, Tennessee, United States

Overview

Rob has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Rob has no verified topics they care about

Media Appearances

Rob has no verified media appearances

Work History

3-2024
Sr. Director, Software Engineering at ICF Next
3-2021 - 3-2024
Director Of Engineering 🤝 at ICF Next
1-2017 - 3-2021
Managing Software Engineer at Ad Hoc LLC
1-2011 - 3-2021
Principal at Rob Wilkerson Consulting
6-2011 - 6-2015
Senior Software Engineer at Centretek Solutions

Education

1997 - 1999
Computer Science from Louisiana State University
1989 - 1993
Architecture from University of Cincinnati

More Information

Social Presence :

Prographics :

Exp : 14 Location : Chattanooga, Tennessee, United States Job Level : Senior Designation : Sr. Director, Software Engineering at ICF Next
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Rob

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Rob take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Rob

Personality Compatibility


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