Robert Greenough

Questioner
DISC Type : c

Director of Sales Engineering at Telarus

Greater Asheville, United States

Overview

Robert has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

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. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

3-2021
Director of Sales Engineering at Telarus
9-2018 - 3-2021
Cloud Sales Engineer at Telarus
5-2016 - 7-2018
Senior Solutions Engineer - Strategic at Star2Star Communications, LLC
9-2014 - 5-2016
Senior Sales Engineer at Star2Star Communications, LLC
10-2007 - 9-2014
Systems Administrator at Hoveround Corporation

Education

Bachelor of Science from Penn State University
Undergraduate Certificate from Penn State University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Asheville, United States Job Level : Mid-senior Designation : Director of Sales Engineering at Telarus
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert 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 Robert

  • 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 Robert move?

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

  • Can Robert take some risk or not?

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

You And Robert

Personality Compatibility


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