Robert Kaighn

Wildcard
DISC Type : cis

Director, North America & Global Partnerships at Cantarus

Falls Church, Virginia, United States

Overview

Robert Kaighn is the Director for North America & Global Partnerships at Cantarus, leveraging over 25 years of experience in technology and marketing for non-profits and associations. A University of Virginia graduate, he excels in strategic partnerships and client success. Peers consistently recognize him as knowledgeable, helpful, and a great resource.

Beyond his professional life, Robert has a notable interest in the hospitality industry, holding a Certified Beer Server certification and having worked as a bartender. He is also an experienced online broadcaster, having hosted a weekly video show for several years, demonstrating strong public speaking and content creation skills.

Unique fact: Robert hosted over 150 episodes of the weekly online video show, "Personify Nation. "

Personality Overview

ROI Driven

Friendly But Slow

Requires Proof

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Association Technology
Has over two decades of experience addressing the strategic technology needs of associations, focusing on member engagement and digital platforms.
Strategic Partnerships
A key component of his roles at Cantarus, Higher Logic, and Personify involved launching and growing partner programs to drive lead generation and integrations.
Digital Content Creation
Hosted over 150 episodes of a weekly online video show, demonstrating significant experience with public speaking, broadcasting, and community engagement.

Media Appearances

Robert has no verified media appearances

Work History

4-2024
Director, North America & Global Partnerships at Cantarus
9-2019
Bartender at The State Theatre
1-2021 - 4-2024
Client Success Manager at JL Systems Inc
8-2014 - 12-2020
Director of Partnerships at Higher Logic
7-2007 - 8-2014
Partnership Manager at Personify, Inc.

Education

1986 - 1997
BS from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 18 Location : Falls Church, Virginia, United States Job Level : Mid-senior Designation : Director, North America & Global Partnerships at Cantarus
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Share testimonials from known people and give multiple examples of product value
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ 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

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Robert

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Robert take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Robert

Personality Compatibility


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