Robert Kelsall

Initiator
DISC Type : Di

Global VP, Enterprise Sales at SecPod

Phoenix, Arizona, United States

Overview

Robert has no verified overview

Personality Overview

Conviction Driven

Friendly Challenger

Risk-Accepting

They measure a product on its merit but can be influenced by strong testimonials.  They don’t mind taking a stand if they believe in something. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

4-2023
Global VP, Enterprise Sales at SecPod
2-2020 - 3-2023
Vice President of Global Sales at Resolve Systems
11-2018 - 2-2020
Vice President of Sales Engineering & Sales Operations at Resolve Systems
12-2017 - 11-2018
Enterprise Sales Director, ITxM at Ivanti
12-2016 - 11-2017
VP Americas Sales Engineering, Security and Service Management at Ivanti

Education

1998 - 2001
BSC Hons from University of East Anglia
1996 - 1998
A-Levels in Computing from Rawlet 6th form College

More Information

Social Presence :

Prographics :

Exp : 26 Location : Phoenix, Arizona, United States Job Level : Senior Designation : Global VP, Enterprise Sales at SecPod
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Focus on the big picture and the strategic value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Robert

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Robert take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Robert

Personality Compatibility


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