Rodney Sullins

Questioner
DISC Type : c

Vice President, Sales & Marketing Solutions - Strategic Accounts at Dun & Bradstreet

Troy, Michigan, United States

Overview

Rodney has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

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. They prefer to fully evaluate every situation.

Topics They Care About

Rodney has no verified topics they care about

Media Appearances

Rodney has no verified media appearances

Work History

4-2019
Vice President, Sales & Marketing Solutions - Strategic Accounts at Dun & Bradstreet
4-2011 - 4-2019
Strategic Product Specialist at Dun & Bradstreet
1988 - 2011
Account Executive at Dun & Bradstreet
1988 - 1994
Manager, Information Resources at Dun & Bradstreet
1984 - 1988
Enlisted at United States Air Force

Education

1984 - 1988
BS from University of Maryland Global Campus

More Information

Social Presence :

Prographics :

Exp : 42 Location : Troy, Michigan, United States Job Level : Senior Designation : Vice President, Sales & Marketing Solutions - Strategic Accounts at Dun & Bradstreet
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Insights For Selling To Rodney

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rodney 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 Rodney

  • 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 Rodney move?

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

  • Can Rodney take some risk or not?

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

You And Rodney

Personality Compatibility


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