Roy Garner

Critic
DISC Type : C

Senior Sales Executive at GarnerGroup

Southlake, Texas, United States

Overview

Roy is a client-focused Senior Sales Executive with over 15 years of experience in the enterprise software industry. He specializes in creating trusted advisor relationships with C-level executives at Fortune 100 companies, consistently exceeding quotas. He holds a B. A. from Texas A&M University and is described as having high energy and creativity.

Based in the Dallas area, Roy is an alumnus of Texas A&M University, which may suggest an interest in college sports and local professional teams. His career has kept him connected to major tech hubs and diverse industries across North America, indicating a broad perspective.

He has a unique educational background, having attended both Texas A&M University and the Army Signal College.

Personality Overview

Critic

Information Seeker

Precise

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Enterprise Software
Has 15+ years of experience selling complex SaaS and Cloud solutions including ERP, SCM, HCM, and BI to global enterprises.
C-Level Relationships
Focuses on building trusted advisor relationships with executives in Fortune 100 and Global 2000 accounts through a consultative approach.
Business Development
As Director of Business Development at Inavista, he drives revenue growth, client acquisition, and market expansion.

Media Appearances

Roy has no verified media appearances

Work History

2014
Senior Sales Executive at GarnerGroup
2014
Director of Business Development at Inavista Solutions
2012 - 2014
Application Sales Manager at Oracle
2010 - 2011
Senior Sales Executive at Siemens PLM Software
2009 - 2010
Sales Director at IBS AB

Education

B.S. from Army Signal College
B.A. undergraduate from Texas A&M University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Southlake, Texas, United States Job Level : N/A Designation : Senior Sales Executive at GarnerGroup
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Insights For Selling To Roy

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roy is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Roy

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Roy move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Roy take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Roy

Personality Compatibility


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