Russell Glenn

Examiner
DISC Type : cs

Chief Strategy Officer at Viasat

Hagerstown, Maryland, United States

Overview

Russell has no verified overview

Personality Overview

Late Adopter

Tough To Convince

Process Oriented

They do not like taking risks at all and go for proven options in the end.  They tend to be clear about their needs and limitations and are unlikely to promise too much. Being observant comes to them naturally.

Topics They Care About

Russell has no verified topics they care about

Media Appearances

Russell has no verified media appearances

Work History

1-2017
Chief Strategy Officer at Viasat
1-2017
Director, Cybersecurity at KEYW Corporation
4-2005 - 11-2010
Systems Engineer/Project Manager at Sycamore.US

Education

1999 - 2004
Bachelor of Science (BS) from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 14 Location : Hagerstown, Maryland, United States Job Level : Leadership Designation : Chief Strategy Officer at Viasat
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Insights For Selling To Russell

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Russell is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Russell

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Russell move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Russell take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Russell

Personality Compatibility


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