Russell Stephens

Questioner
DISC Type : c

Head Of Infrastructure at Hitachi Rail

London, England, United Kingdom

Overview

Russell has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Russell has no verified topics they care about

Media Appearances

Russell has no verified media appearances

Work History

7-2015
Head Of Infrastructure at Hitachi Rail
7-2000 - 7-2015
Group Infrastructure Manager at Phoenix IT Services
1-2000 - 7-2000
IT Consultant at Debug
2-1993 - 12-1999
IT Support Manager at Bankers Insurance

Education

1980 - 1984
Education details unavailable from Winston Churchill

More Information

Social Presence :

Prographics :

Exp : 32 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Head Of Infrastructure at Hitachi Rail
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Insights For Selling To Russell

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

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Russell 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 Russell

  • 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 Russell move?

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

  • Can Russell take some risk or not?

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

You And Russell

Personality Compatibility


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