Scott Zulpo

Researcher
DISC Type : Cs

SVP, CTO at BCU

Greater Chicago Area, United States

Overview

Scott has no verified overview

Personality Overview

Detail Oriented

ROI Seeker

Cost Conscious

They are always well-planned and adopt a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

4-2015
SVP, CTO at BCU
12-2009 - 4-2015
Senior Director Information Technology at Astellas Pharma US
2-2006 - 12-2009
Senior Executive Information Technology at Motorola Mobility (a Lenovo Company)
1-2002 - 11-2005
EVP, CIO at Publicis Groupe
1994 - 2002
VP, Information Technology at GE Capital/Heller Financial

Education

Bachelor of Business Administration - BBA from Loyola University Chicago
MBA from Keller Graduate School of Management (MBA)

More Information

Social Presence :

Prographics :

Exp : 37 Location : Greater Chicago Area, United States Job Level : Leadership Designation : SVP, CTO at BCU
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Use a presentation with information before getting into a live product walkthrough

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Scott

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Scott take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Scott

Personality Compatibility


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