Stephen Bertino

Questioner
DISC Type : c

Chief Information Security Officer at Wake Forest University

Winston-Salem, North Carolina, United States

Overview

Stephen has no verified overview

Personality Overview

Systematic

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. They prefer to do thorough analysis of any situation.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

3-2018
Chief Information Security Officer at Wake Forest University
12-2012 - 3-2018
Director - IT Operations at Rochester Institute of Technology
8-2000 - 12-2012
Senior IT Manager at Paychex
6-1990 - 8-2001
Director Business Operations at Citi

Education

2013 - 2017
Bachelor's Degree from Rochester Institute of Technology
1991 - 1993
Business Administration and Management from St. John Fisher University

More Information

Social Presence :

Prographics :

Exp : 35 Location : Winston-Salem, North Carolina, United States Job Level : Leadership Designation : Chief Information Security Officer at Wake Forest University
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • 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 Stephen is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Stephen

  • 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 Stephen move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Stephen take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Stephen

Personality Compatibility


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