Stephen Brown

Questioner
DISC Type : c

Co-Founder & CTO at Skyjed

Greater Melbourne Area, Australia

Overview

Stephen has no verified overview

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

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. They prefer to fully evaluate every situation.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

4-2017
Co-Founder & CTO at Skyjed
5-2011
Director at Pamburra Electronic Design
9-2013 - 6-2016
National RnD Manager, Hills Health Solutions at Hills Limited
9-2011 - 9-2013
Pre Post Sales Engineer / Manager at Merlon Technologies
9-2006 - 9-2011
Systems Engineer at Merlon Technologies

Education

2003 - 2009
Bachelor of Computer Systems Engineering from Monash University
2005 - 2006
Osaka University Short-term Student Exchange Program (OUSSEP) from The University of Osaka

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater Melbourne Area, Australia Job Level : Leadership Designation : Co-Founder & CTO at Skyjed
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • 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 Stephen 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 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?

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

  • Can Stephen take some risk or not?

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

You And Stephen

Personality Compatibility


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