Stephen R.

Questioner
DISC Type : c

Senior Manager, IT Service Operations at White Cap

Birmingham, Alabama, United States

Overview

Stephen has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  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.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

3-2022
Senior Manager, IT Service Operations at White Cap
7-2017 - 3-2022
Manager IT Support Services at Ram Tool Construction Supply Co.
10-2016 - 7-2017
Project Manager/Software Trainer/ User Support Analyst at Contractor through Warren Averett @ Starnes Davis Florie LLP
10-2015 - 8-2016
Technical Support Manager at Jack Henry & Associates
11-2014 - 8-2015
Project Manager at Contractor through ITAC Solutions @ BBVA Compass Bank

Education

1984 - 1986
Computer Science from Central Carolina Technical College

More Information

Social Presence :

Prographics :

Exp : 10 Location : Birmingham, Alabama, United States Job Level : Middle Designation : Senior Manager, IT Service Operations at White Cap
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • 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?

  • 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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