Terence Cummins

Go-getter
DISC Type : d

SSO Architect/Engineer at Ernst & Young, LLP

Greater Chicago Area, United States

Overview

Terence has no verified overview

Personality Overview

Self-Confident

Fast-Paced

Vision Oriented

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

Terence has no verified topics they care about

Media Appearances

Terence has no verified media appearances

Work History

1-2011
SSO Architect/Engineer at Ernst & Young, LLP
8-2010 - 1-2011
Identity Access Management Architect at The Eliassen Group
4-2010 - 7-2010
Solutions Architect at Mycroft Inc.
2-2007 - 2-2010
Security Architect at Computer Associates (CA)
6-2005 - 6-2007
Subject Matter Expert, Netegrity SiteMinder at Lockheed Martin

Education

1990 - 1992
AA from Antelope Valley College

More Information

Social Presence :

Prographics :

Exp : 31 Location : Greater Chicago Area, United States Job Level : N/A Designation : SSO Architect/Engineer at Ernst & Young, LLP
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Insights For Selling To Terence

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Refer to testimonials from others in similar positions
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Avoid repeating yourself or making generalizations
  • Refrain from asking too many questions
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terence is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Terence

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Terence move?

  • Their decision making speed is somewhere in the middle.
  • Can Terence take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Terence

Personality Compatibility


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