Terry Cummings

Questioner
DISC Type : c

Marketing and Communications Manager at Acas

London, England, United Kingdom

Overview

Terry Cummings is a seasoned marketing leader with deep experience in B2B technology and the public sector. As Senior Marketing and Insights Manager at Acas, he leverages his background in IT market research and software marketing to improve workplace productivity. He holds an MSc in Marketing.

Based in London, Terry has connections to Norwich, having previously celebrated a milestone birthday there. His interests suggest an appreciation for higher education, specifically indicating an affiliation with the University of East Anglia.

Unique fact: He is a distinguished Fellow of the Chartered Institute of Marketing.

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

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

Topics They Care About

Public Sector Marketing
His current role at Acas focuses on marketing and communications for a government-backed service aimed at preventing employment disputes and improving workplace productivity.
B2B Tech Marketing
He has an extensive background leading marketing for providers of project portfolio management software (Gensight), HR solutions (InTIME), and IT market research (IDC).
Market Research
His title includes "Insights Manager" and he spent seven years as a Marketing Manager for International Data Corporation (IDC), a premier global market intelligence firm.

Media Appearances

Terry has no verified media appearances

Work History

11-2008
Marketing and Communications Manager at Acas
4-2008 - 8-2008
Marketing Manager at InTIME Solutions
7-2007 - 12-2007
Marketing Manager at Gensight
12-2000 - 6-2007
Marketing Manager at IDC (International Data Corporation)
1-1998 - 12-2000
Communications Manager at Anglian Windows

Education

1998 - 1999
MSc Marketing from Masters degree in Marketing
1997 - 1998
Post Graduate Diploma from Post Graduate Diploma in Marketing

More Information

Social Presence :

Prographics :

Exp : 31 Location : London, England, United Kingdom Job Level : Middle Designation : Marketing and Communications Manager at Acas
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Terry 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 Terry

  • 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 Terry move?

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

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


You And Terry

Personality Compatibility


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