Terry Schilling

Inquirer
DISC Type : cd

VP Sales & Marketing at Tugboat Software Inc.

Newport Beach, California, United States

Overview

Terry has no verified overview

Personality Overview

Hard To Convince

ROI Conscious

Upfront

They don’t always try to control the conversation but neither do they like yielding it fully.  They respond well to confident salespeople. They care equally about the product and its potential impact.

Topics They Care About

Terry has no verified topics they care about

Media Appearances

Terry has no verified media appearances

Work History

6-2006
VP Sales & Marketing at Tugboat Software Inc.
6-1996 - 6-1999
Principal at Ridgeline Systems Inc.

Education

1980 - 1983
MBA from University of California, Berkeley
1964 - 1968
B Arch from University of California, Berkeley

More Information

Social Presence :

Prographics :

Exp : 22 Location : Newport Beach, California, United States Job Level : Senior Designation : VP Sales & Marketing at Tugboat Software Inc.
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Insights For Selling To Terry

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Don’t expect them to change their mind quickly if they say no once
  • 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 Terry is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Terry

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Terry move?

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

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Terry

Personality Compatibility


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