Thomas Durand

Questioner
DISC Type : c

Co-Founder at Warmr

Paris, Île-de-France, France

Overview

Thomas Durand is the Co-founder of Warmr, a platform designed to transform LinkedIn into a relationship-first sales tool. With a background in sales strategy and consultancy for startups, he focuses on leveraging personal branding and intent data. He holds a Masters degree in Negotiation from MBS School of Business.

Thomas is a strong advocate for a more human approach to sales, believing that clients buy relationships, not just products. He emphasizes building credibility and familiarity before the first interaction. He recently took a six-week break from LinkedIn to focus entirely on building and creating without distraction.

Unique fact: Frustrated with the high cost of existing support tools, Thomas and his team built their own chatbot, Heedback, from scratch.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Relationship-First Sales
His core philosophy is that modern selling relies on trust and relationships, not mass outreach. His company, Warmr, is built around this principle.
Social Selling
He is reinventing social selling on LinkedIn by focusing on creating familiarity and credibility before initiating business conversations.
Founder-Led Building
Demonstrates a passion for building his own solutions when existing tools are inadequate or overpriced, as evidenced by the creation of Heedback.

Media Appearances

Thomas has no verified media appearances

Work History

3-2024
Co-Founder at Warmr
5-2022
Associate at Poddle
1-2021
Sales & Strategy consultant at Andromede.
3-2019 - 6-2021
Sales Manager Teamleader Orbit France (ex yadera) at Teamleader
10-2016 - 2-2019
Account Manager at Rise + Shine

Education

2012 - 2016
Master 2 "Grandes écoles"​ / Négociation from MBS School of Business

More Information

Social Presence :

Prographics :

Exp : 12 Location : Paris, Île-de-France, France Job Level : Leadership Designation : Co-Founder at Warmr
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • 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 Thomas 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 Thomas

  • 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 Thomas move?

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

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

You And Thomas

Personality Compatibility


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