Thomas Glenn

Evaluator
DISC Type : SDc

Founder & CEO at Expanded Solutions

Houston, Texas, United States

Overview

Thomas is the Founder and CEO of Expanded Solutions, a company specializing in resinous flooring and concrete surfaces. A graduate of Sam Houston State University with a B. B. A. , he holds OSHA 30 and AMPP Concrete Coatings Inspector certifications. He previously achieved back-to-back record sales of $3. 2M and $4. 8M at Stonhard.

He approaches his work with a philosophy of discernment and curiosity, believing the biggest risk is making assumptions rather than deeply understanding a clients unique operational needs. This deliberate and detail-oriented mindset is a cornerstone of his professional identity, ensuring customers can move forward with confidence.

Unique fact: Thomas built his South Houston sales territory at his prior company from zero backlog into a top-performing territory for 10 consecutive years.

Personality Overview

Thorough Evaluator

Quality Focused

Fast But Analytical

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Project Accountability
Founded his company on the belief that ownership builds trust. He remains actively engaged in every project to ensure outcomes align with expectations.
Flooring System Performance
Focuses on the long-term performance of flooring systems, particularly in demanding environments where failures can lead to catastrophic operational issues like listeria or trip hazards.
Protecting Operations
Emphasizes meticulous planning for installations to protect client operations, stating that "every minute of a shutdown is accounted for before we ever mobilize. "

Media Appearances

Thomas has no verified media appearances

Work History

8-2024
Founder & CEO at Expanded Solutions
11-2014 - 7-2024
Territory Manager at Stonhard

Education

2009 - 2012
Bachelor of Business Administration (B.B.A.) from Sam Houston State University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Houston, Texas, United States Job Level : Leadership Designation : Founder & CEO at Expanded Solutions
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Thomas

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Thomas take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Thomas

Personality Compatibility


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