Thomas Smeallie

Enigma
DISC Type : idc

VP of Sales Americas at Planhat

Boston, Massachusetts, United States

Overview

Thomas Smeallie is the VP of Sales for the Americas at Planhat, specializing in scaling sales teams and leveraging customer relationships for revenue growth. Educated at Oxford and UC Berkeley, his background includes overseeing teams with $20M in revenue responsibility. Colleagues describe him as effective, fast-learning, and hard-working.

Outside of his direct sales leadership, Thomas shows a keen interest in creative endeavors, having recently participated in a filming project for his company in Stockholm. He is an avid reader of business literature, particularly focusing on how classic theories apply to modern SaaS companies.

He recently filmed with his companys creative team, #StudioPlanhat, in Stockholm.

Personality Overview

Friendly Yet Blunt

Challenger

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Customer-Led Growth
Believes customer references are invaluable and encourages prospects to connect with current customers, noting the tightness of the customer success community.
SaaS Business Strategy
He actively analyzes and discusses business theories like the "Innovator's Dilemma" and their specific application to the challenges facing modern SaaS companies.
Scaling Sales Teams
Has a history of managing large teams and significant revenue streams, and his current role focuses on driving growth by acquiring and growing customers.

Media Appearances

Thomas has no verified media appearances

Work History

7-2024
VP of Sales Americas at Planhat
10-2022 - 7-2024
Regional Director of Sales at Planhat
6-2022 - 10-2022
Global Head of Sales at Social Native
1-2021 - 6-2022
Senior Area Director at Meltwater
2-2018 - 12-2020
Area Director at Meltwater

Education

2021 - 2022
Executive Programme - Strategy & Innovation from Saïd Business School, University of Oxford
High Potential Program from University of California, Berkeley, Haas School of Business

More Information

Social Presence :

Prographics :

Exp : 13 Location : Boston, Massachusetts, United States Job Level : Senior Designation : VP of Sales Americas at Planhat
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Thomas

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Thomas take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Thomas

Personality Compatibility


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