Thomas Spence

Evaluator
DISC Type : sdc

Executive Editor at Basic Books

Washington, District of Columbia, United States

Overview

Thomas has no verified overview

Personality Overview

Quality Focused

Hard To Convince

Fast But Analytical

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

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

8-2024
Executive Editor at Basic Books
3-2024
Visiting Fellow, Executive Vice President's Office at The Heritage Foundation
1-2020 - 12-2023
President and Publisher at Regnery Publishing
10-2012 - 1-2020
Associate Publisher, Regnery Gateway at Regnery Publishing
5-1996 - 10-2012
Owner and president at Spence Media

Education

1979 - 1983
BA from Dartmouth College
1990 - 1994
AM from Harvard University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Washington, District of Columbia, United States Job Level : N/A Designation : Executive Editor at Basic Books
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

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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