Tim Pickering

Questioner
DISC Type : c

East Coast Business Director at wolfSSL

Washington DC-Baltimore Area, United States

Overview

Tim has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Tim has no verified topics they care about

Media Appearances

Tim has no verified media appearances

Work History

8-2017
East Coast Business Director at wolfSSL
2-2013 - 5-2016
Regional Manager - Strategic Accounts at Arxan Technologies
1-2010 - 5-2016
Regional Manager - Western US and Asia Pacific at Arxan Technologies
1-2009 - 1-2010
Sales Executive at Vocus
10-2007 - 12-2008
Account Executive - Premium Support at MicroStrategy

Education

2001 - 2005
Bachelor of Business Administration (BBA) from James Madison University
Education details unavailable from Charlottesville High School

More Information

Social Presence :

Prographics :

Exp : 19 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : East Coast Business Director at wolfSSL
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Insights For Selling To Tim

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tim is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Tim

  • 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 Tim move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Tim take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Tim

Personality Compatibility


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