Toby Stuart

Examiner
DISC Type : sc

Charles Edwin Wilson Professor at Harvard Business School

Berkeley, California, United States

Overview

Toby Stuart is the Helzel Professor at UC Berkeley-Haas, where he focuses on AI and entrepreneurship. He co-founded the logistics company Flock Freight, serves on multiple corporate boards including HNTB and FLYR Labs, and holds a Ph. D. from Stanfords Graduate School of Business.

Coming from a family of academics, Toby has been surrounded by university life for most of his career. He has moved between several universities and has an only child, a daughter who attended Barnard College.

He co-founded the Black Venture Institute, an organization dedicated to training and supporting Black venture capital investors.

Personality Overview

Process Oriented

Tough To Convince

Unexpressive

Being observant comes to them naturally.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Social Status Dynamics
His book, "Anointed, " and recent interviews explore how status and reputation, rather than pure merit, often determine success in business, technology, and science.
Entrepreneurial Ecosystems
As a professor, co-founder of Flock Freight, and board member, he is deeply involved in studying and shaping the networks that support startup success.
AI's Economic Impact
As Chairman of Workday's AI Advisory Board, he focuses on how artificial intelligence will change markets, organizations, and the nature of work.

Media Appearances

Toby has no verified media appearances

Work History

2006 - 2013
Charles Edwin Wilson Professor at Harvard Business School
2003 - 2006
Arthur Samberg Professor of Strategy and Organizations at Columbia Business School
1995 - 2002
Fred Steingraber-A.T. Kearney Professor at University of Chicago Booth School of Business

Education

1991 - 1995
Ph.D. from Stanford University Graduate School of Business

More Information

Social Presence :

Prographics :

Exp : 18 Location : Berkeley, California, United States Job Level : N/A Designation : Charles Edwin Wilson Professor at Harvard Business School
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Insights For Selling To Toby

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Toby is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Toby

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Toby move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Toby take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Toby

Personality Compatibility


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