Todd Harkness

Enigma
DISC Type : dic

Chief Revenue Officer (CRO) at Grace Hill

Frisco, Texas, United States

Overview

Todd has no verified overview

Personality Overview

Challenger

Fast Follower

Persuasive & Assertive

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  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Todd has no verified topics they care about

Media Appearances

Todd has no verified media appearances

Work History

10-2022
Chief Revenue Officer (CRO) at Grace Hill
1-2022 - 10-2022
Chief Sales Officer (CSO) at Grace Hill
10-2021 - 12-2021
Principal Owner at Harkness Consulting Group, LLC
11-2015 - 9-2021
Senior Vice President Global Operations at ECI Software Solutions
1-2013 - 11-2015
Division President at ECI Software Solutions

Education

1989 - 5-1992
Bachelor of Science - BS from Appalachian State University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Frisco, Texas, United States Job Level : Leadership Designation : Chief Revenue Officer (CRO) at Grace Hill
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Insights For Selling To Todd

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
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Todd is

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

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

Insights For Deal Planning

    How fast (or slow) will Todd move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Todd 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 Todd

Personality Compatibility


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