Tom Banahan

Questioner
DISC Type : c

Partner at Tenaya Capital

Portola Valley, California, United States

Overview

Tom has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They prefer to fully evaluate every situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

2-2009
Partner at Tenaya Capital
10-1999 - 2-2009
Global Head of Venture Capital at Lehman Brothers Venture Capital
11-1996 - 8-1999
VP Business Development at Marimba
7-1994 - 10-1996
VP Worldwide Sales at Spyglass
3-1988 - 7-1994
VIce President, Sales at Comdisco, Inc

Education

1976 - 1980
Bachelor from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 45 Location : Portola Valley, California, United States Job Level : N/A Designation : Partner at Tenaya Capital
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom 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 Tom

  • 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 Tom move?

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

  • Can Tom take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tom

Personality Compatibility


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