Tom Bethune

Researcher
DISC Type : Cs

Sales Executive at Novisto

Kitchener, Ontario, Canada

Overview

Tom has no verified overview

Personality Overview

Process Focused

Self-Disciplined

Soft Communicator

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

11-2021
Sales Executive at Novisto
3-2020 - 11-2021
Renewals Manager at Pegasystems
5-2019 - 3-2020
Account Executive - Enterprise at Pegasystems
12-2017 - 5-2019
Account Executive - Mid-Market at In the Chat Communications Inc.
1-2016 - 12-2017
Territory Account Executive at TechXtend

Education

2010 - 2011
MBA from Ryerson University
2011 - 2011
Master of Business Administration (MBA) from Copenhagen Business School

More Information

Social Presence :

Prographics :

Exp : 15 Location : Kitchener, Ontario, Canada Job Level : N/A Designation : Sales Executive at Novisto

Interested in

Lifestyle

Cooking

URL has been copied!

Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Tom

  • 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 Tom move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Tom take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Tom

Personality Compatibility


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