Tom Cangelosi

Planner
DISC Type : Sc

Senior Relationship Manager at ICE

Greater Boston, United States

Overview

Tom has no verified overview

Personality Overview

Inflexible

Slower Adopter

Disciplined

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

2-2024
Senior Relationship Manager at ICE
2-2020 - 2-2024
Relationship Manager at ICE
4-2017 - 2-2020
Vice President, Sales Manager - FactSet Digital Solutions at FactSet
8-2015 - 3-2017
Director of North American Sales and Account Management - Wealth Solutions at ICE
8-2014 - 8-2015
Vice President- Market Data at J.P. Morgan

Education

BS from St. John's University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Boston, United States Job Level : Middle Designation : Senior Relationship Manager at ICE
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time

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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