Tom Clingan

Enigma
DISC Type : cdi

Senior Data Engineer at Principal Financial Group

West Des Moines, Iowa, United States

Overview

Tom has no verified overview

Personality Overview

Hard To Convince

Challenger

Fast Follower

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. They are generally strong communicators and are not easy to convince.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2018
Senior Data Engineer at Principal Financial Group
9-2015 - 5-2018
IT Data Services Team Lead at Principal Financial Group
4-2012 - 9-2015
IT Manager at Nationwide Insurance
4-2012
IT Manager at LightEdge Solutions
Principal Consultant at Enterprise Consulting

Education

1993 - 1995
MBA from Drake University
BA from Central College

More Information

Social Presence :

Prographics :

Exp : 13 Location : West Des Moines, Iowa, United States Job Level : Middle Designation : Senior Data Engineer at Principal Financial Group
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

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

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

Insights For Deal Planning

    How fast (or slow) will Tom move?

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

Personality Compatibility


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