Tom Cruz

Examiner
DISC Type : cs

Senior Director of Sales - Northeast at Smurfit Westrock

Boston, Massachusetts, United States

Overview

Tom has no verified overview

Personality Overview

Late Adopter

Process Oriented

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  Being observant comes to them naturally. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

11-2024
Senior Director of Sales - Northeast at Smurfit Westrock
12-2023 - 11-2024
Sales Manager - Northeast at Smurfit Westrock
6-2022 - 12-2023
Corporate Business Manager at WestRock Company
5-2016 - 8-2022
Business Unit Sales Manager - Southern CA at WestRock Company
6-2011 - 4-2016
Senior Account Executive at Cenveo

Education

MBA from Western New England University
BSBA from Western New England University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Boston, Massachusetts, United States Job Level : Senior Designation : Senior Director of Sales - Northeast at Smurfit Westrock
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

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 are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

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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