Tom DeLuca

Examiner
DISC Type : cs

Head of Sales North America at Single Use Support

Clarksboro, New Jersey, United States

Overview

Tom has no verified overview

Personality Overview

Late Adopter

Overcautious

Status Quo Seeker

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. They are always well-planned and adopt a systematic approach.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2024
Head of Sales North America at Single Use Support
6-2022 - 6-2024
Executive Director Sales Global Accounts at Single Use Support
7-2020 - 6-2022
Senior Director Global Business Development, Bioprocess Sales at Repligen Corporation
3-2017 - 7-2020
Director, Global Strategic Accounts Thermo Fisher Scientific, Bioproduction at Thermo Fisher Scientific
2009 - 12-2016
Regional Sales Leader East Coast at Sartorius Stedim Biotech

Education

Bachelor of Arts - BA from Eastern University
2013 - 2013
Effective Sales Management from The University of Chicago Booth School of Business

More Information

Social Presence :

Prographics :

Exp : 21 Location : Clarksboro, New Jersey, United States Job Level : Mid-senior Designation : Head of Sales North America at Single Use Support
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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
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • 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 are some of the slowest movers and take their time reaching decisions.
  • Can Tom take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Tom

Personality Compatibility


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