Tom Fetters

Visionary
DISC Type : Ds

Principal at Fetters Resources, LLC

Atlanta Metropolitan Area, United States

Overview

Tom Fetters is an enterprise sales and go-to-market leader specializing in aligning technology solutions with measurable business outcomes for large organizations. With a background in software and IT services, he focuses on driving growth, efficiency, and transformation. He is a graduate of Michigan State University.

Colleagues and clients consistently describe him as a "solid", knowledgeable, professional, and hardworking sales leader who is highly accountable and effective at building cooperation between clients and providers.

While at Nuance Communications (now Microsoft), Tom led the #1-ranked sales team in North America, exceeding revenue targets by 30% annually.

Personality Overview

Fast But Thoughtful

Early Adopter

Objective Evaluator

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Go-to-Market Strategy
His entire career focuses on building GTM efforts, aligning product value with business outcomes, and scaling sales processes for long, multi-stakeholder sales cycles.
Conversational AI
He led the top sales team at Nuance (now Microsoft), which specialized in conversational AI self-service solutions for enterprise and federal markets.
IT Managed Services
His current work involves reselling IT hardware and software, and his recent activity promotes project management and 24x7 triage support for IT systems.

Media Appearances

Tom has no verified media appearances

Work History

2021
Principal at Fetters Resources, LLC
2016 - 2020
Vice President, Global Sales at Blueworx
2013 - 2016
Technology Solutions and Services Executive at Pomeroy
2007 - 2013
Principal Business Development Consultant at Fetters Business Development Consultants
1999 - 2007
Vice President of Sales, North America at Nuance Communications now Microsoft (originally Speechworks pre-IPO)

Education

Bachelor's Degree from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Atlanta Metropolitan Area, United States Job Level : Senior Designation : Principal at Fetters Resources, LLC
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Tom

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Tom take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Tom

Personality Compatibility


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