Tom Goucher

Examiner
DISC Type : sc

Technical Sales & Marketing Manager at YSI Integrated Systems & Services a Xylem Division

Somerset, Massachusetts, United States

Overview

Tom has no verified overview

Personality Overview

Late Adopter

Status Quo Seeker

Tough To Convince

They do not like taking risks at all and go for proven options in the end.  They are thorough and always follow a systematic approach. They tend to have clarity about their needs and constraints, and 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

8-2012
Technical Sales & Marketing Manager at YSI Integrated Systems & Services a Xylem Division
8-2007 - 10-2012
Systems Sales Engineer at YSI Integrated Systems & Services a Xylem Division
8-2003 - 8-2007
PCB Designer at YSI Integrated Systems & Services a Xylem Division
8-2007 - 5-2012
Applications Engineer at YSI Integrated Systems & Services

Education

2006 - 2008
MBA from University of Massachusetts Dartmouth
2002 - 2006
B.S. E.E. from Johnson & Wales University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Somerset, Massachusetts, United States Job Level : Middle Designation : Technical Sales & Marketing Manager at YSI Integrated Systems & Services a Xylem Division
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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 slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • 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

  • Low-risk, adoption by others are very important to them, followed by confidence in 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 rush and therefore can be quite slow in their decision-making.
  • Can Tom take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Tom

Personality Compatibility


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