Tom Hawkins

Inquirer
DISC Type : cd

Chief Marketing Officer at Retirement Clearinghouse

Naples, Florida, United States

Overview

Tom has no verified overview

Personality Overview

Upfront

Hard To Convince

ROI Conscious

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

1-2013
Chief Marketing Officer at Retirement Clearinghouse
6-2007 - 12-2012
President at Firm Resolve, LLC
10-2004 - 2-2007
Division Head, MassMutual Settlement Solutions at MassMutual
2-2003 - 9-2004
Regional Executive, Latin America & Europe, MassMutual International at MassMutual
3-2002 - 1-2003
President & CEO, MassMutual Japan at MassMutual

Education

8-1983 - 6-1985
MBA from Wake Forest University
1983 - 1985
MBA from Wake Forest University School of Business

More Information

Social Presence :

Prographics :

Exp : 30 Location : Naples, Florida, United States Job Level : Leadership Designation : Chief Marketing Officer at Retirement Clearinghouse
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Tell them that you are there to help them create visible impact within their organization
  • Highlight the competitive differentiation of your product

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Tom

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Tom take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Tom

Personality Compatibility


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