Tom Herzog

Questioner
DISC Type : c

Chief Operating Officer at Netsmart Technologies

Stilwell, Kansas, United States

Overview

Tom has no verified overview

Personality Overview

Systematic

Value Seeker

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2011
Chief Operating Officer at Netsmart Technologies
12-2001 - 5-2011
Senior Vice President/General Manager at Cerner
12-1999 - 12-2001
Director at Unimark
12-1995 - 11-1997
Technology Consultant at Equus Computer Systems

Education

BA from MidAmerica Nazarene University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Stilwell, Kansas, United States Job Level : Leadership Designation : Chief Operating Officer at Netsmart Technologies
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tom

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tom take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Tom

Personality Compatibility


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