Tom Hogan

Commander
DISC Type : D

Key Account Director - Financial Services at Axway ·

Charlotte Metro, United States

Overview

Tom has no verified overview

Personality Overview

Impact-Driven

Very Quick

Strong-Willed

More than the product, they care about the effectiveness of the product.  They are not focused on building rapport and relationships. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2018
Key Account Director - Financial Services at Axway ·
6-2016
Senior Account Manager - Health and Financial Services at CA Technologies
11-2015
Regional Director, Financial Services at SevOne ·
6-2013
Regional Sales Director - Health and Financial Services at Virtual Instruments ·
9-2012
Senior Account Executive - Financial Services - Bank of America at NetApp ·

Education

Education details unavailable from Western State Colorado University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Charlotte Metro, United States Job Level : Mid-senior Designation : Key Account Director - Financial Services at Axway ·
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Tom

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They can take decisions very fast if you manage to convince them.
  • Can Tom take some risk or not?

  • The risks don’t matter much to them.

You And Tom

Personality Compatibility


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