Tom Johnson

Evaluator
DISC Type : cds

Account Executive at Pluralsight

Salt Lake City, Utah, United States

Overview

Tom has no verified overview

Personality Overview

Quality Focused

Hard To Convince

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

12-2013
Account Executive at Pluralsight
7-2011 - 11-2013
Sales and Marketing Representative at Apollo Group
12-2010 - 7-2011
Microsoft Brand Reprsentative at Mosaic Sales Solutions
6-2009 - 8-2009
MBA Intern at PetSmart
7-2006 - 8-2008
Analyst at EnerBank USA

Education

2008 - 2010
Master of Business Administration (MBA) from Thunderbird School of Global Management
2001 - 2005
Bachelor of Arts (BA) from Brigham Young University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Salt Lake City, Utah, United States Job Level : N/A Designation : Account Executive at Pluralsight
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Tom

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Tom take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Tom

Personality Compatibility


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