Tom Little

Energizer
DISC Type : I

Retired at none

San Antonio, Texas, United States

Overview

Tom has no verified overview

Personality Overview

Enthusiastic

Big Picture Person

Relationship Oriented

They are always positive and upbeat, so take their promises with a pinch of salt.  They are friendly, approachable and love to make new connections. They are really good at seeing what the long-term impacts of their decisions could be.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

2-2021
Retired at none
8-2012 - 2-2021
Assistant Vice President, Sourcing & Contracting, Procurement Services at USAA
2-2010 - 8-2012
Executive Director, Procurement Services at USAA
7-2004 - 3-2010
Director, IT Contracts at USAA
1-1989 - 6-2004
Managing Director at Computer Task Group (CTG)

Education

1985 - 1988
MBA from Canisius University
1979 - 1981
BS from University at Buffalo

More Information

Social Presence :

Prographics :

Exp : 42 Location : San Antonio, Texas, United States Job Level : N/A Designation : Retired at none
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Avoid cutting into their flow
  • Avoid overloading them with too much detail
  • Don’t be excessively objective, be a storyteller

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Tom

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Tom take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Tom

Personality Compatibility


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