Tom Mallens

Enigma
DISC Type : DIC

Sales Trainer at Sandler Training

Birmingham, England, United Kingdom

Overview

Tom has no verified overview

Personality Overview

Fast Follower

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

4-2018 - 7-2024
Sales Trainer at Sandler Training
4-2018 - 7-2024
Director of Training at Sandler Training - Heart of England
12-2013 - 4-2018
Managing Director at Social Innovation Media Ltd
10-2011 - 12-2017
Director at Fibrecore Ltd
10-2011 - 12-2015
Technical sales agent - UK & Ireland at Reliant Machinery

Education

2010 - 2011
Master of Business Administration (MBA) from Cranfield School of Management
1996 - 1999
Bachelor of Science from University of Southampton
1989 - 1996
GCSEs & A-Levels from Bedford Modern School

More Information

Social Presence :

Prographics :

Exp : 12 Location : Birmingham, England, United Kingdom Job Level : N/A Designation : Sales Trainer at Sandler Training
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tom

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Tom take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Tom

Personality Compatibility


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