Tom Matarese

Examiner
DISC Type : cs

Director of Business Development at ENSCO, Inc.

Endicott, New York, United States

Overview

Tom has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Status Quo Seeker

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  Being observant comes to them naturally. They are always well-planned and adopt a systematic approach.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

10-1991
Director of Business Development at ENSCO, Inc.
5-1991
Director of Business Development at ENSCO Avionics, Inc.

Education

1984 - 1988
Business Administration and Management from Penn State
1984 - 1988
Bachelor of Science (B.S.) from Penn State University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Endicott, New York, United States Job Level : Mid-senior Designation : Director of Business Development at ENSCO, Inc.
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Tom

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Tom take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Tom

Personality Compatibility


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