Tom McGrail

Captain
DISC Type : DS

Senior Account Executive at SuccessKPI

Omaha Metropolitan Area, United States

Overview

Tom has no verified overview

Personality Overview

Consummate Professional

Dynamic But Sincere

Decisive But Calm

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

3-2023
Senior Account Executive at SuccessKPI
7-2021 - 2-2023
Strategic Account Executive at Talkdesk
2-2020 - 6-2021
Client Director at Cogito Corp
7-2013 - 2-2020
Enterprise Account Executive at Genesys
7-2011 - 6-2013
Partner Manager at Genesys

Education

1990 - 1995
Bachelor of Science (BS) from Northwest Missouri State University
1987 - 1990
H.S. Diploma from Gross Catholic High School

More Information

Social Presence :

Prographics :

Exp : 30 Location : Omaha Metropolitan Area, United States Job Level : N/A Designation : Senior Account Executive at SuccessKPI

Interested in

Sports

Track and Field

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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Tom

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Tom take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Tom

Personality Compatibility


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