Tom Millner

Initiator
DISC Type : Di

Vice President of Sales North America at LIGHTHOUSE Instruments

Charlottesville, Virginia, United States

Overview

Tom has no verified overview

Personality Overview

Confident

Risk-Accepting

Conviction Driven

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They don’t mind taking a stand if they believe in something.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

3-2022
Vice President of Sales North America at LIGHTHOUSE Instruments
8-2018 - 3-2022
Senior Technical Sales Representative at LIGHTHOUSE Instruments
4-2016 - 8-2018
Technical Sales and Support Representative at LIGHTHOUSE Instruments
11-2009 - 6-2011
Quality Assurance Specialist at PBM Products

Education

2005 - 2009
BA from University of Virginia

More Information

Social Presence :

Prographics :

Exp : N/A Location : Charlottesville, Virginia, United States Job Level : N/A Designation : Vice President of Sales North America at LIGHTHOUSE Instruments
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Refer to testimonials from well known people to highlight the value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t be very informal even if they are being so themselves
  • Don't be unorganized, be prepared for the pitch
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Tom

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Tom take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Tom

Personality Compatibility


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