Tom Mullen

Captain
DISC Type : SD

Senior Vice President of Business Development at OPSWAT

San Francisco, California, United States

Overview

Tom has no verified overview

Personality Overview

Long-Term Thinker

Output-Driven

Dynamic But Sincere

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. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

Senior Vice President of Business Development at OPSWAT
Director, Business Development at GreenBorder
Director, Business Development at ReleaseNow
Business Development Manager at Preview Systems
Director, Procurement at Beyond.com/BuyDirect

Education

1990 - 1993
JD from University of California, College of the Law, San Francisco (formerly UC Hastings)
BA from Stanford University

More Information

Social Presence :

Prographics :

Exp : N/A Location : San Francisco, California, United States Job Level : Leadership Designation : Senior Vice President of Business Development at OPSWAT
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • During followups, use phone or text if needed, they should be fine
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results

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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