Tom Pastore

Commander
DISC Type : D

Sr. Business Development Manager at GrayMatter

Pittsburgh, Pennsylvania, United States

Overview

Tom Pastore is a Sr. Business Development Manager at GrayMatter, specializing in digital transformation, Big Data, and Industrial IoT. With a background from the University of South Florida, he excels at introducing disruptive technologies and communicating innovative concepts to C-level executives. Colleagues describe him as goal-oriented, honest, hard-working, and reliable.

Outside of his professional role, Tom has an interest in learning new languages, having achieved a beginners fluency in Italian. He also maintains an interest in his alma mater, PennWest Clarion, and companies related to transportation technology.

Unique fact: Tom holds a certification for beginner fluency in Italian.

Personality Overview

Impact-Driven

Decisive

Candid & Clear

They are less concerned about the product and more about its potential impact.  They prefer to move quickly, and expect the same from others. They respond well to strong and respectful communication.

Topics They Care About

Digital Transformation
His role at GrayMatter and professional headline are centered on driving digital transformation for industrial companies.
Industrial IoT (IIoT)
This is a key area of expertise listed in his professional summary, directly relating to his work in transforming industrial operations.
B2B Tech Sales
His entire career showcases extensive experience in B2B sales for various technology products, including hardware, software, and data management solutions.

Media Appearances

Tom has no verified media appearances

Work History

5-2012
Sr. Business Development Manager at GrayMatter
8-2010 - 7-2011
Sales Representative at NetServe365
7-2008 - 7-2010
South East Regional Account Manager at Northern Parklife
10-2006 - 7-2008
Sales Executive at Ceelox
9-2004 - 1-2006
Sales Executive at CA Technologies

Education

1980 - 1993
Bachelors from University of South Florida Muma College of Business
1978 - 1980
Business Administration and Management from PennWest Clarion

More Information

Social Presence :

Prographics :

Exp : 27 Location : Pittsburgh, Pennsylvania, United States Job Level : Middle Designation : Sr. Business Development Manager at GrayMatter
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Be respectful but crisp
  • Hold your ground without indulging in one-upmanship

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Avoid being too verbose
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Tom

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If convinced, they can reach decisions quite fast.
  • Can Tom take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Tom

Personality Compatibility


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