Tom Powers

Inquirer
DISC Type : cd

Executive Vice President at DB Sterlin Consultants, Inc.

Greater Chicago Area, United States

Overview

Tom has no verified overview

Personality Overview

Upfront

Hard To Convince

ROI Conscious

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

4-2016
Executive Vice President at DB Sterlin Consultants, Inc.
6-2010 - 3-2024
Commissioner, Chicago Department of Water Management at City of Chicago
1-2009 - 6-2010
Acting Commissioner / 1st Deputy Commissioner / Chief Engineer at Chicago Department of Transportation
1st Deputy Commissioner / Chief Engineer at Chicago Department of Transportation
Deputy Commissioner Bridges and Transit at Chicago Department of Transportation

Education

1993 - 1996
BS Engineering from Iowa State University
MS Engineering from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Chicago Area, United States Job Level : Leadership Designation : Executive Vice President at DB Sterlin Consultants, Inc.
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Avoid long winding pitches, stay objective
  • Don't try too hard to get friendly, let it happen with time
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Tom

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Tom take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Tom

Personality Compatibility


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