Tom Rath

Observer
DISC Type : ci

Senior Scientist and Advisor at Gallup

Arlington, Virginia, United States

Overview

Tom has no verified overview

Personality Overview

Curious

Assertive

Example Seeker

They ask a lot of questions and rely heavily on information and collaterals.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

1-2013 - 9-2022
Senior Scientist and Advisor at Gallup
9-2012
Author and Researcher at tomrath.org
6-2005 - 9-2012
Board Member and Vice Chairman at Cancer Research Fund (vhl.org)
12-1999 - 9-2012
Global Practice Leader at Gallup

Education

9-1994 - 12-1998
BA from University of Michigan
MS from University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 22 Location : Arlington, Virginia, United States Job Level : N/A Designation : Senior Scientist and Advisor at Gallup
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Invite them for a social do but don’t rely solely on the relationship
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tom

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Tom take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Tom

Personality Compatibility


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