Tom Robertson

Questioner
DISC Type : c

Channel Sales Manager North America at Tempo Software

Oaklyn, New Jersey, United States

Overview

Tom has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

7-2025
Channel Sales Manager North America at Tempo Software
9-2021 - 2-2024
Enterprise Channel Manager / AWS Alliance Manager at Atlassian
3-2020 - 4-2021
Partner Business Manager at CDI LLC
7-2018 - 8-2019
Storage Specialist - Channels at Hewlett Packard Enterprise
12-2013 - 3-2018
Channel Account Manager at Dell

Education

Tom has no verified education history

More Information

Social Presence :

Prographics :

Exp : 25 Location : Oaklyn, New Jersey, United States Job Level : Middle Designation : Channel Sales Manager North America at Tempo Software
URL has been copied!

Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tom

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tom take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Tom

Personality Compatibility


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