Tom Shusta

Observer
DISC Type : ic

Director - RBM at NetCracker

Longwood, Florida, United States

Overview

Tom has no verified overview

Personality Overview

Curious

Example Seeker

Value Driven

They are likely to ask many questions and look heavily for supporting information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

7-2006
Director - RBM at NetCracker
6-2002 - 6-2006
Director - Hydra at Convergys
10-2000 - 6-2002
Director - Atlys / P2K Rating Architecture at Convergys
10-1992 - 10-2000
Senior Analyst - Development at Convergys
7-1986 - 9-1988
Senior Analyst at Horizons Technology

Education

1988 - 1992
M.S. from Virginia Tech
1980 - 1986
Bachelors from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 35 Location : Longwood, Florida, United States Job Level : Mid-senior Designation : Director - RBM at NetCracker
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Invite them for a social do but don’t rely solely on the relationship
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Tom

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Tom take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Tom

Personality Compatibility


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