Tom Struttmann

Questioner
DISC Type : c

Chair Executive Committee Mining Industry Advisory Council at Colorado School of Mines

San Francisco Bay Area, United States

Overview

Tom has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  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.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

1-2019
Chair Executive Committee Mining Industry Advisory Council at Colorado School of Mines
4-2014
Group Executive Mining at Riivos
2008 - 2008
Management Consultant at Port of Oakland
2007 - 2007
Management Consultant at PGP Corporation
4-2002 - 1-2014
CEO / Co-Founder at YID3

Education

1975 - 1977
BS Civil Engineering from University of Illinois Urbana-Champaign
BS from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 43 Location : San Francisco Bay Area, United States Job Level : N/A Designation : Chair Executive Committee Mining Industry Advisory Council at Colorado School of Mines
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • 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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