Tom Valley

Questioner
DISC Type : c

Founder / Partner at TAV Marketing Group

Del Mar, California, United States

Overview

Tom is a seasoned expert in the utilities industry with over 25 years of experience leading CRI Lighting Sales, Inc. as President. He founded TAV Marketing Group to pioneer energy optimization devices for HVAC and lighting. Tom holds a Bachelors in Economics from the University of Georgia and focuses on sustainable solutions for the total building envelope.

While his professional life is focused on energy solutions on the west coast, his roots trace back to the University of Georgia. He is likely a supporter of his alma maters sports teams, following their progress and achievements.

After 25 years as principal of his company, he founded a startup to adapt to shifting market demands for energy products.

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  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.

Topics They Care About

Energy Optimization
He founded TAV Marketing Group to manufacture devices that reduce and optimize energy consumption for HVAC and lighting systems, following a "reducing before producing" philosophy.
Sustainable Solutions
His work focuses on providing innovative and sustainable solutions for the "total building envelope, " emphasizing future planning for sustainability and success in a changing market.
Market Adaptation
His career shows a keen awareness of how markets shift, particularly how utility rebates drive demand, and he has created new business models to adapt.

Media Appearances

Tom has no verified media appearances

Work History

7-2023
Founder / Partner at TAV Marketing Group
2-1999
President at CRI Lighting Sales, Inc.
2-1999
Principal / CEO at CRI Lighting Sales, Inc.

Education

1980 - 1983
Bachelor's degree from University of Georgia
1980 - 1983
Bachelor of Arts - BA from University of Georgia - Franklin College of Arts and Sciences

More Information

Social Presence :

Prographics :

Exp : 27 Location : Del Mar, California, United States Job Level : Leadership Designation : Founder / Partner at TAV Marketing Group
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

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

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tom

Personality Compatibility


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