Tom Waldman

Examiner
DISC Type : sc

VP & Chief Counsel, Group Protection at Lincoln Financial Group

Omaha Metropolitan Area, United States

Overview

Tom has no verified overview

Personality Overview

Process Oriented

Tough To Convince

Unexpressive

Being observant comes to them naturally.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

3-2019
VP & Chief Counsel, Group Protection at Lincoln Financial Group
12-2015
Chief Compliance Officer - Group Protection at Lincoln Financial Group
10-2004 - 8-2012
AVP & Senior Counsel at Lincoln Financial Group

Education

1988 - 1991
Education details unavailable from University of Chicago Law School
1984 - 1988
Education details unavailable from Duke University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Omaha Metropolitan Area, United States Job Level : Senior Designation : VP & Chief Counsel, Group Protection at Lincoln Financial Group
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Tom

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Tom take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Tom

Personality Compatibility


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