Tony Challands

Wildcard
DISC Type : sci

Group Head of Enterprise Technology, Benchmark Capital at Schroders

Greater London, England, United Kingdom

Overview

Tony has no verified overview

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Tony has no verified topics they care about

Media Appearances

Tony has no verified media appearances

Work History

6-2019
Group Head of Enterprise Technology, Benchmark Capital at Schroders
3-2013 - 11-2018
Head of ICT at Brooks Macdonald
9-2011 - 10-2012
Vice President - IT Infrastructure Change, Aviva North America at Aviva plc
8-2003 - 8-2011
Head Of Global IT Services at Aviva plc
9-1998 - 7-2003
IT Programme Director at Tesco PLC

Education

Tony has no verified education history

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Group Head of Enterprise Technology, Benchmark Capital at Schroders
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • 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 Tony is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Tony

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Tony take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Tony

Personality Compatibility


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