Walter Phillips

Examiner
DISC Type : cs

Senior Director, Professional Services at ExtraHop

Bothell, Washington, United States

Overview

Walter has no verified overview

Personality Overview

Overcautious

Late Adopter

Status Quo Seeker

The only way to convince them is by showing them examples and ample proof.  They do not like taking risks at all and go for proven options in the end. They are thorough and always follow a systematic approach.

Topics They Care About

Walter has no verified topics they care about

Media Appearances

Walter has no verified media appearances

Work History

5-2023
Senior Director, Professional Services at ExtraHop
1-2020 - 4-2023
Director, Professional Services at ExtraHop
7-2018 - 12-2019
Sr. Manager, Service Delivery at ExtraHop
3-2012 - 6-2014
Service Delivery Manager at Denali Advanced Integration
12-2008 - 2-2012
Service Delivery Supervisor at Denali Advanced Integration

Education

2004 - 2006
BS from Central Washington University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Bothell, Washington, United States Job Level : Senior Designation : Senior Director, Professional Services at ExtraHop
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Insights For Selling To Walter

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Walter is

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

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Walter move?

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

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

You And Walter

Personality Compatibility


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