Wayne Burgess

Critic
DISC Type : C

Director, Software Architecture at Ingenico

Canada

Overview

Wayne has no verified overview

Personality Overview

Objective Thinker

ROI Driven

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They enjoy working alone and do not rely on others very often. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Wayne has no verified topics they care about

Media Appearances

Wayne has no verified media appearances

Work History

8-2004
Director, Software Architecture at Ingenico
6-1987
Owner at TEN-K Computer Services Inc.
5-2003 - 6-2004
Senior Software Engineer at Photon Technology International
5-2002 - 5-2003
Director Advanced Technology at CompuBlox
2-2002 - 5-2002
Senior Software Engineer Consultant at Psion TekLogix Ltd.

Education

9-1989 - 6-1994
Hon. BSc. from Western University
1989 - 1994
Bachelor of Science (BSc) from Western University

More Information

Social Presence :

Prographics :

Exp : 38 Location : Canada Job Level : Mid-senior Designation : Director, Software Architecture at Ingenico
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Insights For Selling To Wayne

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wayne is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Wayne

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Wayne move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Wayne take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Wayne

Personality Compatibility


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