William Yan

Questioner
DISC Type : c

President, Americas; Head, Global Service Providers (CSP) Market at AVSystem

Greater Boston, United States

Overview

William has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

William has no verified topics they care about

Media Appearances

William has no verified media appearances

Work History

9-2017
President, Americas; Head, Global Service Providers (CSP) Market at AVSystem
10-2009 - 9-2017
Chief Revenue Officer, Chief Operating Officer at Incognito Software Systems
11-2007 - 10-2009
Chief Market Strategist - North America at Allot Communications Inc.
1-2007 - 10-2007
VP, Business Development at PhyFlex Networks, Inc. - acquired by Ciena Corporation
1-2006 - 1-2007
VP/GM, Media, Entertainment, Cable & Satellite Business Unit at Corpus, Inc. - systems integration and software solutions provider

Education

MBA from Boston University
Business Management from Harvard Business School Executive Education

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Boston, United States Job Level : N/A Designation : President, Americas; Head, Global Service Providers (CSP) Market at AVSystem
URL has been copied!

Insights For Selling To William

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with William 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 William

  • 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 William move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can William take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And William

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.