Xiaoming Zhou

Enthusiast
DISC Type : i

Software Architect - Security at ServiceNow

Sunnyvale, California, United States

Overview

Xiaoming has no verified overview

Personality Overview

Non-Confrontational

Consensus Focused

Optimistic

They prefer to build relationships rather than staying totally transactional.  Unlike D or C types, they are convinced more by stories and testimonials. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Xiaoming has no verified topics they care about

Media Appearances

Xiaoming has no verified media appearances

Work History

1-2021
Software Architect - Security at ServiceNow
9-2016 - 9-2020
Software Architect at ForeScout Technologies Inc.
8-2012 - 8-2016
Principal Software Engineer at Shape Security
4-2009 - 8-2012
Sr. Software Engineer at Fortinet

Education

PhD from University of Maryland
MS from Tsinghua University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Sunnyvale, California, United States Job Level : Mid-senior Designation : Software Architect - Security at ServiceNow
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Insights For Selling To Xiaoming

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Give them the opportunity to lead the conversation where possible
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Avoid overloading them with too much information
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Xiaoming is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Xiaoming

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Xiaoming move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Xiaoming take some risk or not?

  • They can take some low-probability risks if needed.

You And Xiaoming

Personality Compatibility


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