Adam Malcolm

Questioner
DISC Type : c

Sr. Vice President at Essential Software Inc

Washington DC-Baltimore Area, United States

Overview

Adam has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Adam has no verified topics they care about

Media Appearances

Adam has no verified media appearances

Work History

8-2018
Sr. Vice President at Essential Software Inc
8-2004 - 7-2018
Manager - Projects and Programs at Covenant Life Church
10-2003 - 7-2004
Director - Corporate Systems at Lockheed Martin
3-2003 - 10-2003
Director - Corporate Systems at ACS Government Solutions Group
8-1998 - 2-2003
Program Manager at ACS Government Solutions Group

Education

1989 - 1994
BS from Hood College
2011 - 2018
Religion/Religious Studies from Reformed Theological Seminary

More Information

Social Presence :

Prographics :

Exp : 27 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Sr. Vice President at Essential Software Inc
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Insights For Selling To Adam

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • 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 try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Adam 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 Adam

  • 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 Adam move?

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

  • Can Adam take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Adam

Personality Compatibility


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