Charles Smith

Wildcard
DISC Type : ics

Cybersecurity Intelligence Researcher at The Johns Hopkins University Applied Physics Laboratory

Washington DC-Baltimore Area, United States

Overview

Charles has no verified overview

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Charles has no verified topics they care about

Media Appearances

Charles has no verified media appearances

Work History

3-2023
Cybersecurity Intelligence Researcher at The Johns Hopkins University Applied Physics Laboratory
3-2023
Member at Integrity Institute
5-2022 - 1-2023
Senior Program Manager at Twitter
2-2022 - 4-2022
Participant at BreakLine Education
8-2018 - 5-2022
Senior Manager, Threat Intelligence & Strategic Response at U.S. Cyber Command

Education

2017 - 2018
Master’s of science in strategic intelligence from National Intelligence University
9-2004 - 5-2008
Bachelor's degree from Bucknell University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Washington DC-Baltimore Area, United States Job Level : N/A Designation : Cybersecurity Intelligence Researcher at The Johns Hopkins University Applied Physics Laboratory
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Be prepared for a lot of questions, answer them objectively
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Charles

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Charles take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Charles

Personality Compatibility


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