Cheng Ling

Questioner
DISC Type : c

Director of Engineering & Sustainability at Pike Industries Inc., A CRH Company

Greater Boston, United States

Overview

Cheng Ling is the Director of Engineering & Sustainability at Pike Industries, specializing in asphalt materials and sustainability. An industry thought leader with a Ph. D. from the University of Wisconsin-Madison, he frequently presents at national conferences on emerging technologies and reducing the carbon footprint of transportation infrastructure.

He is a former Chair of the National Asphalt Pavement Associations Committee for Asphalt Research and Technology (CART).

Unique Fact: He was recognized as one of the inaugural "Top 25 Under Forty" professionals by Roads & Bridges magazine.

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They prefer to analyze every situation thoroughly.
  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

Asphalt Sustainability
His current role is focused on sustainability, and he frequently speaks at industry events on reducing the environmental impact of asphalt production and paving.
Carbon Footprint Reduction
He presents actionable strategies for contractors and producers to reduce greenhouse gas emissions, a core theme of his recent TRB presentations and webinars.
Pavement Technology
His Ph. D. specialized in asphalt materials, and he chaired the National Asphalt Pavement Association's Committee for Asphalt Research and Technology.

Media Appearances

Cheng has no verified media appearances

Work History

3-2023
Director of Engineering & Sustainability at Pike Industries Inc., A CRH Company
8-2018 - 3-2023
Liquid Asphalt/HMA Technical Manager at Pike Industries Inc., A CRH Company
5-2017 - 8-2018
Liquid Asphalt Technical Manager at Hardrives Inc., A CRH Company
1-2017 - 5-2017
Postdoctoral Researcher at Purdue University
1-2012 - 12-2016
Graduate Research And Teaching Assistant at University of Wisconsin-Madison

Education

Doctor of Philosophy (Ph.D.) from University of Wisconsin-Madison
Master of Science (M.S.) from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 14 Location : Greater Boston, United States Job Level : Mid-senior Designation : Director of Engineering & Sustainability at Pike Industries Inc., A CRH Company
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Insights For Selling To Cheng

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Cheng is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Cheng

  • 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 Cheng move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Cheng take some risk or not?

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


You And Cheng

Personality Compatibility


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