Clarence Cochran III

Trailblazer
DISC Type : DI

Director of Sales at ISPN

Kansas City, Missouri, United States

Overview

Clarence Cochran III is a Go-to-Market and sales leader focused on revenue execution and building high-performing teams. With certifications in ValueSelling and Sandler Sales, he is described by colleagues as an influential, dedicated, and positive mentor who excels at developing talent and driving business impact through people.

He is fueled by a passion for helping people grow, measuring his own success by the transformation and achievements of his team members. Clarence is a strong believer in fostering positive environments and consistently celebrates the professional and personal growth of those he leads.

Unique fact: He has consulted with over 500 businesses, from Series A startups to Fortune 500 companies, on improving their sales processes.

Personality Overview

Informal

Values Relationships

Achievement-Oriented

If they come to believe in your value proposition, they will be your champion.  They are charming and can persuade others to support their decisions. They are more likely to accept new and exciting technologies.

Topics They Care About

Talent Development
His introduction and posts show a deep passion for developing future leaders and watching talent evolve, measuring success in the transformation of people.
Go-to-Market Strategy
Identified as a core expertise in his headline, focusing on building and executing strategies that drive revenue and business growth.
Sales Playbooks
He has hands-on experience developing comprehensive SDR and AE playbooks to boost pipeline creation, improve conversion rates, and ensure quota attainment.

Media Appearances

Clarence has no verified media appearances

Work History

1-2026
Director of Sales at ISPN
3-2025 - 1-2026
Director of Sales at Ministry Brands
11-2023 - 5-2025
Business Development Manager at Ministry Brands
7-2022 - 11-2023
Enterprise BDR & AE Mid Market Manager at Socotra
12-2021 - 8-2022
Enterprise BDR Manager at Snagajob

Education

8-2011 - 5-2013
Associate of Science - AS from Metropolitan Community College

More Information

Social Presence :

Prographics :

Exp : 9 Location : Kansas City, Missouri, United States Job Level : Mid-senior Designation : Director of Sales at ISPN
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Insights For Selling To Clarence

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Ask them for a lunch or coffee once some rapport has been established
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don’t force involvement of other stakeholders unless it is critical
  • Avoid unnecessary negativity or slowness
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Clarence is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Clarence

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Clarence move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Clarence take some risk or not?

  • If necessary, they will be ready to take risks.

You And Clarence

Personality Compatibility


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