Curtis Lawhorn

Evaluator
DISC Type : Sdc

Senior Vice President, Enterprise Architecture at American Equity

West Des Moines, Iowa, United States

Overview

Curtis has no verified overview

Personality Overview

Fast But Analytical

Quality Focused

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Curtis has no verified topics they care about

Media Appearances

Curtis has no verified media appearances

Work History

10-2018
Senior Vice President, Enterprise Architecture at American Equity
11-2017 - 10-2018
Senior Director, Application Development at American Equity
2-2015 - 11-2017
Senior Director, Architecture at American Equity
1-2000 - 10-2003
Programmer Analyst at Iowa Foundation for Medical Care

Education

1996 - 2000
Bachelor of Science - BS from Iowa State University

More Information

Social Presence :

Prographics :

Exp : 14 Location : West Des Moines, Iowa, United States Job Level : Leadership Designation : Senior Vice President, Enterprise Architecture at American Equity
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Insights For Selling To Curtis

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Curtis is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Curtis

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Curtis move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Curtis take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Curtis

Personality Compatibility


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