D.R. Carlson

Questioner
DISC Type : c

Senior Director: Segment Marketing, Americas at Equinix

Ashburn, Virginia, United States

Overview

D.R. has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They prefer to do thorough analysis of any situation.

Topics They Care About

D.R. has no verified topics they care about

Media Appearances

D.R. has no verified media appearances

Work History

12-2020
Senior Director: Segment Marketing, Americas at Equinix
4-2018 - 12-2020
Director, Partner Transformation at Equinix
2-2017 - 3-2018
VP, Sales and Strategic Partnerships at Neovera
8-2015 - 2-2017
Vice President of Sales at Oratium
3-2011 - 8-2015
Global Network Account Director at Equinix

Education

1988 - 1991
Education details unavailable from James Madison University
Education details unavailable from Liberty Theological Seminary

More Information

Social Presence :

Prographics :

Exp : 22 Location : Ashburn, Virginia, United States Job Level : Senior Designation : Senior Director: Segment Marketing, Americas at Equinix
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Insights For Selling To D.R.

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with D.R. 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 D.R.

  • 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 D.R. move?

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

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


You And D.R.

Personality Compatibility


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