D Scott Sanders

Enigma
DISC Type : idc

Chief Information Officer at Rackspace Technology

Pensacola Metropolitan Area, United States

Overview

D has no verified overview

Personality Overview

Hard To Convince

Friendly Yet Blunt

Fast Follower

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

D has no verified topics they care about

Media Appearances

D has no verified media appearances

Work History

12-2022
Chief Information Officer at Rackspace Technology
6-2020 - 12-2022
SVP - Advisory Flexibility at LPL Financial
7-2016 - 6-2020
CIO at Magellan Health
9-2015 - 12-2016
Board Member at Technology Association of Georgia
3-2014 - 7-2016
SVP, Enterprise CTO Shared Services at SunTrust

Education

Advanced Leadership Program from Emory University - Goizueta Business School
1986 - 1990
BS from Troy University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Pensacola Metropolitan Area, United States Job Level : Leadership Designation : Chief Information Officer at Rackspace Technology
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Insights For Selling To D Scott

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with D Scott is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from D Scott

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will D Scott move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can D Scott take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And D Scott

Personality Compatibility


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