Dale Lancaster

Enthusiast
DISC Type : i

Retired CTO/CISO at Retired

Charlotte Metro, United States

Overview

Dale has no verified overview

Personality Overview

Non-Confrontational

Story Driven

Consensus Focused

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They tend to be agreeable by nature, so take their promises with a pinch of salt.


Topics They Care About

Dale has no verified topics they care about

Media Appearances

Dale has no verified media appearances

Work History

7-2017
Retired CTO/CISO at Retired
5-2016
Partner at SpectraQ
7-2001 - 7-2017
Retired - Chief Information Security Officer at Red Ventures
7-2001 - 6-2015
Chief Technology Officer at Red Ventures
Chief Technology Officer at 123hire.com

Education

1982 - 1988
Cryptology from National Cryptologic School
1982 - 1985
Programming and Computer Science from Anne Arundel Community College

More Information

Social Presence :

Prographics :

Exp : 24 Location : Charlotte Metro, United States Job Level : Leadership Designation : Retired CTO/CISO at Retired
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Insights For Selling To Dale

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Refer to interesting customer testimonials and stress on great customer experience
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t be too formal with them, they trust informality more
  • Avoid overloading them with too much information
  • Don’t be excessively objective, be like a storyteller with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dale is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Dale

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Dale move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Dale take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Dale

Personality Compatibility


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