Dale Martz

Evaluator
DISC Type : dcs

Chief Technologist and Director for Programs at nLIGHT DEFENSE Systems, Inc.

Longmont, Colorado, United States

Overview

Dale has no verified overview

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

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

Topics They Care About

Dale has no verified topics they care about

Media Appearances

Dale has no verified media appearances

Work History

7-2023
Chief Technologist and Director for Programs at nLIGHT DEFENSE Systems, Inc.
10-2022 - 7-2023
Chief Technologist and Director for Products at nLIGHT DEFENSE Systems, Inc.
7-2022 - 10-2022
Interim Director of Operations at nLIGHT DEFENSE Systems, Inc.
8-2019 - 11-2021
Assistant Group Leader at MIT Lincoln Laboratory
3-2012 - 8-2019
Technical Staff at MIT Lincoln Laboratory

Education

2006 - 2010
PhD from Colorado State University
2004 - 2006
Master of Science from Colorado State University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Longmont, Colorado, United States Job Level : Mid-senior Designation : Chief Technologist and Director for Programs at nLIGHT DEFENSE Systems, Inc.
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Insights For Selling To Dale

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dale is

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

  • 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 Dale move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dale 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 Dale

Personality Compatibility


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