Dan Barber

Commander
DISC Type : D

Director at Elsevier

Coatesville, Pennsylvania, United States

Overview

Dan has no verified overview

Personality Overview

Candid & Clear

Impact-Driven

Strong-Willed

They respond well to strong and respectful communication.  They are less concerned about the product and more about its potential impact. They like to stay in control of the negotiation or defining of the terms.

Topics They Care About

Dan has no verified topics they care about

Media Appearances

Dan has no verified media appearances

Work History

3-2019
Director at Elsevier
9-2014
Principal Software Engineer at Elsevier
2-2012 - 6-2013
Book Reviewer at Manning Publications
9-2002 - 9-2014
Enterprise Architect at Penn Mutual
9-1998 - 8-2002
Application Architect at Bank One

Education

1990 - 1993
M.S. from University of Pennsylvania
1984 - 1988
BS from Penn State University

More Information

Social Presence :

Prographics :

Exp : 39 Location : Coatesville, Pennsylvania, United States Job Level : Mid-senior Designation : Director at Elsevier
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Insights For Selling To Dan

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Hold your ground without indulging in one-upmanship
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don't try too hard to forge relationships with them
  • Don’t be in a rush to invite them for a social meet and greet
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dan is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Dan

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Dan move?

  • If convinced, they can reach decisions quite fast.
  • Can Dan take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Dan

Personality Compatibility


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