Dan Light

Commander
DISC Type : D

Managing Director at Different Edge® Performance Improvement

United Kingdom

Overview

Dan Light is the Managing Director of Different Edge® Performance Improvement, specializing in boosting revenue for SaaS and PropTech companies. He focuses on improving the quality of business conversations using an award-winning, science-based methodology. People who have worked with him describe him as spectacular, engaging, and a "wizard" at unlocking potential in management teams.

Dan has a keen interest in the science behind human behavior and decision-making, which underpins his professional approach. He follows the work of institutions like the Institute of Psychiatry, Psychology & Neuroscience, blending academic principles with practical business application to help leaders create clarity and improve performance under pressure.

Unique fact: He has directly helped SaaS and PropTech management teams deliver over £1. 4 million in new revenue.

Personality Overview

Strong-Willed

Decisive

Very Quick

They like to stay in control of the negotiation or defining of the terms.  They prefer to move quickly, and expect the same from others. They do not care very much about building rapport or relationships.

Topics They Care About

Conversation as Craft
Believes the quality of conversations is the key to unlocking business growth and better decision-making, a core theme in his speaking engagements and methodology.
SaaS & PropTech
His professional focus is on helping sales leaders and management teams within the SaaS and PropTech industries improve their performance and revenue.
Sales Leadership
Passionate about coaching managers to move beyond spreadsheets and effectively unlock the potential that already exists within their sales teams.

Media Appearances

Dan has no verified media appearances

Work History

12-2022
Managing Director at Different Edge® Performance Improvement
12-2020 - 7-2022
Chief Customer Officer at Elephants Don't Forget
1-2020 - 10-2020
Chief Operations Officer at Elephants Don't Forget
2-2018 - 11-2019
Director Consulting Services (Blue Sky Performance) at Capita
10-2014 - 3-2018
Client Director (Blue Sky Performance) at Capita

Education

Dan has no verified education history

More Information

Social Presence :

Prographics :

Exp : 13 Location : United Kingdom Job Level : Mid-senior Designation : Managing Director at Different Edge® Performance Improvement
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Insights For Selling To Dan

During A Call Or A Meeting

DO's

  • Objectively showcase the impact that your product creates
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not hesitate from asking counter questions, just avoid challenging their authority

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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