Dana Reed

Critic
DISC Type : C

Distinguished Engineer, Office of the CTO at SailPoint

Denver, Colorado, United States

Overview

Dana has no verified overview

Personality Overview

ROI Driven

Negotiator

Objective Thinker

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Dana has no verified topics they care about

Media Appearances

Dana has no verified media appearances

Work History

7-2018
Distinguished Engineer, Office of the CTO at SailPoint
1-2016 - 7-2018
Principal Sales Engineer / Technology Specialist at SailPoint
6-2011 - 7-2018
Senior Sales Engineer at SailPoint
4-2005 - 3-2011
Chief Identity Mangement Architect at AegisUSA
9-2003 - 9-2004
Senior Consultant - Security Services at Deloitte & Touche

Education

1996 - 2000
BBA from University of Michigan - Stephen M. Ross School of Business

More Information

Social Presence :

Prographics :

Exp : 21 Location : Denver, Colorado, United States Job Level : Leadership Designation : Distinguished Engineer, Office of the CTO at SailPoint
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Insights For Selling To Dana

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready to answer many clarity-seeking questions and requests for information
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dana is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Dana

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Dana move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Dana take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Dana

Personality Compatibility


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