Dave Anderson

Energizer
DISC Type : I

Board Member at e2E, LLC

Kansas City, Missouri, United States

Overview

Dave Anderson is the Co-Founder and COO of SellingInnovations, a firm focused on the science of selling. A Go-To-Market executive with experience at Vista Equity Partners and Gartner, he is a graduate of Indiana Universitys Kelley School of Business and contributed to research for "The Challenger Sale. "

Originally from the Chicago area, Dave now resides in Kansas City with his wife and three children. He is a passionate supporter of his alma maters sports teams, identifying as a "forever Hoosier" and closely following the universitys football program.

His firms research, which formed the basis for the book "The JOLT Effect, " analyzed over 2. 5 million sales calls to understand customer indecision.

Personality Overview

Full Of Energy

Enthusiastic

Believer

They are friendly, approachable and love to make new connections.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are always positive and upbeat, so take their promises with a pinch of salt.

Topics They Care About

Go-To-Market Strategy
As an Executive Director at Vista Equity Partners, he partnered with portfolio company CEOs to build and execute their plans for scaling GTM teams for growth.
Sales Science
His company studies high-performing seller behavior by analyzing millions of sales calls to help GTM organizations drive more predictable revenue.
Customer Indecision
A core theme of his work and latest book, "The JOLT Effect, " which explores why deals stall and how to overcome buyer hesitation.

Media Appearances

Dave Anderson, Co-Founder and COO - SellingInnovations. Featured in SellingInnovations

See Now

Work History

12-2024
Board Member at e2E, LLC
8-2024
Co-Founder and COO at SellingInnovations
12-2021 - 8-2024
Executive Director, Go-To-Market at Vista Equity Partners
3-2019 - 12-2021
Director, Go-To-Market at Vista Equity Partners
2-2018 - 3-2019
Vice President, Advisory Services at Gartner

Education

1996 - 2000
BS from Indiana University Bloomington
1996 - 2000
BS from Indiana University - Kelley School of Business

More Information

Social Presence :

Prographics :

Exp : 26 Location : Kansas City, Missouri, United States Job Level : Leadership Designation : Board Member at e2E, LLC
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Share some stories about how you you have helped people in similar positions succeed

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid cutting into their flow
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Dave

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Dave take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Dave

Personality Compatibility


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