Dave DeFossey

Captain
DISC Type : DS

Head of Commercial Sales - USA, Canada, and Mexico at Copa Airlines

Miami-Fort Lauderdale Area, United States

Overview

Dave has no verified overview

Personality Overview

Dynamic But Sincere

Output-Driven

Long-Term Thinker

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

9-2021
Head of Commercial Sales - USA, Canada, and Mexico at Copa Airlines
1-2021 - 9-2021
Interim Commercial Regional Manager - USA, Canada, and Mexico at Copa Airlines
10-2017 - 1-2021
Manager - Corporate Sales NAM / Southeast USA at Copa Airlines
1-1993 - 12-1993
Aviation Insurance Underwriter - Small aircraft at American Eagle Insurance Group
Director, Sales Development - Global Accounts at South African Airways

Education

Bachelor of Business Administration - BBA from Embry-Riddle Aeronautical University
School of Communication from University of Miami

More Information

Social Presence :

Prographics :

Exp : 9 Location : Miami-Fort Lauderdale Area, United States Job Level : Mid-senior Designation : Head of Commercial Sales - USA, Canada, and Mexico at Copa Airlines
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Let them know of potential risks but suggest mitigation methods alongside
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Dave

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Dave take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Dave

Personality Compatibility


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