Dave Duncan, JD, CAE, IOM

Questioner
DISC Type : c

CEO at Iowa Communications Alliance

Des Moines Metropolitan Area, United States

Overview

Dave has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

11-2013
CEO at Iowa Communications Alliance
1-2003 - 12-2013
President at Iowa Telecommunications Association
4-1996 - 12-2002
Vice President, Public & Legal Affairs at Iowa Automobile Dealers Association
7-1990 - 4-1996
Attorney at Grefe & Sidney Law Firm

Education

1987 - 1990
JD from University of Iowa College of Law
1982 - 1986
BBA from The University of Iowa Tippie College of Business

More Information

Social Presence :

Prographics :

Exp : 35 Location : Des Moines Metropolitan Area, United States Job Level : Leadership Designation : CEO at Iowa Communications Alliance
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dave

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dave take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Dave

Personality Compatibility


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