Dave Graff

Questioner
DISC Type : c

Director of Sales Effectiveness at Penske Truck Leasing

Reading, Pennsylvania, United States

Overview

Dave Graff is the Director of Sales Effectiveness at Penske Truck Leasing, where he leverages his expertise to train and develop sales teams on comprehensive fleet solutions. A long-term Penske employee and Six Sigma Black Belt, he holds a BA from East Stroudsburg University of Pennsylvania, focusing on enhancing sales strategies and negotiation.

Dave is dedicated to continuous professional development, recently completing certifications on coaching habits and the science of trust in sales. His interests extend to key industry players like Mack Trucks and GE Capital, reflecting a deep engagement with the transportation and finance sectors.

Unique fact: Dave holds a certification as a Six Sigma Black Belt, applying its principles to sales processes.

Personality Overview

Value Seeker

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  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.

Topics They Care About

Sales Effectiveness
His current role focuses on aligning field and corporate sales training strategies to improve performance and outcomes.
Fleet Solutions
Specializes in helping clients with fleet cost management, operational efficiency, vehicle engineering, and supply chain management.
Leadership Coaching
He trains sales coaches and recently completed "The Coaching Habit" course to enhance his team development skills.

Media Appearances

Dave has no verified media appearances

Work History

1-2020
Director of Sales Effectiveness at Penske Truck Leasing
1-2019 - 1-2020
Regional Sales Leader at Penske Truck Leasing
10-2011 - 12-2019
Area Sales Manager at Penske Truck Leasing
Business Development Manager at Penske Truck Leasing
5-2007 - 4-2009
Six Sigma Black Belt at Penske Truck Leasing

Education

1986 - 1990
BA from East Stroudsburg University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 16 Location : Reading, Pennsylvania, United States Job Level : Mid-senior Designation : Director of Sales Effectiveness at Penske Truck Leasing
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Dave

Personality Compatibility


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