Dave Lochhead

Evaluator
DISC Type : CSD

CISO: Commercial Insurance, Business Technology Operations, Data & Business Intelligence at Zurich Insurance Company Ltd

Swindon, England, United Kingdom

Overview

Dave has no verified overview

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

4-2021
CISO: Commercial Insurance, Business Technology Operations, Data & Business Intelligence at Zurich Insurance Company Ltd
10-2017 - 4-2021
Business Information Security Officer at Zurich Insurance Company Ltd
2-2015 - 10-2017
Business Information Security Officer (UK, Luxembourg & Group Shared Services) at Zurich Insurance Company Ltd
5-2014 - 2-2015
Group Information Security Account Manager & UK Data Security Assurance Manager at Zurich Insurance Company Ltd
12-2012 - 5-2014
Information Security Consultant & UK Data Security Assurance Manager at Zurich Insurance Company Ltd

Education

1993 - 1995
Education details unavailable from New College Swindon
1988 - 1993
Education details unavailable from Dorcan Academy

More Information

Social Presence :

Prographics :

Exp : 26 Location : Swindon, England, United Kingdom Job Level : N/A Designation : CISO: Commercial Insurance, Business Technology Operations, Data & Business Intelligence at Zurich Insurance Company Ltd
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Dave

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dave take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Dave

Personality Compatibility


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