Dave McLay

Pioneer
DISC Type : Dis

Director, Global Channel Programs and Operations at ExtraHop

Provo, Utah, United States

Overview

Dave has no verified overview

Personality Overview

Friendly But Fast

Driven But Considerate

Decisive But Friendly

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Dave has no verified topics they care about

Media Appearances

Dave has no verified media appearances

Work History

2-2024
Director, Global Channel Programs and Operations at ExtraHop
1-2021 - 12-2023
PS Partner Development Program - Global Head at Palo Alto Networks
2-2016 - 1-2021
Principal Consultant, Professional Services at NTT America
3-2011 - 2-2016
Sr. Manager, Continual Service Improvement at NTT America
11-2009 - 3-2011
Manager, Change Management at Verio

Education

2001 - 2003
B.S. from University of Utah
Bachelor's degree - Finance & Information Systems from University of Utah - David Eccles School of Business

More Information

Social Presence :

Prographics :

Exp : 26 Location : Provo, Utah, United States Job Level : Mid-senior Designation : Director, Global Channel Programs and Operations at ExtraHop
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Dave

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They are generally fast movers and can take quick decisions
  • Can Dave take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Dave

Personality Compatibility


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