David Heiger

Questioner
DISC Type : c

VP of Marketing at Technical Safety Services

Lincoln University, Pennsylvania, United States

Overview

David has no verified overview

Personality Overview

Value Seeker

Not Easily Convinced

Price-Sensitive

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

Topics They Care About

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

2-2023
VP of Marketing at Technical Safety Services
10-2016 - 2-2023
Associate VP Global Marketing, Agilent CrossLab Group at Agilent Technologies
5-2010 - 5-2016
Director Laboratory Informatics Sales; US, Canada, & Latin America at Agilent Technologies
7-2008 - 5-2010
Global Operations / Customer Experience Manager at Agilent Technologies
11-2005 - 7-2008
Director of Marketing, Global Services at Agilent Technologies

Education

Doctor of Philosophy - PhD from Northeastern University
Master's degree from The Ohio State University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Lincoln University, Pennsylvania, United States Job Level : Senior Designation : VP of Marketing at Technical Safety Services
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David 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 David

  • 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 David move?

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

  • Can David take some risk or not?

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


You And David

Personality Compatibility


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