David Johnston

Evaluator
DISC Type : cds

CIO, Vice President Information Technology at Messer Americas

New York City Metropolitan Area, United States

Overview

David has no verified overview

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there 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

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

3-2019
CIO, Vice President Information Technology at Messer Americas
1-2013 - 2-2019
Vice President Information Services, Americas at Linde PLC
2-2007 - 2-2013
Vice President Information Services, North America at Linde PLC
4-2004 - 2-2007
Director, Infomation Management South Pacific at BOC Gases Australia
7-2002 - 4-2004
Global Application Development & Support Manager at BOC UK & Ireland

Education

1990 - 1994
BSc Hons from University of Strathclyde

More Information

Social Presence :

Prographics :

Exp : 25 Location : New York City Metropolitan Area, United States Job Level : Leadership Designation : CIO, Vice President Information Technology at Messer Americas
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Be prepared for comments or questions that are critical of your product or your claims
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

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

  • 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 David move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can David 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 David

Personality Compatibility


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