David McCarty

Questioner
DISC Type : c

Director Of Sales - Large Enterprise and Key Accounts at Lumen Technologies

Bay Village, Ohio, United States

Overview

David McCarty is a sales director at Lumen Technologies with over 20 years of experience in the telecommunications industry, specializing in cloud technologies, IoT, and network security. He manages the Large Enterprise and Key Accounts for Michigan and Ohio and is a graduate of Kent State University.

He is a driven sales professional with a history of hiring, training, and mentoring top-performing teams, leading to several promotions throughout his career at both Lumen and AT&T.

An interesting accomplishment is that David was a "Race To London" trip winner for his sales performance at Lumen Technologies.

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Generative AI
He recently earned a certification in "Leading in the Age of Generative AI" and shares content on how AI workloads are supported by next-gen fiber technology.
Digital Transformation
His current role focuses on enabling his team to help large enterprise customers achieve their digital transformation goals through advanced technology solutions.
Team Leadership
He has a proven track record of hiring, training, and mentoring top performers and has been promoted into leadership roles several times.

Media Appearances

David has no verified media appearances

Work History

4-2022
Director Of Sales - Large Enterprise and Key Accounts at Lumen Technologies
12-2020 - 3-2022
Account Director at Lumen Technologies
2-2020 - 7-2020
Strategic Account Lead 4 at AT&T
2-2014 - 2-2020
Premier Client Director/Sales Manager- Industry Solutions at AT&T
1-2012 - 2-2014
Strategic Account Lead 3 Premier Client Group at AT&T

Education

Bachelor of Arts (B.A.) from Kent State University
Education details unavailable from Rocky River High School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Bay Village, Ohio, United States Job Level : Mid-senior Designation : Director Of Sales - Large Enterprise and Key Accounts at Lumen Technologies
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 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 risk if they are convinced that they have analyzed the circumstances well.


You And David

Personality Compatibility


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