David Norton

Captain
DISC Type : SD

IT Project Manager at General Dynamics Information Technology

Heidelberg, Baden-Württemberg, Germany

Overview

David has no verified overview

Personality Overview

Output-Driven

Dynamic But Sincere

Consummate Professional

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

9-2021
IT Project Manager at General Dynamics Information Technology
4-2018 - 9-2021
Program Manager at General Dynamics Information Technology
7-2013 - 4-2018
European Program Manager at CACI International Inc
11-2006 - 6-2013
European Operations Manager at CACI International Inc
3-2004 - 10-2006
Senior Manager of Overseas Operations at CACI International Inc

Education

1988 - 1990
BA from Western Michigan University
1983 - 1986
AA from University of Maryland Global Campus

More Information

Social Presence :

Prographics :

Exp : 21 Location : Heidelberg, Baden-Württemberg, Germany Job Level : Middle Designation : IT Project Manager at General Dynamics Information Technology
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Let them know of potential risks but suggest mitigation methods alongside
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from David

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will David move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can David take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And David

Personality Compatibility


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